Business Development and Channel Manager

Wireless connectivity drives every aspect of modern-day life. Delivering wireless connectivity is complex and Tessco is here to help our customers navigate that complexity.

As a leading value-added distributor of wireless communications products, Tessco has drawn on over three decades of wireless infrastructure experience to assemble an unmatched array of solutions and the industry’s most complete lineup of technical and logistics services to help you meet any wireless challenges.

We strive to help our customers play their part in keeping us all connected, and we need your help in continuing these efforts. Apply today!

Tessco & You, Building Our Wireless World, Together®

This position is eligible for a remote or hybrid work schedule: Home -3 days/Office -2 days AND our new unlimited vacation policy

Ventev Wireless Infrastructure , a division of Tessco Technologies, manufactures solutions to deploy, protect, power, and improve the performance of wireless networks. Key industry leading brands (TerraWave Solutions and Ventev) create Ventev Wireless Infrastructure, committed to delivering the world-class products and solutions that support the growing demand for fast and reliable wireless access across Wi-Fi, DAS (distributed antenna systems), cellular/LTE, IOT, and two-way radio networks.

The role of the Business Development and Channel Manager is to build and maintain productive, professional relationships with key customers and channels that are not being called on by the Regional Sales Executives. The function of this position is to explore new areas for growth, expand market access, drive new revenue streams and find suggest ways to improve margins.

Responsibilities:

• Key team member in establishing and driving the Go to Market (GTM) for key products and strategies throughout an AOP cycle
• Work across functional groups including sales, marketing, product, sourcing, and finance to carry out the plan
• Identify key sellers within the partner community and work with local sales to develop them to becoming Ventev sellers.
• Build on our partner program for the US market first and then expand internationally.
• Lead the establishment of work processes to drive accountability, communication and the measurement of progress vs targets.
• Schedule and perform training classes with the partners to educate them on Ventev products and how to sell them.
• Work with sales and product leads to interact with and facilitate quarterly meetings or check-ins with the Ventev advisory council and key influencers.
• Develop profitable business models based on market trends, competitor activity and distribution strategy working with the product team
• Set Channel margin and provide planning and execution of pricing, programming and promotions
• Coordinate and implement sales programs ensuring partners are up to date with product information
• Manage resources for the channel for new product launches and line extensions with an eye toward the identification of new product placement opportunities
• Conduct business reviews with partners and recommend improvements
• Work with sales to prepare sales forecasts and reporting
• Analyze and understand sales contracts with respect to legal and financial impact
Experience with Accutech, Wesco, Grabar and other tier 1 distributors is a plus.

Qualifications:

• Excellent written and verbal communication skills, creation of convincing and strategic sales approach, proposal, documentation and presentation skills.
• Strong analytical skills, including market strategy, customer requirements and success factors
• Organized with strong planning and analytical skills
• Ability to work effectively across teams.
• A high-level of drive, discipline, creativity and motivation.
• Strong Networking and Relationship-building skills – internal and external
• Results-oriented and able to multitask in a fast-paced environment
• Proven ability to understand and sell a technical product portfolio
• Generates new and innovative approaches to problems.
• Strong sense of urgency, ownership and conducts oneself with business integrity
Adaptable to change

Why Join Our Team?

• Hybrid work schedule (work remotely and in the office)
• New unlimited vacation policy
• 401K with a company match to help you invest in your future
• Comprehensive medical, dental, vision, and prescription plans to keep you at your best
• With the Tessco Stock Purchase Plan, you can own your piece of Tessco at a discount
Hone your skills or learn new ones with tuition subsidy

Tessco provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.