IT B2B Business & Channel Development Manager

About the role

The company is seeking an experienced IT B2B Business & Channel Development Manager to drive growth across both SMB and Enterprise segments. The role combines retail‑driven SMB acquisition with the creation of a scalable VAR, system integrator and MSP ecosystem for larger, complex opportunities.

Key responsibilities

• Develop and execute retail‑to‑business strategies to acquire SMB customers, including lead‑generation programs, segmentation, incentives and B2B propositions covering hardware, software, financing and managed services.
• Define and implement an Enterprise and VAR channel strategy, recruiting and onboarding VARs, system integrators, MSPs and technology partners, and establishing partner programs, joint business plans and go‑to‑market initiatives.
• Shape the overall B2B growth strategy across SMB, Mid‑Market and Enterprise, identifying new verticals, building annual business plans, and creating combined hardware‑service propositions such as deployment, lifecycle management, managed IT, security and cloud solutions.
• Manage partner and vendor relationships, negotiate commercial frameworks, set governance and service‑level expectations, and conduct quarterly business reviews to ensure partner capability development and revenue generation.

Required profile

• 7–10+ years of experience in IT, technology, telecom or enterprise solutions with a strong background in B2B business development, channel management and enterprise sales.
• Proven experience working with SMB customers, VARs, system integrators, MSPs or distributors, and a solid understanding of enterprise procurement processes.
• Excellent partner recruitment, negotiation and relationship‑management skills, with the ability to engage senior stakeholders such as CIOs, procurement and finance leaders.