Channel Business Development Manager
Job Summary
We are seeking a strategic, results-driven Channel Distribution BDM to build, scale, and manage our indirect sales ecosystem. You will be responsible for architecting our go-to-market strategy across distributors, value-added resellers (VARs), system integrators, wholesalers, and retail partners. You will bridge the gap between our product capabilities and market demand by enabling partners to sell effectively.
Responsibilities
- Recruit and onboard new channel partners
- Manage a portfolio of 20-40 active partners
- Drive partner-sourced revenue and meet sales quotas
- Equip partners with sales tools and product training
- Coordinate with internal teams for supply chain and pricing
Required Skills
- 0-5 years in channel sales or distribution
- Proven track record in partner acquisition
- Strong negotiation and closing skills
- Proficiency in CRM (Salesforce)
- Ability to travel 30-50% of the time
Job Details
Responsibilities:
- Identify, prospect, and onboard new channel partners including distributors, VARs, agents, brokers, and retailers within assigned territories or verticals to expand market reach.
- Conduct cold calls, emails, and face-to-face meetings to pitch value propositions and commercial incentives, securing partner commitments.
- Negotiate contracts, discount tiers, and stock holding agreements to establish mutually beneficial partnerships.
- Analyze territory data to map whitespace opportunities and target areas lacking distribution.
- Manage a portfolio of 20-40 active channel partners by conducting weekly check-ins and quarterly business reviews to drive partner performance.
- Own monthly and quarterly sales quotas for partner-sourced revenue, ensuring targets are met or exceeded.
- Analyze partner sell-through data to identify slow-moving inventory or engagement gaps and implement corrective action plans.
- Drive partner certification and training completion to enhance product knowledge and sales effectiveness.
- Collaborate with marketing teams to develop co-branded campaigns and lead generation initiatives that empower partners.
- Equip partners with sales tools, battle cards, and competitive positioning assets to improve sales outcomes.
- Coordinate with Product and Operations teams to align supply chain capacity with partner demand.
- Partner with Finance to manage channel pricing, margins, and resolve deal registration disputes.
- Act as the internal "voice of the channel" to influence product roadmaps based on partner feedback.
- Monitor competitor activity, pricing shifts, and market trends.
Required competencies and certifications:
- Bachelor’s degree in Business, Marketing, or related field.
- Willingness to travel 30-50% within the assigned territory for partner meetings and industry events.
- 0-5 years of experience in channel sales, business development, or distribution management with a proven track record.
- Existing network within the target channel landscape such as IT VARs, Consultants, or Government Contractors.
- Hunter mentality demonstrated by comfort with cold outreach.
- Negotiation skills with demonstrated ability to close complex deal arrangements.
- Proficiency in Salesforce or similar CRM tools.
- Excellent verbal, written, and presentation skills.