Job Description

General Purpose of Position

The Senior Channel Development Representative 1 is responsible for developing and executing the DLT channel program in alignment with the DLT strategic clients’ go-to-market strategies. The Channel Development Representative manages a targeted portfolio of public sector partners through developing and advancing relationships and growing revenue through those partners. This role builds and implements the DLT Better Together Program. This senior role requires strong collaboration with internal sales teams and DLT key partners through participation in focused partner business planning and channel enablement activities that augment DLT’s complete value-add offering.

Summary of Essential Job Functions

Build, measure, and document progress of partner business plans in conjunction with partners and DLT account management teams

Build and implements a Client specific Better Together program

Negotiate key partner agreements and contracts

Serve as a key member of DLT’s public sector partner team driving market and technical growth strategy, this role is either aligned by client or technology domain

Inside the partner business plan, lead delivery and measurement of assigned channel development activities in partnership with sales account teams to drive client and partner growth plans and sales goals

Develop and maintain executive-level partner relationships in addition to a broad network of industry-relevant contacts

Provide guidance and strategic advice to our partners, clients, and account teams around partner growth strategies

Create and execute partner recruitment strategies including new partner identification and facilitation of introductions between partners, client representatives and associated DLT account teams

Create, drive, and measure defined metrics around client and partner growth plans

Work with the DLT marketing team to develop, implement, and manage marketing and call campaigns to increase pipeline and sales through resellers

Provide updates and reporting to DLT and client management on partner metrics and status of prospects, pipeline activity, and business through partners

Attend partner events as necessary to build relationships and promote DLT partner/client growth opportunities

Navigate public sector contract vehicles and procedures

Educate assigned partners on DLT core value services

Conduct partner success activities to retain and build business

Other job duties as assigned

Minimum Qualifications

Education: College Degree or equivalent work or military experience

Experience: 5-7 years of sales or channel management experience

Understand basic contracts language and content

Strong problem-solving skills with a demonstrated track record of success

Strong written and verbal communication skills

Experience selling through and with channels including SI's

Strong partner management or similar ecosystem development background

Public sector market knowledge

Knowledge of enterprise IT technology, preferably software

Referenceable network of industry-relevant executive relationships

Proactive, self-starter with an entrepreneurial spirit

Strong business acumen and experience building business cases and substantiation

Preferred Qualifications

Strong experience with public sector contract vehicles

Deep understanding of different technology product routes-to-market

Deep expertise in one or multiple areas of priority enterprise technologies

Cultural Competency Requirements:

Within DLT Solutions, a Tech Data Company, diversity is one of our fundamental shared values. We are a multi-cultural environment and we pride ourselves on being a welcoming place of work where we celebrate inclusion and champion people from a multitude of backgrounds.