Channel Sales Executive — $2M+ New Logo Bookings

Virtual Technologies Group; Columbus (OH); On-site; USD 108,000 - 132,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Health Savings Account (HSA)

Flexible Spending Accounts (FSA)

Life insurance

Disability insurance (short/long-term)

401(k) with employer match

Paid time off

Job summary

Virtual Technologies Group is seeking a Business Development Executive – Channel to turn OEM, distributor, and alliance relationships into new customer revenue. This hunter role requires opening new accounts and driving growth with a target of $2M in net new bookings within the first full year after ramp, based on new logos and margin rather than resale volume alone.

The ideal candidate brings established partner relationships and hands-on experience in direct channel management, with a proven

Qualifications

• 5+ years in channel or partner sales with IT solutions provider, OEM or distributor.
• Hunter with a track record of $2M+ annual net-new bookings quotas.
• Experience building sell-through, sell-to and sell-with revenue with OEMs and distributors.
• Active relationships with OEM, distribution and alliance channel leaders; direct channel sales experience required.
• Experience selling services alongside products.
• Ability to navigate complex OEM/distributor ecosystems for joint go-to-market.
• Understanding of hardware, software and managed services pricing and margins.
• Strong relationship-building, communication, and partner management skills.
• Disciplined CRM habits and forecasting accuracy.
• Willingness to travel regionally for partner events and client meetings.

Responsibilities

• Deliver $2M in net new bookings in the first 12 months after ramp.
• Create joint account plans with OEMs, distributors, and alliance partners in assigned territories.
• Develop revenue across sell-through, sell-to, and sell-with motions.
• Source new-logo opportunities via deal registrations, partner referrals, MDF campaigns, and marketplaces.
• Self-source pipeline through outbound prospecting and partner-originated activity; maintain coverage for annual target.
• Attach VTG services to every product deal to lift blended margin.
• Expand accounts into multi-service, recurring relationships.
• Run full-cycle sales on partner-sourced deals: discovery, configuration with pre-sales, quoting, registration and close.
• Track partner-sourced pipeline, registrations and rebates; report monthly.
• Keep opportunities current in Salesforce with stage, next step, close date, amount, lead source, and product category.

Skills

Hunter mindset

Channel sales

Relationship building

Forecasting

Education

Bachelor's degree in Business/IT/Communications

Tools

Salesforce CRM

Job description

Virtual Technologies Group is seeking a Business Development Executive – Channel to turn OEM, distributor, and alliance relationships into new customer revenue. This hunter role requires opening new accounts and driving growth with a target of $2M in net new bookings within the first full year after ramp, based on new logos and margin rather than resale volume alone.

The ideal candidate brings established partner relationships and hands-on experience in direct channel management, with a proven