Director of Distribution

Overview

Primary Objectives: Develop, oversee and execute comprehensive channel strategy aligned with company revenue goals and market expansion objectives. Build and maintain a high-performing partner ecosystem that drives significant revenue growth while ensuring partner satisfaction and retention.

Primary Objectives: Develop, oversee and execute comprehensive channel strategy aligned with company revenue goals and market expansion objectives. Build and maintain a high-performing partner ecosystem that drives significant revenue growth while ensuring partner satisfaction and retention.

• Identify, recruit, and onboard high-potential channel partners in target markets and verticals
• Design partner tier structures, incentive programs, and go-to-market strategies that drive partner engagement and performance
• Establish channel revenue targets and create plans to achieve or exceed quarterly and annual goals
• Build and maintain strong executive relationships with key channel partners
• Conduct regular business reviews with partners to assess performance and identify growth opportunities
• Create joint business plans with top-tier partners to align objectives and drive mutual success
• Develop partner advisory councils to gather feedback and strengthen the partner community
• Collaborate with direct sales teams to ensure channel conflict resolution and account alignment

• Design and implement partner training programs, certification paths, and enablement resources
• Create sales tools, collateral, and playbooks that empower partners to sell effectively
• Establish partner onboarding processes that accelerate time-to-productivity
• Manage channel marketing initiatives including co-marketing campaigns and demand generation
• Develop partner portal and systems to streamline communication and resource access
• Monitor and optimize partner deal registration, quoting, and order fulfillment processes
• Set clear KPIs and metrics to measure channel performance, partner productivity, and pipeline health
• Implement dashboards and reporting systems to track revenue, market share, and partner contribution
• Conduct pipeline reviews and forecast channel revenue accurately
• Identify underperforming partners and create improvement plans or transition strategies
• Partner with marketing to develop channel-specific campaigns and lead generation programs
• Work with product management to communicate partner feedback and influence product roadmap
• Coordinate with legal and finance on partner contracts, commission structures, and deal approvals
• Build, lead, and mentor a high-performing channel management team
• Set team goals, conduct performance reviews, and foster professional development
• Adhere to all company policies, procedures and code of business ethics

• Deep understanding of channel economics, partner business models, and indirect sales dynamics
• Strong financial acumen with experience managing channel P&L and partner incentive budgets
• Excellent negotiation skills and experience structuring complex partner agreements
• Experience with CRM systems (Net Suite a plus) and partner relationship management (PRM) platforms
• Outstanding presentation and communication skills with ability to influence at executive levels
• Knowledge of logical access control, identification used in manufacturing, MFP printers and secure printing technology
• Proficiency in Microsoft products including Outlook, Excel, and Power Point
• Knowledge of channel incentive programs, MDF/co-op funds, and rebate structures

A Bachelor's degree in Business, Engineering, or related field, plus 8+ years of experience in channel sales, partner management, or B2B sales leadership is required. 3+ years in a leadership role managing channel programs and teams. Proven track record of building and scaling successful channel programs that drive significant revenue growth. Experience managing global or multi-regional channel programs and multiple channel types (distributors, resellers, VARs, systems integrators, MSPs) preferred.

None specified

Home Office based / Business travel as necessary (roughly 40-60%), but will vary based upon the needs of the business.

• Health, Dental, Vision
• Employer Paid Life/STD/LTD
• 401K + Company Match
• Parental Leave
• Employee Stock Purchase Program
• Educational Assistance
• Competitive PTO Package & Paid Company Holidays
• Wellness Program

In addition to supplying us with your resume, we ask that you take our Behavioral Assessment through Predictive Index by going to the following link:

• Complete the assessment in a quiet place, free from interruption, in one session
• Take as much time as you wish to complete this assessment— typically takes