Job Details
Description
Are you a bilingual sales professional who knows how to build markets, develop strong partnerships, and create new business across Canada?
StarTech.com is hiring for a newly created, remote Business Development Manager in Canada.
We are seeking someone based in the Province of Quebec or the Ottawa Ontario area to grow our business across distributors, resellers, end customers, and the Canadian public sector. The ideal candidate brings strong channel relationships, government sales experience, and the ability to turn new opportunities into measurable revenue growth.
What You’ll Do
Key Responsibilities
- Canadian Revenue Ownership & Full Value-Chain Growth: Own, defend, and grow StarTech.com's total Canadian revenue across distributors, resellers, and end customers; develop and execute market and account strategies that protect the established base and capture new growth across all segments and routes to market.
- Channel & Distribution Relationship Management: Build and strengthen relationships with Canadian distributors, resellers, sales representatives, and partner stakeholders nationwide to increase StarTech.com engagement, expand coverage, and drive partner-led revenue across the full market.
- Targeted Market Expansion - Quebec & Public Sector: Close known coverage gaps by growing StarTech.com's presence in the Quebec and Canadian public sector markets - developing relationships with federal, provincial, municipal, education, and broader public sector end customers, understanding procurement needs, and aligning partner routes to market.
- Pipeline & Opportunity Management: Build and maintain a healthy pipeline across distributor, reseller, and end-customer opportunities - including volume deals, standards, projects, and bid-related follow-up; accurately track activity, next steps, opportunity stages, and outcomes in CRM to support revenue growth objectives.
- Sales Execution, Cross-Functional Collaboration & Reporting: Partner closely with Channel Sales, Customer Success, Solutions Engineering, Product Management, Pricing, Marketing, Distribution, and Leadership to support market strategies, enable partner teams, position StarTech.com's value proposition, and remove barriers to growth; provide regular updates on revenue, partner engagement, pipeline development, risks, and progress against priorities to support leadership visibility and data-driven decisions.
What You Bring
- In collaboration with the Director, Channel Sales, this role operates with a moderate to high level of autonomy while executing against defined priorities for growing StarTech.com's total Canadian revenue across distributors, resellers, and end customers. Day-to-day decisions include prioritizing partners and end customers across the market, shaping coverage and outreach plans, allocating focus across segments (including targeted Quebec and public sector expansion), coordinating internal resources, and advancing opportunities through the appropriate route to market.
- Leadership provides strategic direction, performance expectations, and regular coaching, while the incumbent is expected to independently manage partner engagement, customer follow-up, pipeline activity, and cross-functional coordination across the value chain. Major challenges, strategic shifts, sensitive partner or customer issues, or high-impact opportunities are escalated to leadership to ensure alignment with broader business goals.
Skills & Knowledge
- Sales & Business Development: Proactive outbound sales expertise focused on acquiring new business, expanding market reach, and driving revenue growth across distributors, resellers, and end customers through both direct end-customer engagement and partner-led sales motions.
- Bilingual Communication: Fluent French and English communication skills with the ability to engage professionally across the Canadian market - partners, end customers, and internal stakeholders - including Quebec.
- Canadian Channel & Distribution Knowledge: Strong understanding of the Canadian market and its distribution and reseller ecosystem, with the ability to build trusted relationships across the value chain, identify high-potential contacts, and align partners to relevant end-customer opportunities.
- Quebec & Public Sector Expertise: Working knowledge of the Quebec market and Canadian public sector procurement - including federal, provincial, municipal, education, bid/RFP/RFQ processes, and contract-driven buying motions - to accelerate growth in these targeted focus areas.
- Strategic Relationship Management: Ability to develop deep partnerships with distributors, reseller sales representatives, partner leaders, procurement stakeholders, and end customers to create and advance growth opportunities.
- Pipeline & CRM Management: Expertise in building and managing a structured pipeline, tracking partner and customer engagement, measuring performance, and using data to prioritize follow-up and improve conversion rates.
- Solution Selling: Experience positioning IT hardware, technology solutions, and value propositions in a clear, customer-focused way for partner teams and end customers.
- Negotiation & Influence: Strong ability to influence decisions, align stakeholders, navigate complex buying environments, and close high-impact opportunities with partners and end customers.
Education & Experience
- Education: Bachelor's degree in Business, Sales, Marketing, or a related field, or relevant equivalent experience in lieu of a degree.
- Experience: 5+ years of B2B sales, account management, channel sales, or business development experience, ideally within IT, technology, hardware, or distribution. Demonstrated experience owning revenue across the full value chain - distributors, resellers, and end customers — is required, along with a track record of both defending an existing base and driving new growth.
- Bilingual fluency in French and English is required. Experience and existing relationships across the Canadian market and its distribution and reseller ecosystem are required. Given current growth priorities, expertise in the Quebec market and Canadian public sector — including procurement processes, contract vehicles, RFP/RFQ activity, and partner-led sales motions - is strongly preferred and considered a significant asset.
Physical & Sensory Demands
- Standard office environment- work from home if remote or hybrid
- Travel 40-50% of the time
Hiring Process
- Intro call with Talent Acquisition (30-minutes)
- First Interview with Hiring Manager (45-minutes)
- Second Interview – Panel Interview (60-minutes)
- Final interview with our Chief Revenue Officer (45-minutes)
- Offer & onboarding
What we offer:
This role offers a competitive salary range of CAD $140,000 – CAD $155,000 and eligibility to participate in our bonus program. At StarTech.com, we value fairness and regularly benchmark pay to stay competitive, recognizing each person’s unique contributions.
As part of the StarTech.com “One Team,” you’ll also enjoy:
- Comprehensive health benefits
- Tuition reimbursement program
- Retirement savings plans
- Wellness Program
- Additional perks and rewards
About us: We are in the business of human-centered experiences starting with yours. We believe delivering on our promise of "hard-to-find, made easy" begins with an employee experience founded in opportunity, teamwork, empowerment, and curious minds always asking what if.