Business Development Manager – Inside Sales

CBTS is a company focused on driving new customer growth through the TSD channel. The Business Development Manager – Inside Sales will engage agents and advisors to position and sell CBTS solutions, while also managing a full sales cycle from prospecting to close.

Responsibilities:

• Engage technology agents and advisors in your territory as the primary channel to generate new CBTS opportunities, positioning yourself as their go-to resource for CBTS solutions
• Educate and enable agents and advisors on the CBTS portfolio — articulating how our solutions fit their clients’ needs and why CBTS is the right supplier choice
• Build a healthy pipeline through a combination of TSD channel activity, outbound prospecting, inbound lead follow-up, and CRM-generated leads
• Lead virtual discovery meetings, solution presentations, and deal-support conversations — both directly with end-user prospects and alongside agents and advisors
• Own the full sales cycle from opportunity identification through proposal, negotiation, close, and handoff to delivery
• Maintain active relationships with master agents and distributors (e.g., Intelisys, Avant, Telarus) to maximize sub-agent reach and pipeline visibility
• Analyze channel performance, buying signals, and competitive positioning to prioritize agent engagement and identify growth opportunities
• Partner with marketing and channel management teams on agent enablement, co-sell campaigns, events, and targeted account initiatives
• Coordinate with implementation, delivery, and account management teams to ensure a smooth post-close experience for every new client
• Keep CRM records current: lead and opportunity status, agent attribution, activity notes, pipeline forecasts, and hygiene
• Report regularly on channel-sourced pipeline, lead conversion, and revenue outcomes

Requirements:

• Bachelor's degree in Business Administration, Marketing, Sales, or related field
• 12–15 years of overall experience
• 8+ years in a quota-carrying sales role
• Direct experience working within the TSD channel
• Existing relationships with agents, advisors, or master agents in your territory
• Advanced proficiency in Salesforce CRM
• Strong command of MS Office / M365 and supplier portals and partner resources
• Excellent communication skills
• Proven negotiation and closing skills in complex, multi-stakeholder deals
• Strong organizational discipline to manage a high-volume, channel-driven pipeline without losing detail
• Deep familiarity with how the TSD ecosystem works
• Ability to credibly position CBTS solutions against competitive suppliers
• Enterprise sales strategy experience
• Understanding of the competitive supplier landscape within the TSD channel
• Contract and proposal familiarity, including commercial negotiation in channel-influenced deals
• External focus
• Ownership
• Proactiveness
• Collaboration
• MBA or postgraduate qualification