Distribution Channel Manager

Job Description 

So, what will your new role look like?   

The Distribution Channel Manager is part of the ShareGate Channel Team under the direction of the Workleap Director, Partnerships & Alliances. ShareGate by Workleap is mostly sold through partners to help them deliver on M365 Migration projects. In this role, you’ll build on the ground floor with the team and help shape the growth of the company by expanding our relationships with key distribution partners such as TD Synnex. 

Responsibilities 

• Manage relationships—Build strong relationships with distribution and channel partners to generate revenue and new opportunities. 
• Drive for performance—Develop quarterly/annual go-to-market business plans with distributors and effectively executes against plan with proven ROI. 
• Grow the number of partners—Team with distribution reps to recruit and onboard partners, having a clear understanding of the ideal partner profile and ShareGate’s value. 
• Pipeline management—Understand the distribution pipeline and key performance metrics, working with the appropriate teams to ensure all opportunities are pursued. 
• Ensure operational efficiencies – Smooth quoting, ordering, invoicing and SKU management.  
• Results driven—Perform against set KPIs and sales targets on a monthly/quarterly/annual basis. 
• Internal collaboration—Work with the other members of the channel and revenue team to collaborate and ensure success in driving company results alongside our partners. 
• Drive demand—Work with the distribution sales and marketing teams to create campaigns that promote new sales, upsell, and increase renewal opportunities. 
• Uncover growth opportunities—Work with distribution partners to identify upcoming opportunities that could expand ShareGate’s presence, strategic value, and sales.  
• Channel enablement—Execute partner sales training, ensure effective sales and marketing materials are provided, and respond to channel inquiries regarding the product, programs, sales, and promotions. 
• Communication—Consistently articulate the value of ShareGate to distribution teams and prospective partners and the value of the distribution partners internally. 

What does your future team look like?  

The channel team is quickly growing to support our strategic growth needs. Within the partnership department there will be the department Director, Managers, CAMs & Distribution Managers you will work alongside daily. In the broader team, there are channel marketing, technical enablement, and operations roles that will help support your success. 

What are the next challenges awaiting your team? 

ShareGate has found a tremendous amount of success in the channel as a loved and trusted tool for partners to complete their client migrations. The challenge for the channel team will be evolving the relationship from product-centric to strategic - helping our partners pro-actively grow their business alongside their trusted vendor, Workleap.

Qualifications 

• 3 to 5 years experience in improving sales performance of distribution channels;
• Experience in developing and executing business plans with partners;
• Strong communication, presentation and negotiation skills;
• Clear understanding of the IT channel ecosystem;
• Excellent collaboration skills;
• Problem-solving skills;
• Ability to travel 25 % of the time.