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Distribution Business Development Manager

Role: Distribution Business Development Manager
Client: Networking Leader
Location: Buffalo, NY
Time Commitment: Full time
Compensation: Salary + bonus, Benefits, Paid Time Off

Position Overview: Bergerson Group is seeking a full time Distribution Business Development Manager to support our clien's Road Warrior program.
As a Distribution Floor Warrior (DFW) you will provide sales support and guidance to our client's distribution sales and partner community. In cooperation with the distributor's sales managers, the DFW will be supporting the day-to-day Partner sales process and demand generation activities to help reach Pure Point of Sales (POS) Small Medium Business (SMB) revenue goals. The DFW will proactively build relationships with the Partner community through consistent education, specialization and certification strategies.

To be successful you will need to constantly build business relationships inside and outside the organization and always look for ways to increase Partner success through proper resource allocation and engagement. These resources will be focused on driving pipeline closure with targeted partners and leads generated through Power Play for Small Business.

This is a W2 opportunity at Bergerson Group.


Responsibilities include but are not limited to:


Partner Relations
  • Understand and assist in the Partner sales process. Actively contribute to the process of converting Partner pipeline/business cycles to revenue, and look for new ways to grow Partner available pipeline.
  • Understand the value of Business Intelligence tools, repeatable Partner programs, and best practices. Encourage development, utilization, and sharing of these activities both internally and within the Partner Community.
  • Actively promote Partner Satisfaction initiatives to reach defined Partner and Corporate goals.
  • Understand and provide feedback on all Client's channel programs available within the territory and support educating and driving these programs into the Partner base.
  • Drive partner understanding and adoption of Distribution offers, capabilities, tools and services to drive higher partner satisfaction and greater distributor engagement.

    • Technical support
  • Act as a trusted advisor to sales team, customers, and Partners. Demonstrate a solid understanding of Client's Partner vision, and have the ability to communicate Client's business value to Partners and customers. Engage in senior-level presentations when called upon.
  • Use technical background to position Client's products for a particular need, make simple design recommendations.
  • Interface with different Client's vertical marketing and business units to support Partner business requirements and resolve product issues.
  • Facilitate the adoption of Client's Advanced Technologies and products, Professional Services, vertical solutions, and Certification/Specialization into the Channel Partners.
  • Support the Partner specialization and technical development training plans for the territory in conjunction with aligned SMB Solutions Specialist.
  • Understand the Channel Partners Go-To-Market and profitability strategy (organization, technical, competition, solution and services architecture).
  • Promote the use of distribution capabilities and drive usage of pre-sales technical support and demo labs.
  • Develop relationships with distributors and Partners and to manage successful network implementations that allow customers to gain competitive advantage through the use of our technology.

    • Metrics
  • Take responsibility for achieving the program performance metrics


    • Required Skill Sets:

  • 5-10+ years of channel program experience
  • Strong understanding of partner business models, especially Distribution, DMR and System Integrators
  • Past experience at a Fortune 500 company is a plus
  • Global project management experience a must
  • Exercise excellent judgment to select methods and evaluate criteria to achieve desired results
  • Ability to negotiate with cross-functional, geographically dispersed teams
  • Expertly manage internal/external vendors and track budgets
  • Influencing skills with senior level managers/directors
  • Excellent written and verbal communication skills
  • Very comfortable designing and delivering presentations to senior level audiences including client?s internal leadership, customers and route to market partners
  • Excellent project management, negotiation and decision-making skills
  • Team player, willing to go the extra mile when needed
  • Self-motivated, resourceful, takes initiative
  • Excellent time management skills

    • Apply online at http://jobs.bergersongroup.com No phone calls, please.

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    No phone calls please.