Business Development Manager

About the Role

As a Business Development Manager – Inside Sales at CBTS, you will drive new customer growth through the TSD (Technology Solutions Distributor) channel. This role is designed for someone who understands how technology agents and advisors operate, representing multiple suppliers and guiding clients to the right solutions. You will engage agents and advisors as your primary channel to market, helping them position and sell CBTS solutions. Additionally, you will work inbound and outbound leads directly, owning a full quota from prospecting through close.

This role is based in or near one of our preferred markets east of Texas: Atlanta, Charlotte, Orlando, Boston, Chicago, or Detroit.

Responsibilities

• Engage technology agents and advisors in your territory as the primary channel to generate new CBTS opportunities, positioning yourself as their go-to resource for CBTS solutions.
• Educate and enable agents and advisors on the CBTS portfolio, articulating how our solutions fit their clients’ needs and why CBTS is the right supplier choice.
• Build a healthy pipeline through a combination of TSD channel activity, outbound prospecting, inbound lead follow-up, and CRM-generated leads.
• Lead virtual discovery meetings, solution presentations, and deal-support conversations — both directly with end-user prospects and alongside agents and advisors.
• Own the full sales cycle from opportunity identification through proposal, negotiation, close, and handoff to delivery.
• Maintain active relationships with master agents and distributors (e.g., Intelisys, Avant, Telarus) to maximize sub-agent reach and pipeline visibility.
• Analyze channel performance, buying signals, and competitive positioning to prioritize agent engagement and identify growth opportunities.
• Partner with marketing and channel management teams on agent enablement, co-sell campaigns, events, and targeted account initiatives.
• Coordinate with implementation, delivery, and account management teams to ensure a smooth post-close experience for every new client.
• Keep CRM records current: lead and opportunity status, agent attribution, activity notes, pipeline forecasts, and hygiene.
• Report regularly on channel-sourced pipeline, lead conversion, and revenue outcomes.

Requirements

• Bachelor’s degree in Business Administration, Marketing, Sales, or related field; MBA or postgraduate qualification preferred.
• 12–15 years of overall experience, with 8+ years in a quota-carrying sales role.
• Direct experience working within the TSD channel is required — you understand how technology agents and advisors operate, how they engage suppliers, and how to be their preferred partner in a competitive supplier landscape.
• Existing relationships with agents, advisors, or master agents in your territory are a significant advantage.

Skills

• Advanced proficiency in Salesforce CRM — pipeline management, forecasting, agent attribution, and activity tracking.
• Strong command of MS Office / M365 and supplier portals and partner resources.
• Excellent communication skills — ability to present value clearly to both a technology advisor and their end-user client.
• Proven negotiation and closing skills in complex, multi-stakeholder deals.
• Strong organizational discipline to manage a high-volume, channel-driven pipeline without losing detail.

Functional Expertise

• Deep familiarity with how the TSD ecosystem works — master agents, sub-agents, advisors, commissions, SPIFF programs, and co-sell motions.
• Ability to credibly position CBTS solutions against competitive suppliers in the agent community.
• Enterprise sales strategy experience — territory planning, agent prioritization, and pipeline development at scale.
• Understanding of the competitive supplier landscape within the TSD channel and how to differentiate CBTS.
• Contract and proposal familiarity, including commercial negotiation in channel-influenced deals.

Competencies

• External focus — you know your agents, your advisors, and your territory; you’re out in the market, not behind a desk.
• Ownership — you treat your channel relationships and pipeline like your own business.
• Proactiveness — you activate agents before they go to a competitor; you don’t wait to be called.
• Collaboration — you work across internal teams and channel partners to get deals across the line.

Pay

$200,000–350,000 overall total compensation (base and commission included). The compensation range reflects the Company’s good-faith estimate at the time of publication. The applicable base pay range for any individual will be determined based on factors including role scope and responsibilities, required qualifications, and the individual’s experience, education, skills, knowledge, and performance. Certain positions may also be eligible for additional compensation such as discretionary merit increases, bonuses, or sales-based variable compensation in accordance with applicable plans and role requirements.