Distribution Director EMEA

Keepit

About The Position

Keepit is looking for a Distribution Director EMEA to drive our relationships with EMEA Saas/IT distributors and accelerate our business with partners in the region. We are growing fast as a company, and we are set on using our momentum to bring our Next Level SaaS Data Protection to a global audience. As Distribution Director EMEA, you will play an essential role in our global expansion as we sell everything through a Partner-Only Sales Strategy. Shaping strong and trusted connections with our partners is one of the keys to ensuring long-lasting and mutually beneficial partnerships. As Distribution Director in EMEA, you will focus on hiring, onboarding, enabling, and developing our distribution partners and ensure they help us expand our business with VARs, SIs, and MSPs in the region. As Distribution Director EMEA, you will be joining our team of partner sales professionals and IT entrepreneurs. You will report to Jan Ursi our Global VP of Channels & Partner Sales. At Keepit, we take pride in being an equal opportunity employer and recognize how being a diverse workplace strengthens our product, customer relationships, and work culture.

Requirements

Commercial Understanding of the EMEA SaaS/IT Distribution Ecosystem: To empower our distributors, we expect the candidates to have the required knowledge and skills about the IT/SaaS distribution industry, as well as business development skills to drive our distributors develop our partners such as: resellers, system integrators, managed service providers. Understanding and experience with marketplaces will also be valued.
Stakeholder Management: Having the competency to work with cross-functional teams and manage various stakeholders’ perspectives is one of the keys to achieving success in the role. This calls for the ability to balance expectations and negotiate successful resolutions through strong communication skills and the ability to explain Keepit’s solution in a simple manner.
A Structured Approach to SaaS Distribution Business Development: We are looking for a person motivated by increasing our partner sourced revenue based on new sales opportunities. This requires the ability to organize and prioritize your tasks, maintain a high level of productivity, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment. Experience with a programmatic approach to business development and practice of co-designing and executing joint business plans is required.
English (& other EMEA languages) Skills: We use English as our company language, and high proficiency in English is required. As you will be working with EMEA distributors, the business practice of one or several additional EMEA languages will be valued as an advantage.
Entrepreneurial Spirit: We are reaching for the stars, and we know that to reach them, we need people who love thinking outside the box, take ownership of their tasks and are passionate about building a good work environment that fosters great collaboration across our organization. We are looking for someone who can help our team succeed and who is motivated by helping us build and sustain a fair and fun work environment at Keepit.

Responsibilities

Plan and execute the EMEA Distribution sales strategy in alignment with the Keepit Sales and Partner strategy.
Contribute to the evolution of our Global Distribution Program.
Agree on KPI’s with distribution partners and performance manage them to achieve the agreed incremental outcome regarding partner acquisition, partner activation, pipeline generation and incremental bookings.
Develop and maintain strong relationships with key decision-makers and champions at new and existing distributors.
Enable and activate distributors so that they help us grow our SaaS data protection business with our EMEA partners: this will cover in particular driving our distributors to support the growth of Keepit with relevant new partner hiring, partner enabling, partner pipeline development, and partner assistance during the sales cycle.
Drive operational excellence with distribution partners to honor SLA’s around quotation service, ordering, quarter-end closing, in time payments, credit, etc.
Ensure both Keepit and Partner satisfaction by addressing issues and working closely with our internal and partner sales teams
Maintain accurate and in-time records of all Distribution sales and marketing activities in our CRM and PRM systems to contribute to overview, accurate sales pipeline, and forecasting.
Stay updated with the latest industry trends and technologies, in the field of SaaS distribution.
Collaborate with Keepit sales leaders, channel leaders and marketing leaders to execute a distribution plan that helps partner acquisition and activation to drive incremental pipeline and revenue (eg. Distribution Managed Partner growth).
Provide structural support with distributors to the Keepit focus partners managed by the Keepit partner managers.