Strategic Channel Manager

Business Development Manager

CBTS is looking for a Business Development Manager who thinks like a channel strategist. This role sits at the center of our TSD (Technology Solutions Distributor) go-to-market — owning agent and advisor relationships, building a self-sustaining channel pipeline, and closing net-new business across a defined territory east of Texas. Preferred markets include Atlanta, Charlotte, Orlando, Boston, Chicago, and Detroit.

You won't be order-taking from inbound leads. You'll be building a channel motion — activating agents before they go to a competitor, enabling advisors to position CBTS with confidence, and developing the kind of trusted partner relationships that generate a consistent book of business over time. Direct prospect engagement and lead conversion are part of the role, but your real leverage is the channel.

What you'll do

Serve as the primary channel point of contact for technology agents and advisors in your territory — the person they call when a client opportunity fits CBTS. You'll build and manage relationships across sub-agents and master agents including Intelisys, Avant, and Telarus, maintaining visibility into agent activity, pipeline health, and competitive positioning across your book.

Own the full channel development cycle: identifying and prioritizing high-potential agents, enabling them on the CBTS portfolio, co-selling alongside them on active opportunities, and closing net-new business from opportunity identification through proposal, negotiation, and delivery handoff.

Drive pipeline from multiple sources — TSD channel activity, outbound prospecting, inbound lead follow-up, and CRM-generated leads — with the discipline to manage a high-volume, multi-stakeholder pipeline without losing detail or momentum.

Lead virtual discovery conversations, solution presentations, and deal-support calls — both directly with end-user prospects and in a co-sell capacity alongside agents and their clients.

Analyze channel performance, buying signals, and competitive dynamics to prioritize where to invest your time and which agent relationships to deepen. Bring that intelligence back to marketing and channel management to sharpen enablement, co-sell campaigns, and territory strategy.

Keep CRM current — agent attribution, opportunity status, activity notes, pipeline forecasts, and channel-sourced revenue reporting — so the business can see exactly what's working and where.

What you bring

12–15 years of overall experience, with 8+ years in a quota-carrying sales role and direct, hands-on experience working within the TSD channel. You understand how technology agents and advisors operate, how supplier relationships are won and lost, and what it takes to be the preferred partner in a competitive supplier landscape.

Existing agent and advisor relationships in your territory are a meaningful advantage. A bachelor's degree in Business, Marketing, Sales, or a related field is required; MBA preferred.

You're fluent in Salesforce — pipeline management, forecasting, agent attribution — and you know how to run a high-volume channel without letting anything slip. Strong communication skills are a given: you can present CBTS value credibly to a technology advisor and their CFO in the same conversation.

How you work

You're externally focused — in the market with your agents, not waiting to be called. You treat your channel relationships like a portfolio you own, and you're proactive about protecting and growing them. You collaborate across internal teams — delivery, implementation, account management, marketing — because you know that getting a deal across the line and keeping the client requires more than one person.

The role consists of $180,000 -350,000 (overall total comp: base and commission are included in amount given) and reflects CBTS's good‑faith estimate, at the time of posting, of the salary the Company reasonably expects to pay for this position. The applicable base pay offered to a successful candidate will be determined within this range, based on the candidate's designated primary work location and factors including role scope and responsibilities, required qualifications, and the individual's experience, education, skills, and knowledge. This role may also be eligible for additional compensation, such as discretionary bonuses or sales‑based variable compensation, in accordance with applicable plans and eligibility requirements.

This position is eligible to participate in CBTS's benefits programs, which generally include:

• Medical, dental, and vision insurance
• CBTS-sponsored life and disability insurance
• retirement savings plan with 4% match
• Paid time off, including [vacation, sick leave, and holidays]
• Paid parental leave
• Tuition reimbursement

Specific eligibility, coverage details, and waiting periods are governed by the applicable plan documents and may vary by role, work location, and employment classification.