EnGenius Technologies · 4 hours ago
Channel Business Development Manager (SI/MSP) – East Region
NYC Metro Area
Full-time
Onsite
Senior Level
$100K/yr - $225K/yr
7+ years expEnGenius Technologies is a provider of business-grade networking solutions and a cloud-managed platform. They are seeking a Channel Business Development Manager for the East Region to shape channel strategy, activate partners, and drive measurable pipeline and revenue through effective partner relationships.
HardwareInformation TechnologyTelecommunicationsVirtual Reality
Responsibilities
Own East region channel strategy (Two-tier ecosystem)
Build and execute the East region channel plan across distributors + VAR/SI/MSP partners, aligned to priority metros and segments
Drive ecosystem density and coverage; develop partner tiers and engagement models
Maintain pricing integrity and consistent go-to-market execution across the channel
Recruit, activate, and scale SI/MSP partners (Co-sell, not 'set-and-forget')
Recruit and onboard high-potential SI/MSP partners with strong delivery capability and a co-sell mindset
Establish and run a consistent partner operating rhythm: outreach cadence, enablement, deal reviews, and QBR/JBP checkpoints
Drive co-sell execution: joint calls, joint account mapping, field meetings, and close plans
Drive full-funnel partner-led pipeline + strategic accounts
Own partner-led opportunities end-to-end: prospecting → discovery → solution positioning → proposal/quote → negotiation → close
Build repeatable plays (e.g., multi-site standardization, managed services packaging, migration/refresh motions) and tailor them to the region’s buying cycles
Collaborate with Sales/AM on strategic accounts to expand footprint, accelerate deployments, and increase recurring value
Build Joint Business Plans with top partners: targets, plays, enablement plan, and quarterly execution
Drive MDF planning, usage, and ROI tracking (in coordination with Marketing/Channel Ops)
Align partner initiatives to measurable pipeline creation and win rates
Drive cloud adoption, expansion, and partner-led renewal motions (with AM/CS)
Drive cloud license adoption and expansion through partners (attach, upsell, multi-site rollouts)
Drive partner-led renewal motions in collaboration with AM/CS, ensuring clear handoffs and shared account plans to protect customer experience and outcomes
Operate with pipeline discipline (HubSpot preferred / CRM required)
Own pipeline health and forecasting with strong stage discipline, next steps, and close date accuracy (HubSpot preferred / CRM required)
Partner with Sales Ops/RevOps to maintain deal visibility, reporting accuracy, and performance insights
Establish expectations for deal hygiene, outreach cadence, and weekly/monthly forecasting rhythm
Work cross-functionally with Sales/AM, SE, Marketing, Support, Product, Sales Ops/RevOps to remove blockers and accelerate wins
Lead enablement in the field: workshops, trainings, demos, and partner-ready assets (solution briefs, decks, FAQs, case studies)
Qualification
Required
7+ years in channel/partner BD, alliances, territory sales, or channel sales (B2B tech preferred)
Proven track record of SI/MSP/Channel partner development + co-selling, including partner-sourced pipeline and closed revenue (able to share examples and outcomes)
Strong understanding of VAR/SI/MSP ecosystems and two-tier distributor-based sales models
High ownership, strong follow-through, and comfort operating independently in a field-based territory
Strong CRM and operating discipline; you can run a weekly cadence and deliver forecast you stand behind (HubSpot preferred / CRM required)
Working knowledge of networking technology (LAN/WLAN, switching, cloud-managed platforms, common deployments)
Willingness to travel for partner/customer visits, onsite enablement, and regional events
Preferred
Hospitality and/or MDU domain experience (partners, buying cycles, typical deployment patterns)
Experience with MDF, JBP execution, and partner performance management
Experience driving cloud subscription attach, adoption, and expansion via partners
Benefits
Medical/Dental/Vision: EnGenius covers a significant portion of premiums; employee contributions vary by plan and coverage tier (including dependent/family coverage).
401(k): Employer match + vesting schedule (details provided during the hiring process).
Time off: PTO + paid sick leave (administered per applicable state/local requirements and company policy).
Company
EnGenius Technologies
EnGenius Technologies is a Global technology innovator specializing in long-range telephone and data communications.
201-500 employees
Funding
Current Stage
Growth StageLeadership Team
Andrew Strobl
Elite Partner Manager
Dave Markwell
Elite Partner Manager
Recent News
2026-01-16
Company data provided by crunchbase