Distribution Manager Jobs

About The Position

Requirements

• Deep technology sales and channel-management expertise, with substantial experience owning distribution accounts and supporting major IT distributors with annual revenues exceeding $2B.
• Experience across partner distribution and Public Sector markets, with a demonstrated history of exceeding annual revenue and partner-growth objectives.
• Experience in cybersecurity, SaaS, cloud infrastructure, or enterprise software, plus working knowledge of the cybersecurity and email-security competitive landscape.
• Strong understanding of the partner ecosystem and how distributors recruit, support, train, enable, and grow a channel partner base.
• Strong command of sell-in, sell-through, and sell-out motions; distribution financing; vendor rebate programs; MDF; business planning; partner recruitment; enablement; and distribution-led demand generation.
• Sound knowledge of opportunity qualification, deal-cycle management, pipeline development, and disciplined forecasting.
• The business acumen to understand distribution economics and structure programs that create value for Mimecast, distributors, and partners.
• Analytical capability to turn POS, pipeline, renewal, and consumption data into actionable business plans, supported by advanced Excel and AI skills and CRM proficiency; Tableau experience is desirable.
• Understanding of traditional resale businesses as well as Managed Service Provider and marketplace models.
• Executive-level communication and influencing skills, with the ability to build alignment across highly matrixed organizations without direct authority.
• The ability to operate effectively in a fast-paced, ambiguous environment while remaining composed, accountable, practical, and attentive to detail.
• A collaborative, energetic approach and the ability to build strong working relationships across commercial, marketing, technical, and cross-functional teams.

Nice To Haves

• Tableau experience is desirable.

Responsibilities

• Partner with Mimecast Account Executives and the Partner Team to set and execute the go-to-market strategy for assigned distributor partners.
• Build and own joint business plans that support, train, recruit, and grow Mimecast partners across distributor networks.
• Align the sales organization through targeted demand-generation and partner-alignment activities.
• Drive sales and technical enablement through distributor partners, ensuring the right resources are in place to support partner growth and contribution.
• Build trusted relationships with distributor stakeholders, from the C-suite and commercial leaders to marketing and technical teams.
• Generate demand and accurately forecast partner-sourced, targeted-technology, and retention-based opportunities in partnership with channel and sales teams.
• Build and manage distributor marketing plans and budgets, including co-marketing, MDF, and demand-generation investments that deliver a clear return.
• Collaborate across Sales, Sales Engineering, Product Marketing, Marketing, Operations, and Legal to deliver a world-class experience for distributors and their partners.
• Monitor and report weekly on distribution-channel performance, translating POS, pipeline, renewal, and consumption data into insights and recommended actions.
• Navigate ambiguity and resolve challenges with practical solutions that protect distributor relationships and move the business forward.

Benefits

• The US OTE range for this position is $152,000-$228,000 + benefits.
• This position may also be eligible for other related benefits.