Job Description

StarTech.com is seeking a results driven Business Development Manager to accelerate revenue growth and expand strategic channel partnerships. This role is ideal for a high performing sales professional who excels at building meaningful relationships, identifying new opportunities, and turning strategy into measurable results.

As a key contributor to our growth strategy, you will strengthen collaboration across channel partner organizations, deepen engagement with our end customers, and drive targeted business development initiatives that directly impact revenue. You will have the opportunity to grow our business footprint while developing partnerships that create lasting value.

Key Responsibilities

Strategic Account Growth & Relationship Management

• Own and grow revenue across assigned channel partners by increasing StarTech.com’s share of wallet and product penetration.
• Build executive, sales leadership, and high-impact rep relationships within partner organizations.
• Map partner sales teams to their top end-customer accounts and identify expansion opportunities for StarTech.com solutions.
• Develop and execute joint business plans that close performance gaps and maximize revenue potential across key accounts.
• Align marketing, standards programs, and customer engagement initiatives to accelerate growth.

Enablement, Listings Growth & Customer Value

• Increase product penetration and active listings across managed partners by identifying gaps and securing new SKU placements to expand StarTech.com’s portfolio presence.

• Deliver focused sales enablement and training that improves rep confidence, accelerates conversion, and drives revenue growth.

• Align Customer Success resources strategically to retain and expand high-value end-customer accounts.

• Provide actionable market intelligence to influence product prioritization and commercial strategy at StarTech.com

Pipeline Discipline & Commercial Performance

• Build and maintain a healthy, diversified pipeline including volume opportunities, standards initiatives, and project-based engagements.

• Improve opportunity velocity, conversion rates, and forecast accuracy to consistently achieve revenue targets.

• Utilize CRM tools to manage pipeline health, identify performance gaps, and inform commercial strategy.

• Own revenue forecasting and deliver predictable, repeatable performance within assigned book of business.

Enablement, Customer Value & Strategic Feedback

• Deliver structured sales enablement and product training to increase StarTech.com mindshare within partner sales teams.

• Leverage StarTech.com’s Customer Success team to protect and expand key end-customer relationships.

• Strengthen end-customer engagement through partner alignment to drive long-term retention and lifetime value.

• Provide market intelligence and structured feedback to internal stakeholders to enhance product positioning and go-to-market effectiveness

Decision Making & Autonomy

• The Business Development Manager operates with a moderate level of autonomy, executing strategic sales initiatives while receiving clear direction and regular guidance from leadership to ensure alignment with business objectives.

• Leadership sets defined goals and closely monitors progress on key end customers and targeted sales representatives, ensuring accountability and measurable outcomes.

• Performance metrics, including pipeline growth and conversion rates, are actively tracked, with leadership providing ongoing support to remove barriers and optimize effectiveness.

• Decisions made in this role directly impact revenue growth, channel partner relationships, and overall customer success, requiring a balance of independent problem-solving and strategic collaboration.

• While day-to-day decisions are made independently, major challenges, strategic shifts, or high-impact opportunities are escalated to leadership to ensure alignment with broader business goals.

Relationships & Communication

• Internal: Works closely with Partner Success Leadership, Marketing, Customer Success, and Product teams to drive aligned sales strategies.

• External: Engages directly with channel partner sales representatives, end customers, procurement teams, and industry stakeholders.

• Communication Style: Requires strong influencing and negotiation skills, with the ability to articulate StarTech.com’s value propositions effectively.
• Must be comfortable handling moderately technical product discussions, presenting solutions, and negotiating commercial agreements.

Education & Experience

• Bachelor's degree in Business, Sales, Marketing, or a related field, or equivalent relevant work experience in sales, account management, or business development.

• 5+ years of experience in B2B sales, account management, or business development, ideally within IT, technology, or hardware sales.

• Proven track record of driving revenue growth through channel partners and direct customer engagement.

• Experience working with end customers, channel partners, and distribution networks.

Skills & Knowledge

• Sales & Business Development: Proactive outbound sales expertise focused on acquiring new business, expanding market reach, and driving revenue growth.

• Strategic Relationship Management: Ability to develop deep partnerships with channel partner sales representatives and align them with key end customers for maximum business potential.

• Pipeline & CRM Management: Expertise in building and managing a structured sales pipeline, leveraging CRM tools to track opportunities, measure performance, and optimize conversion rates.

• Prospecting & Lead Generation: Skilled in identifying and securing new accounts through cold calling, multi-channel outreach, and strategic networking efforts.

• Negotiation & Influence: Strong ability to persuade, negotiate, and close high-impact deals with sales reps, partners, and end customers

Physical & Sensory Demands

• Primarily office-based (home or corporate office) with regular virtual and in-person customer interactions.

• Travel required for partner meetings, trade shows, and customer visits (~30-40%).

What to expect from the Hiring Process:We respect your time and value transparency. Here’s a general idea of what to expect:

• Intro call with our Talent Acquisition Team (30-45 minutes)
• Interview with the Hiring Manager + Director, Channel Sales (45-60 minutes)
• Assessment (1-hour)
• Final interview with CRO + Director, Customer Experience (~60 minutes)
• Offer & onboarding

As part of the StarTech.com “One Team,” you’ll also enjoy:

• Comprehensive health benefits
• Tuition reimbursement program
• Retirement savings plans
• Wellness Program
• Additional perks and rewards

About us

We are in the business of human-centered experiences starting with yours. We believe delivering on our promise of "hard-to-find, made easy" begins with an employee experience founded in opportunity, teamwork, empowerment, and curious minds always asking what if. Not only does our commitment to the exceptional deepen relationships with our partners and customers, it also ignites connection within our team.

Born and raised in London, Ontario, Canada and now taking on the world, we are a vibrant and growing tech company with a proven track-record of success. StarTech.com makes it easy for IT professionals around the globe to identify, find, get and use the hard-to-find connectivity parts they need to enable and enhance their technology solutions.

Operating in 26 countries globally, we are proud to be included as one of Canada's Best Managed Companies for 2025 and for the 15th consecutive year. In 2022, StarTech.com was proud to be included in Financial Post's FP500, a ranking of Canada's largest corporations based on revenue. We are honoured to be named by Kincentric in 2019 as one of Canada’s “Best Employers” as well as “one of Canada’s fastest growing companies” for a ninth year in a row by “Profit 500”.

StarTech.com is an Equal Opportunity Employer. In accordance with the Accessibility for Ontarians with Disabilities Act, 2005 and the Ontario Human Rights Code, StarTech.com will provide accommodations throughout the recruitment, selection and/or assessment process to applicants with disabilities. If selected to participate in the recruitment, selection and/or assessment process, please inform Human Resources of the nature of any accommodation(s) that you may require in respect of any materials or processes used to ensure your equal participation.

StarTech.com uses AI tools only for administrative support, such as transcribing interview notes and organizing candidate details into standardized prescreening and interview templates. These tools do not screen, rank, or assess candidates. All hiring decisions are made by our Talent Acquisition team and Hiring Managers. Candidate information is collected and used solely for recruitment purposes in compliance with applicable privacy laws.