Technology Channel Executive
Reports to: Sales Manager
Status: Full-Time, Regular
Location: Remote, Hours are PST
POSTION SUMMARY
We’re looking for a results-driven, technically knowledgeable Technology Channel Executive to drive revenue growth by developing trusted customer, vendor, and channel relationships and connecting organizations with technology solutions aligned with their business and technical needs. Representing the company’s vendor-agnostic approach, this role manages the full business-development lifecycle—from prospecting and discovery through solution development, vendor coordination, proposals, negotiation, and implementation handoff—across connectivity, unified communications, telecommunications, contact centers, connectivity, SD-WAN, and related services. Acting as a strategic technology advisor, the ideal candidate combines strong IT industry knowledge, consultative sales experience, and partner relationship management to grow pipeline and recurring revenue while delivering effective technology solutions and building long-term customer relationships.
ABOUT FIT SOLUTIONS
FIT Solutions is an innovative national IT Services firm, and we are growing every day. We are focused on creating a culture of elite raving fans for our employees that solves business problems for our clients. We are on a mission to impact the lives touched by technology. We teach and promote individuals to set and achieve their personal, professional, and financial goals through the work we do together. Measuring results against best-in-class businesses, we are focused on hitting targets. We are a humble and adaptable group of people who continue to train, and role play daily in pursuit of our goals. We are a great fit for team members that are aligned and thrive in a fast-paced, results driven environment.
PRIMARY OBJECTIVES
- Consistently achieve established Monthly Recurring Revenue (MRR) targets through the development, positioning, and sale of vendor-driven technology solutions and services.
- Build and maintain a strong pipeline of technology solutions and revenue opportunities across areas such as managed IT services, cybersecurity, cloud, networking, hardware, software, and telecommunications.
- Engage prospective and existing customers to understand their business needs, current technology environment, technical requirements, and challenges and identify appropriate vendor solutions. Develop a working understanding of the client’s technology solutions, services, vendor offerings, and partner ecosystem to effectively identify and position solutions that align with customer requirements.
- Consistently achieve established daily sales activity expectations, including outbound calls, emails, prospecting, follow-up activities, and other business-development efforts required to build and maintain a healthy pipeline.
- Consistently achieve established meeting and First-Time Appointment (FTA) targets by identifying, engaging, and qualifying prospective customers and creating new technology solution opportunities.
- Collaborate with engineers, technical teams, Sales, and vendor partners to scope and develop solutions that are technically appropriate, operationally viable, and aligned with customer needs.
- Develop and submit strategic, solution-based proposals and quotes that accurately reflect customer requirements, recommended technologies, vendor solutions, pricing, and business value.
- Maintain strong relationships with key technology vendors, distributors, master agents, and strategic partners to remain informed of product capabilities, licensing, pricing, technical requirements, and emerging solutions.
- Identify opportunities within existing customer environments for improvements, upgrades, infrastructure modernization, telecommunications, connectivity, contract centers, and related services.
- Maintain sufficient technical knowledge to effectively communicate proposed solutions to both technical and non-technical stakeholders and appropriately engage engineering resources when deeper technical expertise is required.
SECONDARY OBJECTIVES
Sales & Solution Development
- Achieve established activity, pipeline, revenue, and performance targets, including First-Time Appointment (FTA) expectations.
- Complete assigned sales, technical, vendor, and professional development training, and participate in ongoing coaching and skill-development activities.
- Conduct customer discovery to understand business and technical requirements and identify appropriate vendor products, services, and technology solutions.
- Present and promote solutions using a consultative approach, effectively communicating technical capabilities, business value, costs, and benefits to customers.
Vendor & Partner Management
- Develop and maintain strong relationships with technology vendors, distributors, master agents, customers, and strategic partners.
- Coordinate with vendor partners and internal technical resources to obtain and evaluate solutions, product specifications, licensing, quotes, and pricing while supporting customer requirements and favorable margins.
- Complete and maintain accurate vendor documentation, including quotes, deal registrations, commissions/payouts, and related opportunity information.
- Maintain current knowledge of vendor technologies, product portfolios, licensing models, industry developments, and emerging IT and cybersecurity solutions.
Pipeline, CRM & Collaboration
- Maintain accurate customer, vendor, quote, pipeline, and sales activity within HubSpot, ConnectWise, and other designated systems.
- Monitor opportunities, conversion activity, vendor performance, and market trends and provide leadership with relevant insights regarding customer needs, technology opportunities, and potential new products or services.
- Collaborate with Sales, Engineering, Service, and vendor technical resources to ensure proposed solutions are technically appropriate, operationally viable, competitively positioned, and aligned with customer requirements.
- Facilitate an effective handoff of closed opportunities to Service or implementation teams and support the transition through implementation, as needed.
Business Development & Continuous Improvement
- Identify opportunities to expand technology offerings, strengthen vendor partnerships, and generate additional revenue from prospective and existing customers.
- Represent the company at relevant vendor events, conferences, trade shows, networking events, and other business development activities.
- Maintain knowledge of technology, vendor management, solution selling, and industry best practices and apply relevant learning to improve performance and customer outcomes.
- Document key workflows and role-specific knowledge through approved SOPs and other documentation and perform other duties as assigned.
COMPETENCIES
- Results-oriented and highly motivated, with a demonstrated ability to achieve revenue, pipeline, and business development objectives within a technology-focused environment.
- Strong technical aptitude with the ability to understand IT products, services, infrastructure, and solutions and effectively communicate their business value.
- Working knowledge of connectivity, unified communications, telecommunications, contact centers, connectivity, SD-WAN, and related services.
- Ability to understand a customer’s business and technical environment, identify technology needs and challenges, and align appropriate vendor solutions, products, and services to those requirements.
- Ability to effectively collaborate with engineers, technical teams, vendors, and customers to support technical discovery, solution development, quoting, and implementation handoff.
- Ability to understand and evaluate technical specifications, vendor solutions, licensing requirements, product capabilities, pricing, and solution compatibility.
- Strong relationship management skills with the ability to build and maintain productive partnerships with technology vendors, distributors, customers, and internal stakeholders.
- Excellent communication, consultative solution selling, negotiation, and influencing skills with the ability to communicate effectively with both technical and non-technical audiences.
- Strong presentation skills with the ability to clearly communicate technical solutions, recommendations, and value propositions to customers and internal stakeholders.
- Ability to quickly learn and maintain knowledge of new technologies, vendor platforms, product portfolios, industry trends, and emerging solutions.
- Strong business acumen with the ability to identify technology and service opportunities that support customer objectives and company growth.
- Effective prioritization, time management, and organizational skills with the ability to manage multiple vendors, technical solutions, quotes, and sales opportunities
- Collaborative and adaptable, with the ability to work cross-functionally with Sales, Engineering, Service, and other internal teams to develop and deliver effective customer solutions.
EDUCATION AND EXPERIENCE
- Minimum of two (2) years of experience in vendor management, account management, business development, technology sales, or a related customer-facing role.
- Demonstrated experience building and maintaining productive business relationships with vendors, customers, and/or strategic partners.
- Experience developing sales pipelines, identifying business opportunities, and supporting opportunities throughout the sales cycle.
- Familiarity with CRM systems and practices, including opportunity and pipeline management.
- Proficiency with Microsoft Office applications and other business productivity tools.
- Experience within the Information Technology, SD-WAN, connectivity, telecommunications, or related technology
- Bachelor’s degree in Business, Sales, Marketing, Information Technology, or a related field preferred; equivalent combination of education and relevant professional experience may be considered.
