Director of Distribution

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.

Major Areas of Responsibility:


* 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

Specific Responsibilities:


* 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

Required knowledge, skills and abilities:


* 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 ...