Job Description:
• Develop and manage strategic relationships with IT distributors and select national accounts
• Serve as the primary relationship manager for assigned IT distribution partners and national accounts
• Develop and execute annual business plans aligned with company and distributor objectives
• Drive revenue growth through distributor engagement, pipeline development, demand creation, and sales execution
• Lead quarterly business reviews, forecasting activities, business planning sessions, and performance reviews
• Collaborate with distributor sales organizations to identify, develop, and convert opportunities
• Coordinate joint go-to-market initiatives with marketing, field sales, and distributor teams
• Align distributor activities with Territory Sales Managers and regional sales leadership
• Manage pipeline tracking, forecast management, rebate programs, reporting, and performance measurement
• Coordinate cross-functional activities across product management, marketing, customer service, technical support, finance, and sales operations
• Develop and deliver sales enablement programs, training, and business updates
• Analyze market trends, distributor metrics, and sales data to optimize channel strategies
• Maintain accurate forecasting, reporting, opportunity management, and CRM hygiene
• Represent the company professionally and ethically
Requirements:
• Typically requires 2-4 years of related sales, channel management, distribution management, or business development experience
• Proven experience working with major IT distributors and national reseller organizations
• Experience developing and executing business plans, sales programs, and growth strategies within distribution and partner channels
• Strong background in sales operations, forecasting, pipeline management, and revenue planning
• Demonstrated success managing complex, multi-stakeholder business relationships
• Experience working effectively within highly matrixed organizations
• Experience collaborating across sales, marketing, product management, customer support, and operations functions
• Previous experience in data center infrastructure, networking, power, or related technology markets preferred
• IT Distribution Management
• Channel Strategy Development
• Sales Operations
• Strong working knowledge of data center infrastructure, including power, racks, networking, compute, and management platforms
• Practical understanding of networking fundamentals, virtualization, and IT infrastructure operations
• Strong understanding of IT distribution business models, programs, and sales motions
• Strong analytical skills with experience leveraging sales data and performance metrics to guide decision-making
• Excellent executive-level communication, presentation, and relationship management skills
• Strong organizational and project management capabilities
• Ability to operate effectively from a home-office environment
• Ability to travel up to 50%
Benefits:
• Comprehensive medical, dental, and vision coverage
• High employer 401K match
• Paid time off (PTO)
• Holiday pay
• Short-term and long-term disability benefit plans
• Paid maternity and parental leave
• Bonus opportunities in accordance with the Company’s incentive plans
• Paid time off to volunteer
• Employee Resource Group network
• Flexible work arrangements
• Growth opportunities
• Meaningful impact in a global organization