National Account Manager

8x8, Inc. (NASDAQ: EGHT) believes that CX limits were meant to be shattered. We connect people and organizations through seamless communication on the industry's most integrated platform for Customer Experience—combining Contact Center, Unified Communications, and CPaaS APIs. The 8x8® Platform for CX integrates AI at every level to enable personalized customer journeys, drive operational excellence and insights, and facilitate team collaboration.

We help customer experience and IT leaders become the heartbeat of their organizations, empowering them to unlock the potential of every interaction. With one platform, one ecosystem, and one data model, you can turn every team into a customer-facing team and unify your CX to conquer the complexity. 

As an organization, we are looking for Team8s who are AI-proficient, open to innovation, and skilled in leveraging AI for efficiency and growth.

Learn more on our company website at www.8x8.com follow our pages on LinkedIn, Twitter, Facebook and Instagram.

We are seeking an experienced and highly motivated Distribution Manager to lead and grow our strategic partnerships with our three primary distributors in the United States: Ingram Micro, TD Synnex, and ScanSource. This role is critical to the execution of our channel sales strategy and is directly accountable for driving quarter-over-quarter bookings growth and reseller recruitment through our distributor relationships.

You will serve as the primary liaison between our company and the distributors, ensuring alignment on sales targets, marketing initiatives, training programs, and partner enablement. This is a cross-functional role that requires collaboration with Sales, Marketing, Product, Finance, and Operations to optimize the performance of our two-tier channel.

Responsibilities

Relationship Management

• Own and deepen strategic relationships with Ingram Micro, TD Synnex, and ScanSource.
• Serve as the single point of contact for distributor partner managers, marketing teams, and inside sales groups.
• Conduct regular business reviews (QBRs) with each distributor to evaluate performance and plan growth strategies.

Sales Enablement & Execution

• Drive distributor-led sales motions that support pipeline development and bookings growth.
• Develop and manage joint business plans and ensure consistent execution of go-to-market activities.
• Analyze distributor sales performance and provide insights, forecasts, and action plans to maximize results.

Reseller Recruitment & Activation

• Build and execute programs to recruit, onboard, and activate new resellers via distributor networks.
• Track and report on new reseller acquisition and early-stage partner performance.
• Collaborate with distributor partner recruitment teams to identify and target high-potential resellers.

Marketing & Demand Generation

• Coordinate co-branded marketing campaigns, webinars, and events with distributor marketing teams.
• Manage MDF (Market Development Funds) usage to ensure ROI and alignment with sales goals.

Training & Partner Enablement

• Ensure distributor teams are properly trained on product offerings, value propositions, and sales tools.
• Oversee enablement plans that drive product knowledge and sales readiness across the channel.

Operational Oversight

• Work with internal operations teams to streamline pricing, order fulfillment, and reporting processes.
• Monitor distributor compliance with contractual terms and SLAs.

Key Metrics of Success

• Quarter-over-quarter growth in distributor-driven bookings.
• Consistent recruitment and onboarding of new resellers via distributor programs.
   

Qualifications

5+ years of experience in channel, distribution, or partner management in a SaaS or tech company.

Proven success managing large distributor relationships (e.g., Ingram Micro, TD Synnex, ScanSource).

Deep understanding of the two-tier distribution model and indirect sales motions.

Strong sales acumen and a track record of exceeding revenue goals through channel programs.

Experience building and executing go-to-market strategies with distributors and resellers.

Excellent relationship-building, communication, and negotiation skills.

Ability to work cross-functionally in a fast-paced, results-oriented environment.

Data-driven mindset; experience with Salesforce, PRM tools, and distributor dashboards.

Willingness to travel as needed (approx. 15–25%).

The compensation range reflects the Company’s good faith belief at the time of posting. 8x8 has different base pay ranges for different work locations within the United States, which allows us to pay employees competitively and consistently in different geographic markets. The range above reflects the potential base pay across the U.S. for this role; the applicable base pay range will depend on what ultimately is determined to be the candidate’s primary work location. Further, individual base pay depends on various factors, in addition to primary work location, such as complexity and responsibility of role, job duties/requirements, and relevant experience, knowledge, success, education and skills. Base pay ranges are reviewed and typically updated each year. Offers are made within the base pay range applicable at the time. Certain roles are eligible for additional rewards, including discretionary merit increases, bonus and/or stock. Certain roles have the opportunity to earn sales variable compensation incentives based on the terms of the plan and the employee’s role.

Salary Ranges:

8x8 is proud to provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics.

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