Business Development Executive – IT, Channel

🔥 1 minute ago

🗽 New York, Ohio – Remote

🗽 New York – Remote 🏈 Ohio – Remote

💵 $120k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Business Development (BDR)

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Virtual Technologies Group

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1973

🔒 Cybersecurity

☁️ SaaS

🏢 Enterprise

💰 Private Equity Round on 2022-10

Cybersecurity • SaaS • Enterprise

Virtual Technologies Group is a company that offers IT solutions with a focus on managed services and cybersecurity. Established in 1962, the firm provides a range of services including 24/7 video surveillance monitoring, asset lifecycle management, and VoIP services to enhance communication for businesses. The company is dedicated to building long-term partnerships with clients by offering tailored IT solutions to meet their unique needs, allowing them to focus on their core operations with reduced risk and downtime.

📋 Description

• Turn VTG's OEM, distribution, and technology alliance relationships into a repeatable source of new customers • Own partner-sourced and partner-influenced revenue through deal registration, co-selling, and attaching VTG services to hardware and software transactions • Deliver $2M in net new bookings during the first full 12 months after ramp • Build joint account plans with OEM, distributor, and alliance partner sales teams in assigned territories • Develop sell-through, sell-to, and sell-with partner motions • Source new-logo opportunities through deal registration, partner referrals, MDF-funded campaigns, and marketplace programs • Self-source pipeline through direct outbound prospecting and maintain coverage for the annual target • Attach VTG professional services, managed services, and support to product deals to increase blended margin • Expand new accounts into multi-service, recurring relationships • Run full-cycle sales on partner-sourced deals, including discovery, configuration with pre-sales, quoting, registration, and closing • Track partner-sourced pipeline, registrations, and rebates; report partner performance monthly • Maintain current opportunity data in Salesforce, including stage, next step, close date, amount, lead source, and product category • Travel 10%-15% for partner events, QBRs, and joint client meetings

🎯 Requirements

• 5+ years in channel or partner sales with an IT solutions provider, OEM, or distributor • Proven hunter profile with consistent attainment of $2M+ annual net-new bookings quotas • Pipeline built through personal prospecting and partner origination • Demonstrated success building sell-through, sell-to, and sell-with revenue with OEMs, distributors, and technology alliance partners • Established, active relationships with OEM, distribution, and alliance channel leaders • Direct channel sales experience required • Record of selling services alongside products • Ability to navigate complex OEM/distributor ecosystems and drive joint go-to-market strategies • Understanding of hardware, software, and managed services pricing and margin models • Exceptional relationship-building, communication, and partner management skills • Disciplined CRM habits and forecasting accuracy • Willingness to travel regionally for partner events, QBRs, and joint client meetings • Fluency in deal registration, rebates, MDF, and partner programs preferred • Ability to configure and quote with pre-sales engineers across networking, end-user computing, security, and software preferred • Bachelor's degree in Business, Communications, IT, or a related field preferred • Existing active sales certifications with major OEMs such as Cisco, Dell, HP, or Microsoft preferred • Experience organizing and hosting MDF-funded marketing events and webinars preferred

🏖️ Benefits

• Medical insurance plans • Dental insurance • Vision insurance • Health savings accounts (HSA) • Flexible spending accounts (FSA) • Life insurance • Short- and long-term disability insurance • Paid time off and holidays • 401(k) with employer match • Professional development • Opportunities to learn, grow, and expand skillset • Equal Opportunity Employer and inclusive environment

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