Distribution Development Manager

This is a fully remote position, open to applicants in New York, +1 more state.

📋 Description

• Manage a specific subset of developing distribution partners within a designated territory.

• Formulate growth strategies for assigned distributors and scalable partner development initiatives.

• Design and implement territory strategies to elevate partners from developing status to consistently high-performing.

• Oversee partner recruitment, activation, and engagement efforts.

• Conduct training and enablement sessions for distributor teams.

• Act as a trusted advisor to distributor contacts, influencing key business decisions and growth investments.

• Facilitate quarterly business reviews, business assessments, and training sessions, including executive discussions.

• Coordinate sales, marketing, operations, enablement, and distribution stakeholders to align with distributor growth plans.

• Develop, lead, and execute programs or enhancements with measurable impacts that extend beyond assigned distributors.

• Monitor distributor activation and performance, identifying partners that require additional support and adjusting plans accordingly.

• Provide informal coaching to Distribution Development Manager I team members.

• Address routine distributor issues and conflicts, escalating more complex problems as necessary.

⛳️ Requirements

• Bachelor’s degree or equivalent professional experience.

• A minimum of two years of experience in channel, partner, or sales roles.

• Proven ability to independently manage a partner portfolio.

• Expertise in partner relationship management.

• Proficiency in pipeline forecasting and customer relationship management (CRM).

• Skills in territory and business plan development.

• Experience in presentation and enablement delivery.

• Ability to collaborate across functions.

• Knowledge of channel and distribution programs.

• Familiarity with partner business planning processes (preferred).

• Experience with technology distributors (preferred).

• Prior experience in a security or software-as-a-service (SaaS) technology company (preferred).

• Candidates must reside in the greater Buffalo, NY area or the greater Greenville, SC area.

• Employment may be subject to background checks and additional regulatory, security, compliance, data protection, export control, and authorization requirements where applicable.

🏝️ Benefits

• Equity for all employees.

• Flexible time off and paid volunteer days.

• 401(k) contribution and matching.

• Training and career development programs.

• Comprehensive private benefits plan including medical, mental health, dental, disability, life and AD&D, and value-added services.

• Robust Employee Assistance Program (EAP) offering mental health services.

• Fertility support and paid parental leave.

• Variable incentive compensation.

• New hire equity grants.