Business Development Executive – IT, Channel

Virtual Technologies Group

. Turn VTG's OEM, distribution, and technology alliance relationships into a repeatable source of new customers .

Posted 11/3/2026full-timeRemote • United StatesMid-LevelSenior💰 $120,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in channel sales, focusing on building and managing relationships with OEMs, distributors, and technology alliance partners to drive revenue growth. Proficient in deal registration, pipeline management, and executing joint go-to-market strategies.

Highest-signal resume keywords

Channel Sales ExperiencePartner Management SkillsDeal Registration FluencyRevenue Growth StrategySalesforce Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pipeline DevelopmentSales QuotingRevenue ForecastingManaged Services PricingSales Cycle Management

Soft Skills

Relationship BuildingCommunication SkillsNegotiation SkillsCollaboration Skills

Tools & Technologies

SalesforceMDF ProgramsPartner Programs

Certifications & Qualifications

Sales CertificationsOEM Certifications

Industry Keywords

OEMDistributorIT SolutionsChannel SalesManaged Services

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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