Job Summary

The Channel Workstation Specialist is responsible for accelerating growth of advanced computing solutions through proactive business development, new partner acquisition, and market expansion. This role is highly hunting‑focused, identifying new business opportunities, opening new routes to market, and building strong strategic relationships with channel partners. The Specialist serves as a trusted advisor on workstation products and solutions, enabling partners with deep technical and commercial insights while driving revenue, pipeline creation, and long‑term business success. The role also contributes to organizational capability by mentoring junior team members and supporting cross‑functional initiatives.
 

Key ResponsibilitiesBusiness Development & HuntingIdentify, pursue, and secure new partners, resellers, and solution providers to expand market presence in the advanced computing (workstation) segment.Prospect for new business opportunities, uncover whitespace, and develop strategies to penetrate untapped customer segments.Build a healthy, self‑generated pipeline through proactive outreach, hunting activities, and competitive displacement.Evaluate and onboard high‑potential partners with strong business rationale and risk assessment.
 Channel & Sales ResponsibilitiesServe as the subject matter expert on the organization’s workstation portfolio—products, services, promotions, and configurations.Develop and execute account and territory plans that drive sales growth while ensuring adherence to legal and organizational guidelines.Collaborate with partners to deliver tailored, customer‑centric workstation solutions for diverse industry needs.Convert leads into joint engagements; manage the full sales cycle and achieve/exceed sales quotas.Influence and collaborate with cross‑functional sales teams to drive business outcomes across transactional and consultative selling motions.Position the organization’s solutions as integral components of partner go‑to‑market strategies.
 Strategic Collaboration & InsightsProvide strategic guidance to partner business managers and internal sales teams on partner strengths, capabilities, and competitive landscape positioning.Actively monitor market trends, competitor movements, and customer requirements to identify new growth opportunities.
 Team Leadership & EnablementMentor junior team members to elevate team competency and performance.Contribute expertise to functional and cross‑functional projects.
 Education & ExperienceBachelor’s or Master’s degree in Business, Marketing, Sales, or related fields; or equivalent experience.7–10 years of experience in enterprise sales, channel management, business development, or similar fields.Strong background in hunting, partner acquisition, or building new business lines is highly advantageous.
 Knowledge & SkillsBusiness Development & Hunting StrategyChannel Sales & Partner RecruitmentAccount Management & Territory PlanningAdvanced Computing / Workstation Product KnowledgeSales Prospecting, Pipeline Management, and Value SellingCompetitive & Market AnalysisCRM (e.g., Salesforce)Strong Communication, Influence & Negotiation Skills
 Cross‑Organizational CompetenciesEffective CommunicationResults OrientationLearning AgilityDigital FluencyCustomer Centricity
 Impact & ScopeInfluences functional strategy and contributes expertise to major cross‑functional initiatives.ComplexityHandles complex business scenarios requiring strong analytical judgment and evaluation of multiple factors.
 

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