Manager, Distributor and Indirect Channel Sales

Role Overview

• Recruit, develop, and lead a high-performing team responsible for driving revenue through distribution and indirect channel partnerships.
• Provide coaching, mentorship, and performance management to ensure team members consistently achieve pipeline and revenue targets.
• Establish clear sales processes, metrics, and operating rhythms to ensure forecast accuracy and pipeline health across the team.
• Partner with Sales Leadership to define territory strategy, quotas, and partner coverage models that support scalable growth.
• Own the overall strategy for growing DoiT’s presence within the Ingram ecosystem and broader distribution channel.
• Identify, recruit, and onboard new distributors that expand DoiT’s reach across key markets and partner segments.
• Develop strategic relationships with distribution leadership to align on joint business plans, revenue goals, and go-to-market initiatives.
• Drive new logo acquisition by leveraging distributor and partner ecosystems to source and accelerate opportunities.
• Collaborate with cloud partner account teams, distributors, and resellers to build predictable, high-quality pipeline.
• Oversee joint account planning, deal registration processes, and co-sell workflows across indirect channels.
• Partner with Deal Desk, Solutions Engineering, and regional leadership to structure strategic deals and pricing models.
• Serve as the internal subject matter expert on distribution-led cloud channel sales and partner economic models.
• Provide ongoing feedback to Alliances, Marketing, and GTM Strategy teams regarding partner performance, pipeline trends, and opportunity quality.
• Work with Marketing to design partner-focused campaigns, events, and demand generation initiatives.
• Partner with Alliances leadership to develop scalable co-sell motions and repeatable partner sales playbooks.

Requirements

• 7+ years of sales experience with at least 2–3 years in sales leadership or team management
• Proven experience in B2B sales across SaaS and/or Cloud industries
• Strong experience working within partner ecosystems, distribution channels, or indirect sales models
• Demonstrated ability to recruit, develop, and scale high-performing sales teams
• Proficient industry knowledge involving channel sales, cloud marketplaces, and partner incentive structures
• Tool fluency: CRM, CPQ, CLM
• Exceptional communication, stakeholder management, and prioritization skills

Tech Stack

• Cloud

Benefits

• Unlimited Vacation
• Flexible Working Options
• Health Insurance
• Parental Leave
• Employee Stock Option Plan
• Home Office Allowance
• Professional Development Stipend
• Peer Recognition Program