Distribution Channel Manager
About The Position
Milestone is seeking a Distribution Channel Manager to develop, support, and grow our strategic distribution partners across North America. This role is responsible for driving revenue growth through assigned distributors by developing business plans, improving sales execution, increasing partner engagement, and ensuring distributors successfully execute Milestone's commercial strategy. The Distribution Channel Manager serves as the primary business contact for assigned distributors and works closely with Sales, Marketing, Operations, Finance, and Global Channel teams to maximize business performance while delivering an exceptional partner experience. The Distribution Channel Manager can be located anywhere in the United States and will report to the VP Sales, North America. Travel is expected to be approximately 50%. As a Milestone employee, YOU are the key to our success. Join our growing team and help shape the future of our North American partner ecosystem.
Requirements
- Minimum of 5 years of experience in channel management, distribution management or partner sales within the software of technology industry.
- Experience managing national or regional distribution partners.
- Strong commercial acumen with the ability to analyze business performance and identify growth opportunities.
- Experience conducting business reviews and executive presentations.
- Strong communication, relationship management, and organizational skills.
- Bachelor's degree in Business, Marketing, or a related field, or equivalent experience.
Nice To Haves
- Experience with CRM systems such as Salesforce preferred.
Responsibilities
- Develop annual business plans with assigned distributors that align with Milestone's North America sales strategy.
- Conduct regular business reviews to evaluate performance, identify opportunities, and drive continuous improvement.
- Build strong working relationships with distributor leadership, sales management, and product teams.
- Identify opportunities to expand partner recruitment, activation, and revenue growth.
- Drive execution of Milestone's commercial initiatives, including product launches, promotions, Dynamic SKU, Care, pricing programs, and partner incentives.
- Work with distributors to improve partner engagement and increase adoption of Milestone solutions.
- Coordinate sales activities that support regional growth initiatives.
- Review distributor performance including bookings, pipeline, forecast accuracy, partner recruitment, partner engagement, and adoption of commercial initiatives.
- Identify business risks and work with distributors to develop action plans that improve business performance.
- Provide regular business updates and market insights to North American sales leadership.
- Partner with Sales, Marketing, Global Sales Operations, Finance, Customer Success, and Global Channel teams to support distributor success.
- Support onboarding of new distributors and ensure alignment with Milestone's Partner Program.
- Share distributor feedback to improve products, programs, and partner experience.
Benefits
- Individual development plan
- Trainings and certifications
- Flexibility
- Management support and regular pulse check survey
- Opportunities for cross- functional and cross- regional collaboration
- Social events and space to connect
- medical/dental benefits
- FSA or HSA
- 401k with 6% Safe Harbor employer match
- paid parental leave
- generous PTO (20 days' vacation, 10 days paid sick time, and 12 company holidays)
- fully paid Short Term disability policy
- fully paid Long Term disability policy
- Life Insurance
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
Associate degree
