Distribution Partner Account Manager – Nordics, Baltics, Eastern Europe

This is a fully remote position, open to applicants in Sweden.

📋 Description

• Reports to the Senior Director of EMEA Distribution within a global distribution organization.

• Drives corporate sales revenue with a strong emphasis on distributor-led high-potential resellers, ensuring a steady pipeline of new and emerging VARs and MSPs.

• Maintains a continuous focus on sell-in to meet distributor inventory holding metrics.

• Aligns distributor activities with the priorities of the EMEA and global distribution teams, as well as the objectives of the Regional Director.

• Develops and implements plans to optimize and assess distributor performance.

• Collaborates with Regional Directors and Channel Leaders to unlock reseller development potential.

• Manages a consistent set of Key Performance Indicators (KPIs).

• Facilitates cloud capability integration with and through distributors.

• Oversees contractual and operational negotiations.

• Leads discussions regarding inventory and stocking.

• Manages weekly bookings, point-of-sale forecasts, and expectations for stock rotation.

• Partners with distributor and Extreme channel marketing teams on strategic marketing initiatives and activities.

• Directs Quarterly Business Planning with distributors and relevant stakeholders.

• Assesses and supports distributor partner program compliance, including competency.

• Participates in establishing quarterly Value Incentive Rebate targets and monitors achievement.

• Manages Marketing Development Fund (MDF) approvals and expenditures in alignment with business and marketing strategies.

• Shares best practices and initiatives, covers for colleagues during absences when necessary, and ensures continuity of the business plan.

• Leads a virtual team of iDPAM and other colleagues.

⛳️ Requirements

• Degree-level education and/or substantial experience in distribution management.

• Proficiency in the relevant local language as well as fluent English.

• An optimistic, confident, and enthusiastic demeanor with a progressive and pragmatic approach to achieving objectives.

• A self-starter who is also a team player.

• A solid background or strong solution-selling capabilities in conveying advanced technology differentiators into the channel.

• Willing and able to travel regularly throughout the region, including some international travel.

• Availability to work during some out-of-hours periods.

• Strong skills in relationship-building, presentation, artificial intelligence, and problem-solving.

• An influential leader.

🏝️ Benefits

• On-target earnings (OTE) are structured on a 60/40 split, based on qualifications and experience, ranging between 1.2 and 1.4 million OTE.

• Opportunities for career challenges and personal growth.

• An internal culture that embraces diversity, inclusion, and equality in the workplace.