Director of Distribution Channel
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Job Description
Director of Distribution Channel overseeing distribution partners and sales strategies for Sangoma's unified communications solutions. Leading team and driving sales growth across Texas and Georgia.
Responsibilities:
- Develop and execute distribution strategies to meet regional sales goals.
- Build and manage long-term relationships with distribution partners to drive growth and maximize revenue.
- Collaborate with distributors to create and implement business plans to increase product reach and sales performance.
- Provide training, support, and guidance to distribution partners to ensure they are well-equipped to represent Sangoma products.
- Ensure the seamless execution of the distribution process, including demand forecasting, inventory management, and order fulfillment.
- Conduct regular business reviews with distribution partners to evaluate performance, identify growth opportunities, and address any concerns.
- Drive demand generation activities in collaboration with marketing teams, including product launches, promotions, and events tailored to the distribution channel.
- Manage the full sales cycle, including contract negotiations with distribution partners.
- Ensure accurate and up-to-date documentation of sales activities and partner interactions in Salesforce.
- Monitor key sales metrics and performance indicators to assess progress, identify areas for improvement, and make data-driven recommendations.
- Represent Sangoma at industry trade shows, conferences, and other events to promote distribution partnerships and solutions.
- Collaborate with the product management team to ensure distributors are equipped with the latest product knowledge and marketing materials.
- Stay informed on market trends and competitors' activities to inform distribution strategies.
- Lead the negotiation and renewal of distribution agreements.
- Conduct regular sales meetings and performance reviews to motivate and guide the team.
- Recruit, train, mentor, and manage a distribution channel team.
- Set clear performance expectations and provide ongoing feedback and support to ensure team members achieve their goals.
- Provide regular reports to senior management on sales performance, market trends, and competitive activities.
Requirements:
- Minimum 5 years of proven experience managing distribution channels, preferably in the unified communications, telecommunications, or SaaS industry.
- Minimum 3 years building and managing a distribution team
- Strong understanding of channel management and distribution partner ecosystems.
- Proficiency in Salesforce CRM and data analysis tools to drive strategic decision-making.
- Demonstrated ability to drive sales and meet targets through distribution partners.
- Excellent communication, negotiation, and relationship management skills.
- Proven ability to work independently, manage multiple priorities, and travel as required (up to 50%).
- Experience with Office 365 a must.
Benefits:
- Extensive Benefit Options (Health, Vision, Dental, Long & Short-term Disability) are effective after a short waiting period
- Matching 401K program - 100% match on 4%.
- Employee Stock Purchase Plan after one year of service.
- Flexible Time Off & Company Holidays
- Entrepreneurial work environment partnered with high growth career opportunities.
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