Job Title: ChannelBusiness Development Executive/Account Manager
Position Availability: Evergreen: August 2026
Company: Virtual Technologies Group (VTG)
Location: Remote (preference for EST and CST time zone and in proximity to major airport hub)
Travel %: Variable to client sites-up to 50%
Position Type: Full-time
Compensation Range: $90k - $120k base, OTE $200k+

Position Overview:
The Channel Business Development Executive/Account Manager will play a crucial role in driving revenue growth for VTG by identifying and pursuing new business opportunities nationwide. This is a high-activity, "hunter" role designed for individuals who thrive in a structured, performance-driven environment. Through strategic prospecting, lead generation, and relationship building, the Business Development Executive will contribute significantly to expanding our client base and will sell the full suite of VTG's products and service offerings.
Day-To-Day Duties and Responsibilities
Partner Recruitment & Prospecting

• Activity-Driven Growth: Maintain a consistent, high-volume cadence of outbound activity targeting potential channel partners (VARs, MSPs, Agents, and Systems Integrators). We have clear expectations for daily/weekly outreach to ensure a steady flow of new partner acquisitions.
• Partner Activation: Successfully convert prospective partners into signed, active, and engaged revenue contributors.
• Opportunity Creation: Drive deal registrations and consistently identify new channel-led sales opportunities to meet monthly and quarterly pipeline requirements.
• Networking: Leverage industry channel events, conferences (e.g., Channel Partners, IT Nation), and online platforms to network and recruit new partners.

Channel Enablement & Co-Selling

• Partner Onboarding & Training: Conduct needs assessments for partners and deliver comprehensive enablement sessions so they can effectively pitch VTG's solutions.
• Joint Presentations: Deliver compelling co-branded presentations alongside partners to prospective end-users, showcasing VTG's value proposition.
• Deal Support: Assist partners in negotiating and closing deals, ensuring mutually beneficial agreements that align with channel program guidelines.
• Market Intelligence: Monitor industry trends and competitor channel programs to identify new market opportunities and keep our partner offerings competitive.

Partner Relationship Management

• Mindshare Building: Build and maintain strong relationships with key decision-makers, owners, and sales reps at partner organizations.
• Strategic Advising: Act as a trusted advisor to partners, providing expert guidance on how our IT solutions drive partner profitability and solve their clients' challenges.
• Retention & Growth: Foster long-term relationships with partners through regular business reviews to ensure ongoing mindshare and consistent deal registrations.

Sales Forecasting & Reporting

• Accountability: Accurately track all partner recruitment activities, deal registrations, and pipeline stages within the CRM/PRM to provide transparent forecasting.
• Reporting: Prepare regular channel sales reports and partner performance presentations for management.
• Data Analysis: Analyze channel data to identify areas for improvement and optimize territory partner strategies.

Teamwork & Collaboration

• Internal Alignment: Collaborate with internal teams, including channel marketing, sales engineering, and technical support, to ensure successful project delivery and partner satisfaction.
• Knowledge Sharing: Share channel best practices, partner feedback, and competitive intelligence with other sales team members.

Minimum Qualifications

• Bachelor's degree in business, IT, or a related field.
• 3+ years of proven success in Channel Sales, Partner Management, or Business Development, specifically recruiting and managing IT channel partners.
• High-Activity Comfort: Proven ability to work and thrive in an environment with defined activity expectations for outbound partner recruitment and engagement.
• Strong understanding of IT services, including Managed Services, Cybersecurity, and Professional Services from a channel delivery perspective.
• Excellent communication, presentation (including delivering training to partner reps), and negotiation skills.
• Proficient in utilizing and updating CRM software (e.g., Salesforce) and Partner Relationship Management (PRM) portals to track activities and performance.

Preferred Qualifications

• Established Network: An existing Rolodex or strong network of active IT channel partners, VARs, or MSPs in the target territory.
• Channel Economics Expertise: Deep understanding of channel pricing models, partner profitability (margin/MRR), and deal registration frameworks.
• Co-Selling Experience: Demonstrated success in a "sell-with" model, bridging the gap between partner sales teams and internal sales engineers.
• Program Building: Previous experience helping to scale or refine a channel partner program from the ground up.

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.