Business Development Executive - IT (Channel)

VTG; Atlanta, New York (GA, NY); On-site; USD 108,000 - 132,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

HSA/FSA benefits

401(k) with employer match

Paid time off and holidays

Job summary

Virtual Technologies Group (VTG) is seeking a Business Development Executive - Channel to convert OEM, distributor, and technology alliance relationships into new customers. This hunter role focuses on opening accounts and driving growth through partner-led deals, co-selling, and attaching VTG services to every transaction.

You will own partner-sourced revenue, register deals, and manage three partner motions—sell-through, sell-to, and sell-with—to hit the $2M net-new bookings target within the

Qualifications

• 5+ years in channel or partner sales with IT solutions providers.
• Proven hunter with $2M+ annual net-new bookings quotas.
• Establishing and leveraging OEM/distributor/partner relationships.
• Direct channel sales experience required; selling services alongside products.
• Navigate complex partner ecosystems to drive joint go-to-market strategies.
• Solid pricing/margin understanding for hardware, software, and managed services.
• Excellent relationship building, communication, and partner management skills.
• Disciplined CRM habits and forecasting accuracy.
• Willingness to travel regionally for partner events and meetings.

Responsibilities

• Deliver $2M in net new bookings in the first 12 months after ramp.
• Build joint account plans with OEMs, distributors and alliance partners.
• Drive all three partner motions: sell-through, sell-to, sell-with.
• Source new-logo opportunities via registrations, referrals and MDF campaigns.
• Manage direct outbound prospecting alongside partner-originated activity.
• Attach VTG services to product deals to lift blended margin.
• Expand accounts into multi-service, recurring relationships.
• Lead full-cycle sales on partner-sourced deals from discovery to close.

Skills

Channel sales

Partner sales

Hunter mentality

CRM forecasting

Deal registration

Education

Bachelor's degree in Business/IT/Communications

Tools

OEM certifications

Job description

Job Title: Business Development Executive - Channel

Company: Virtual Technologies Group (VTG)

Location: Major Hubs: Atlanta, Ohio, New York, etc.

Travel: 10%-15%

Position Type: Full-Time

Employee Type: FTE

Compensation Range: Up to 120K Annually + 200K OTE

Company Overview:

Virtual Technologies Group, LLC is a leading innovator in the technology sector, specializing in the development and implementation of advanced virtual solutions. Our mission is to empower businesses with cutting‑edge technology that enhances efficiency, productivity, and connectivity. With a team of highly skilled professionals, we deliver customized solutions tailored to meet the unique needs of our clients across various industries. Our commitment to excellence, innovation, and customer satisfaction drives us to continuously push the boundaries of what is possible. At Virtual Technologies Group, LLC, we are dedicated to shaping the future of technology and making a positive impact on the world.

Position Summary

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) and 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.

Minimum Requirements

• 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.

Why Join Us?

At Virtual Technologies Group we provide more than just IT solutions; we offer a dynamic environment where you can learn, grow, and expand your skillset. As a leading managed services, cybersecurity, and IT consulting firm, we support a diverse range of customers, giving you the opportunity to tackle unique challenges and stay ahead in a rapidly evolving industry.

Join a team that values innovation, collaboration, and professional development. Whether you're looking to sharpen your technical expertise, work with cutting‑edge technology, or make a real impact, we’re committed to helping you build a rewarding career.

Benefits Overview:

VTG offers a comprehensive benefits package to meet the needs of our employees and their families. Benefits include 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, and a 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 [e-mail].