Outside Business Development Manager, Lenovo ISG

D&H is a 100+ year-old employee-owned technology distributor offering end-to-end solutions for resellers, retailers, and clients in the SMB and consumer markets. We foster a collaborative culture and provide an Employee Stock Ownership Plan, 401k, paid time off, medical, prescription, dental, and vision benefits, along with gym reimbursement, work-from-home reimbursement, an employee purchase program, tuition assistance, and numerous service discounts. We are committed to community engagement and sustainable, eco-friendly business practices.

About the role

The Business Development Manager identifies and develops strategic relationships with key partners or potential customers. This role collaborates with inside and outside sales, marketing, and vendor management teams to coordinate and execute sales activities aligned with D&H and vendor initiatives.

Responsibilities

• Drive market share growth for assigned vendor(s) or category, focusing on target accounts.
• Maintain a lead generation pipeline to support a continuous flow of new sales opportunities.
• Develop a forward-thinking approach to consistently create new leads.
• Execute tactical outreach, referral generation, and pipeline efforts.
• Create and execute a quarterly sales plan, updating management on milestones.
• Document customer opportunities and ensure follow-through on leads.
• Actively position D&H’s value within the solution category for customers and the vendor community.
• Drive sales through internal and external marketing and vendor go-to-market strategies.
• Cover channel depth and manage reseller performance and purchases.
• Generate demand and build new sales opportunities, following through to close the project funnel.
• Collaborate with vendor, internal, and external sales teams to win projects.
• Establish strong partnerships with vendor and reseller account managers.
• Work collaboratively with assigned solutions category and peers.
• Submit timely sales funnels to BU Manager, Vendor Business Manager, and Sales Leadership.
• Engage with customers through field visits and technology events.
• Demonstrate a strong drive for results, conveying urgency to achieve outcomes and exceed expectations.
• Travel 50-75%, including weekends for events and trade shows, with frequent travel by car and plane.

Requirements

• Bachelor’s degree in Business or equivalent (required).
• 3+ years of IT industry sales, channel management, and/or marketing experience (required).
• Master’s degree (preferred).
• 7+ years of PC manufacturer B2B sales experience (preferred).
• Expertise in $1M+ prospecting, business development, and sales closure (preferred).
• 3+ years of field experience (preferred).

Benefits

• Employee Stock Ownership Plan (ESOP).
• 401k retirement plan.
• Paid time off.
• Medical, prescription, dental, and vision benefits.
• Gym reimbursement.
• Work-from-home reimbursement.
• Employee purchase program.
• Tuition assistance.
• Numerous discounts on services.