Business Development Manager, SLED Markets

A leading manufacturer of Audiovisual Display systems is seeking an experienced Manager of Business Development to grow its US-based Distribution & Reseller network.

Strong preference for candidates with previous experience in the SLED markets, including k-12 and university markets.

Open to candidates located and have handled an extensive East Coast sales & channel partner territory.

Candidates should be within a one hour commute of a major US metro airport.

Regular Travel throughout the United States, Canada, Required.



Candidates must be located in the US.

No relocation or work via assistance offered.

No contractors or third-party recruiters, please.



Position Objectives:

Grow revenue and increase profitability

Increase market share

Discovered new sales opportunities

Drive revenue and operational efficiencies

Recruit, negotiate and secure sales agreements with leading North American resellers and

distributors

Enable, incentivize and train reseller and distributor partners

Responsibilities:

Work directly with channel partners and distributors to promote the Audiovisual product lines.

Drive demand and close deals, directly and via partners, including leading VARs, MSPs and distributors.

Develop sales plans, complete with goals, strategies, deadlines and metrics.

Drive demand through effective marketing efforts, including lead and demand

generation campaigns, channel partner training and enablement.

Partner with management to proactively monitor and assess supply chain management to support forecasting and secure the availability of the right products for the customers.

Secure new reseller agreements with leading AV/IT or ProAV VARs by leveraging existing business, network and personal relationships.

Broaden reseller network by targeting other leading VAR/VAD/MSP/DMR firms with marketing messages, promotions, sales enablement, direct solicitation and other tactics.

Identify and execute on new sales opportunities, e.g. new markets, applications, verticals, geographies, partnerships.





Experience, Education and Skills Requirements:

Bachelor’s degree or equivalent experience.

8-10 years of experience in the AV/IT or ProAV technology market.

Previous experience in the SLED markets, including some (NOT ALL!) state, county and munipial governments, local law enforcement, first reponders and emergncy management, K-12 and university markets.

5-7 years of experience in a revenue-responsible Business Development role, holding direct target responsibility (“quota-carrying”) such as Direct-to-SLED sales, Channel Management, Channel Sales or similar role in Indirect/channel/Distribution sales business models.

• Preferably extensive selling experience as Vendor into VARs, VADs, MSPs, DMRs.


• Extensive personal network of contacts in (Pro)AV markets; VARs, VADs, DMRs and display manufacturers and other relevant (pro) AV hardware vendors.


• Highly motivated and target driven with a proven track record in sales growth and development.


• Excellent selling, communication and negotiation skills.


• Relationship management skills and ability to build and extend productive business partnerships.


• Strong technical and market knowledge in Audiovisual and Media Technology, System Integration and Distributions sales.


• Effective listening skills, a professional telephone manner, exceptional


• communication, interpersonal and organizational skills.


• Ability to articulate a value proposition.


• Ability to build relationships with Sales organizations and internal customers.


• Technical support for new business acquisition, including development of technology messaging/demos, and alignment of product strategy.


• Participate at industry events through presentations, speaking engagements,


• panel engagements and other trade show activities.


• Excellent knowledge of MS Office and familiarity with CRM practices, such as SFDC or Hubspot