Business Development Manager

StarTech.com is seeking a results driven Business Development Manager to accelerate revenue growth and expand strategic channel partnerships. This role is ideal for a high performing sales professional who excels at building meaningful relationships, identifying new opportunities, and turning strategy into measurable results.

Responsibilities:

• Own and grow revenue across assigned channel partners by increasing StarTech.com’s share of wallet and product penetration
• Build executive, sales leadership, and high-impact rep relationships within partner organizations
• Map partner sales teams to their top end-customer accounts and identify expansion opportunities for StarTech.com solutions
• Develop and execute joint business plans that close performance gaps and maximize revenue potential across key accounts
• Align marketing, standards programs, and customer engagement initiatives to accelerate growth
• Increase product penetration and active listings across managed partners by identifying gaps and securing new SKU placements to expand StarTech.com’s portfolio presence
• Deliver focused sales enablement and training that improves rep confidence, accelerates conversion, and drives revenue growth
• Align Customer Success resources strategically to retain and expand high-value end-customer accounts
• Provide actionable market intelligence to influence product prioritization and commercial strategy at StarTech.com
• Build and maintain a healthy, diversified pipeline including volume opportunities, standards initiatives, and project-based engagements
• Improve opportunity velocity, conversion rates, and forecast accuracy to consistently achieve revenue targets
• Utilize CRM tools to manage pipeline health, identify performance gaps, and inform commercial strategy
• Own revenue forecasting and deliver predictable, repeatable performance within assigned book of business
• Deliver structured sales enablement and product training to increase StarTech.com mindshare within partner sales teams
• Leverage StarTech.com’s Customer Success team to protect and expand key end-customer relationships
• Strengthen end-customer engagement through partner alignment to drive long-term retention and lifetime value
• Provide market intelligence and structured feedback to internal stakeholders to enhance product positioning and go-to-market effectiveness
• The Business Development Manager operates with a moderate level of autonomy, executing strategic sales initiatives while receiving clear direction and regular guidance from leadership to ensure alignment with business objectives
• Leadership sets defined goals and closely monitors progress on key end customers and targeted sales representatives, ensuring accountability and measurable outcomes
• Performance metrics, including pipeline growth and conversion rates, are actively tracked, with leadership providing ongoing support to remove barriers and optimize effectiveness
• Decisions made in this role directly impact revenue growth, channel partner relationships, and overall customer success, requiring a balance of independent problem-solving and strategic collaboration
• While day-to-day decisions are made independently, major challenges, strategic shifts, or high-impact opportunities are escalated to leadership to ensure alignment with broader business goals
• Works closely with Partner Success Leadership, Marketing, Customer Success, and Product teams to drive aligned sales strategies
• Engages directly with channel partner sales representatives, end customers, procurement teams, and industry stakeholders
• Requires strong influencing and negotiation skills, with the ability to articulate StarTech.com’s value propositions effectively
• Must be comfortable handling moderately technical product discussions, presenting solutions, and negotiating commercial agreements

Requirements:

• Bachelor's degree in Business, Sales, Marketing, or a related field, or equivalent relevant work experience in sales, account management, or business development
• 5+ years of experience in B2B sales, account management, or business development, ideally within IT, technology, or hardware sales
• Proven track record of driving revenue growth through channel partners and direct customer engagement
• Experience working with end customers, channel partners, and distribution networks
• Proactive outbound sales expertise focused on acquiring new business, expanding market reach, and driving revenue growth
• Ability to develop deep partnerships with channel partner sales representatives and align them with key end customers for maximum business potential
• Expertise in building and managing a structured sales pipeline, leveraging CRM tools to track opportunities, measure performance, and optimize conversion rates
• Skilled in identifying and securing new accounts through cold calling, multi-channel outreach, and strategic networking efforts
• Strong ability to persuade, negotiate, and close high-impact deals with sales reps, partners, and end customers
• Requires strong influencing and negotiation skills, with the ability to articulate StarTech.com's value propositions effectively
• Must be comfortable handling moderately technical product discussions, presenting solutions, and negotiating commercial agreements