[Hiring] Business Development Executive @Virtual Technologies Group

Role Description

You will turn VTG's OEM, distribution and technology alliance relationships into a repeatable source of new customers. You own partner-sourced and partner-influenced revenue: registering deals, co-selling with partner field teams, and attaching VTG services and managed services to every hardware and software transaction. This is a hunter role for an experienced seller who is comfortable opening new accounts and driving expansion and growth. The expectation is $2M in net new bookings over the first full 12 months in role following ramp, measured on new logos and blended margin, not resale volume alone. We are looking for a seller who brings established partner relationships and the know-how to turn them into revenue; direct channel experience is key. Success means building all three partner motions: sell-through, sell-to and sell-with.

Key Responsibilities

• Deliver $2M in net new bookings over the first full 12 months in role following ramp.
• Build joint account plans with OEM, distributor and alliance partner sales teams in assigned territories.
• Build revenue across all three partner motions:
  • sell-through (partners resell VTG services to their customers)
  • sell-to (partners buy VTG delivery, such as white-label managed, field and support services, for their own engagements)
  • sell-with (co-selling with OEM, distributor and alliance field teams)
• Source new-logo opportunities through deal registration, partner referrals, MDF-funded campaigns and marketplace programs.
• Self-source pipeline through direct outbound prospecting alongside partner-originated activity, and maintain the coverage required to deliver the annual target.
• Attach VTG professional services, managed services and support to every product deal to lift blended margin.
• Expand each new account beyond the initial transaction into a multi-service, recurring relationship.
• Run full-cycle sales on partner-sourced deals: discovery, configuration with pre-sales, quoting, registration and close.
• Track partner-sourced pipeline, registrations and rebates, and report partner performance monthly.
• Keep every opportunity current in Salesforce: stage, next step, close date, amount, Lead Source (partner) and product category.

Qualifications

• 5+ years in channel or partner sales with an IT solutions provider, OEM or distributor.
• A proven hunter profile: consistent attainment of $2M+ annual net-new bookings quotas, with pipeline built through your own prospecting and partner origination.
• A demonstrated record of 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 that you can activate from day one; direct channel sales experience is required.
• A record of selling services alongside product rather than product alone.
• Proven ability to navigate complex OEM/distributor ecosystems to drive joint go-to-market strategies.
• Solid 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.

Preferred Requirements

• Fluency in deal registration, rebates, MDF and partner programs.
• Ability to configure and quote with pre-sales engineers across networking, end-user computing, security and software.
• Existing active sales certifications with major OEMs (e.g., Cisco, Dell, HP, Microsoft).
• Experience organizing and hosting MDF-funded marketing events and webinars.
• Bachelor's degree in Business, Communications, IT, or a related field.

Benefits

• Comprehensive benefits package to meet the needs of our employees and their families.
• 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.

EEO Statement

VTG is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other legally protected status. We believe that diversity strengthens our team and drives innovation. All employment decisions are based on qualifications, merit, and business needs. If you require reasonable accommodation during the application or interview process, please contact [email protected].