Business Development Associate VAR Partnerships & IT Sales (B2B)

Job Title: Business Development Associate - VAR Partnerships & IT Sales (B2B)

Job Location: Houston, Texas

About Maddisoft & the VAR practice

Maddisoft is an established IT services and engineering consulting company serving enterprise and govt. sector clients with application development, cloud, ERP, and managed services.

Our Value-Added Reseller (VAR) practice builds on this foundation by maintaining relationships with leading IT vendors and distributors and bundling hardware, software, and services into tailored solutions for our clients.

Role overview

We are looking for a techno-commercial Business Development Associate to scale Maddisoft s VAR business.

This role will own both sides of the motion: setting up and growing partnerships with OEMs, distributors, and other channel/ecosystem players, and converting those relationships into revenue by selling to end customers in a consultative, B2B model.

Key responsibilities

1. Partnership acquisition & management

• Identify, evaluate, and prioritize potential OEM, distributor, ISV, and technology alliances aligned with Maddisoft s service portfolio and target industries.
• Drive the full partnership lifecycle: outreach, qualification, business case creation, onboarding, and contract/agreement negotiation (with support from leadership and legal where needed).
• Build joint business plans with key partners including revenue targets, focus accounts, solution bundles, and go-to-market activities.
• Maintain strong, ongoing relationships with existing partners through regular reviews, pipeline discussions, and account planning sessions.
• Work with partners to secure better commercials, deal registration, marketing funds, and other program benefits to improve competitiveness and margins.

2. Client acquisition & IT solution sales

• Use a consultative sales approach to understand client requirements, challenges, and pain points across IT infrastructure, end-user computing, cloud, and software.
• Design and position solutions that combine partner products (hardware, software, licenses, subscriptions) with Maddisoft s services (implementation, integration, support, managed services).
• Generate and qualify leads via your own network, partner referrals, marketing campaigns, and prospecting into target accounts.
• Own the full sales cycle: discovery, solutioning with internal technical teams, proposal development, presentations/demos, commercial structuring, negotiation, and closing.
• Maintain a healthy pipeline and accurately forecast deals, ensuring consistent progress toward monthly and quarterly revenue targets.

3. Practice building & internal collaboration

• Define standard solution bundles, rate cards, and go-to-market offerings for the VAR practice.
• Provide regular market and partner intelligence (pricing trends, new programs, incentives, competitor moves) to refine Maddisoft s VAR strategy.
• Help define internal processes for partner onboarding, deal registration, quote-to-cash, and margin tracking in coordination with operations and finance.
• Contribute to partner enablement and internal training so that sales and delivery teams understand key partner offerings, positioning, and sales plays.
• Prepare periodic management reports on partner performance, pipeline, revenue, and key risks/opportunities.

4. Customer success & relationship management

• Stay engaged with key accounts to identify upsell/cross-sell opportunities and maintain high levels of customer satisfaction.
• Address escalations in coordination with partners and internal teams to protect relationships and renewals.

Requirements

• Bachelor s degree in Engineering, Information Technology, Computer Science, Business, or a related field.
• 4-8 years of experience in IT B2B sales, channel/VAR sales, or business development in an IT reseller, distributor, or OEM environment.
• Demonstrated experience in selling IT hardware and software (e.g., servers, storage, end-user devices, networking, security, cloud subscriptions, or enterprise software).
• Strong understanding of IT infrastructure and enterprise technology concepts, with the ability to translate technical capabilities into business outcomes for non-technical stakeholders.
• Proven track record of meeting or exceeding sales targets and building a sustainable pipeline.
• Experience working with channel/partner programs (OEMs, distributors, ISVs, SIs) and familiarity with deal registration, MDF, rebates, and program tiers is highly desirable.
• Excellent communication, presentation, and interpersonal skills, with the ability to engage C-level and senior decision makers.
• Strong negotiation and commercial skills, capable of balancing client value, partner requirements, and Maddisoft s profitability.
• Analytical mindset with the ability to interpret market, customer, and partner data to make informed decisions.
• High ownership, self-driven, and comfortable operating in a build mode environment where processes are still evolving.
• Ability to collaborate effectively with cross-functional internal teams and external partner stakeholders.

Preferred qualifications

• Experience in the US market, especially Texas/Houston region, selling into govt. sector or enterprise clients.
• Existing network of relationships with major OEMs, distributors, or ISVs relevant to Maddisoft s focus areas (e.g., infrastructure, cloud, security, ERP, analytics).
• Prior experience in IT services/consulting firms where hardware/software resale was combined with services/managed services.
• Exposure to industries such as energy, manufacturing, and technology will be an advantage.