Role Overview
We are looking for an experienced IT B2B Business & Channel Development Manager to lead the growth of our commercial business across SMB and Enterprise segments.
The role has two primary focuses:
- SMB Growth Through Retail: Develop retail stores and customer touchpoints into effective B2B acquisition and engagement channels.
- Enterprise & VAR Ecosystem: Build and develop a scalable network of VARs, System Integrators, MSPs, and technology partners to address larger and more complex opportunities.
The ideal candidate will have approximately 7–10 years of experience in IT, technology, telecom, or enterprise solutions, with strong expertise in B2B sales, channel development, enterprise solutions, and partner management.
Key Responsibilities
1. SMB Business Development Through Retail
- Develop and execute strategies to grow the SMB customer base through retail stores and existing customer channels.
- Establish a Retail-to-Business operating model enabling retail teams to identify, qualify, and refer business customers.
- Build lead-generation programs across stores, online channels, databases, events, and customer touchpoints.
- Define SMB segmentation, acquisition strategies, targets, incentives, and referral processes.
- Develop B2B propositions covering hardware, software, financing, support, deployment, and managed services.
- Create sales tools, playbooks, training, and customer engagement programs for retail teams.
- Track retail-generated leads, pipeline, conversion, and customer acquisition.
2. Enterprise & VAR Channel Development
- Define and execute the Enterprise and VAR channel strategy.
- Identify, recruit, onboard, and develop VARs, System Integrators, MSPs, and other technology partners.
- Establish a structured partner program covering segmentation, enablement, business planning, opportunity management, and performance reviews.
- Develop joint business plans and go-to-market initiatives with strategic partners and technology vendors.
- Drive partner-generated pipeline and revenue across priority industries and customer segments.
- Support partners in solution selling, deployment, professional services, managed services, and lifecycle management.
- Build relationships with CIOs, IT leaders, procurement, finance, and senior business stakeholders.
3. Business Strategy & Growth
- Develop the overall B2B strategy across SMB, Mid-Market, and Enterprise.
- Identify new customer segments, verticals, market opportunities, and routes to market.
- Build annual business plans covering revenue, customer acquisition, pipeline, and channel development.
- Develop propositions combining hardware with services such as:
- Deployment and configuration
- Device lifecycle management
- Managed IT and technical support
- Device management and security
- Financing and leasing
- Trade-in and refresh programs
- Cloud and productivity solutions
- Identify recurring-revenue opportunities and provide management with regular forecasts, business reviews, and recommendations.
4. Partner & Vendor Management
- Build strong relationships with vendors, VARs, System Integrators, and service providers.
- Collaborate on partner enablement, demand generation, incentives, account planning, and strategic opportunities.
- Negotiate commercial frameworks and partner agreements where required.
- Establish governance, service-level expectations, capability requirements, and quarterly business reviews.
Key Performance Indicators
Success will be measured through:
- B2B revenue growth
- SMB customer acquisition
- Retail-generated B2B leads and conversion
- Enterprise pipeline development
- VAR recruitment and activation
- Partner-generated revenue and pipeline
- Strategic enterprise opportunities
- Services and recurring-revenue attachment
- Customer retention and lifecycle growth
- Partner capability development
Candidate Profile
Experience
- 7–10+ years in IT, technology, telecom, or enterprise solutions.
- Strong background in B2B business development, channel management, enterprise sales, or partner development.
- Experience with SMB customers and scalable acquisition models.
- Experience working with VARs, System Integrators, MSPs, distributors, or enterprise technology partners.
- Understanding of enterprise IT environments and procurement processes.
- Experience managing complex, multi-stakeholder opportunities.
Skills & Competencies
- Strong commercial and business-development mindset.
- Good understanding of indirect sales models and channel economics.
- Proven ability to turn strategy into execution.
- Strong partner recruitment, development, negotiation, and relationship-management skills.
- Ability to engage senior customer, partner, and vendor stakeholders.
- Strong analytical, presentation, communication, and stakeholder-management skills.
- Effective cross-functional collaboration across sales, retail, marketing, operations, technical teams, vendors, and partners.
- Entrepreneurial mindset with the ability to create new business models and routes to market.
Education
- Bachelor's degree in Business, IT, Engineering, Marketing, or a related field.
- MBA, postgraduate qualifications, or relevant vendor/channel certifications are an advantage.
Ideal Background
Candidates from one or more of the following environments are preferred:
- IT Reseller / VAR
- System Integrator
- Technology Distributor
- Enterprise Technology Vendor
- IT Services / MSP
- Consumer Electronics Retailer with B2B operations
- Telecom Operator with SMB and Enterprise businesses
The ideal candidate should be equally comfortable building an SMB proposition through retail and developing senior relationships with enterprise customers, VARs, and strategic partners.
Role Objective
The overall objective is to build a scalable B2B growth engine that combines the company's retail presence with a strong Enterprise and VAR ecosystem.
The desired model is:
Retail drives SMB acquisition → B2B teams develop larger opportunities → VARs and integration partners extend capabilities into enterprise accounts and complex technology solutions.
