Business Development Representative – IT Services, Reseller Channel Focus

Role Overview

• Build and nurture partner relationships.
• Develop and maintain strong relationships with channel partners and resellers.
• Ensure partners are informed, enabled, and supported in positioning our IT services portfolio.
• Collaborate across the channel ecosystem.
• Work closely with Business Development Executives, Channel Managers, and Inside Account Executives to develop joint partner strategies and co-sell opportunities.
• Execute coordinated, services-led sales motions across assigned territories.
• Serve as the primary inside point of contact.
• Act as the go-to resource for partner inquiries related to service offerings, quoting, ordering, and customer use cases.
• Provide excellent customer and partner support for service-related questions and requests.
• Drive outbound demand generation.
• Execute outbound prospecting into non-named partner accounts to identify new service opportunities.
• Follow up on marketing-generated leads and help partners qualify, advance, and close service deals.
• Partner with field teams to create and run targeted outbound initiatives that drive top-of-funnel IT services demand.
• Own and manage the services pipeline.
• Track, qualify, and manage the IT services pipeline across assigned partners.
• Ensure timely follow-up, accurate forecasting, and effective progression of opportunities through the sales cycle for both partners and field stakeholders.
• Enable partners and internal teams.
• Conduct enablement sessions for partners and field teams on our IT services portfolio, positioning, and value propositions.
• Provide guidance and education on how to position, configure, price, and quote IT service alternatives.
• Analyze performance and recommend strategies.
• Analyze pipeline trends, partner performance, and market data to identify gaps and growth opportunities.
• Recommend strategies that improve results for both inside and field teams and enhance channel engagement.
• Coordinate seamless service delivery.
• Collaborate with internal operations, delivery, pricing, and technical teams to ensure alignment on scoping, quoting, and execution of service opportunities.
• Support partner business planning, participate in quarterly business reviews, and contribute to account strategies alongside sales executives.
• Continuously build your expertise.
• Develop deep knowledge of our services portfolio—including lifecycle services, professional services, cloud/modernization services, and support offerings—as well as key market and competitive trends.
• Participate in vendor or industry-specific training to strengthen your technical and service-related expertise.

Requirements

• 1–3 years of experience in business development, channel sales, inside sales, or a related revenue-generating role; experience within IT services or technology solutions is a plus.
• Understanding of channel go-to-market motions, reseller business models, and service-based sales processes.
• Ability to quickly learn and clearly articulate complex service offerings (e.g., managed services, cloud services, professional services).
• Excellent verbal and written communication skills, including the ability to present service capabilities and deliver partner trainings.
• Strong organizational skills with experience managing a pipeline, prioritizing activities, and maintaining attention to detail.
• Demonstrated ability to build strong, trust-based relationships and collaborate with a diverse range of partners and internal teams.
• Creative problem-solving skills with the ability to translate customer and partner needs into practical service solutions.
• Comfort working in a fast-paced environment with shifting priorities and services-led sales cycles.
• Proficiency with CRM and sales tools, with the ability to quickly learn new systems and technologies.
• Openness to occasional travel for partner meetings, events, and training sessions.

Tech Stack

• Cloud

Benefits

• Elective Benefits: Our programs are tailored to your country to best accommodate your lifestyle.
• Grow Your Career: Accelerate your path to success (and keep up with the future) with formal programs on leadership and professional development, and many more on-demand courses.
• Elevate Your Personal Well-Being: Boost your financial, physical, and mental well-being through seminars, events, and our global Life Empowerment Assistance Program.
• Diversity, Equity & Inclusion: It’s not just a phrase to us; valuing every voice is how we succeed. Join us in celebrating our global diversity through inclusive education, meaningful peer-to-peer conversations, and equitable growth and development opportunities.
• Make the Most of our Global Organization: Network with other new co-workers within your first 30 days through our onboarding program.
• Connect with Your Community: Participate in internal, peer-led inclusive communities and activities, including business resource groups, local volunteering events, and more environmental and social initiatives.