Sangoma Technologies is hiring a Director of Distribution Channel to lead the growth and management of our global distribution partnerships. This role is responsible for cultivating strong relationships with distributors to increase product availability and drive sales, collaborating closely with internal sales, marketing, and product teams.
What You'll Do
- 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.
- 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.
What We're Looking For
- Proven experience in a senior distribution or channel management role.
- Strong track record of developing and executing channel strategies that meet sales targets.
- Demonstrated ability to build and manage long-term, productive relationships with distribution partners.
- Experience managing the full sales cycle, including complex contract negotiations.
- Experience recruiting, training, and leading a team.
- Excellent analytical skills for monitoring sales metrics and making data-driven recommendations.
- Strong presentation and communication skills for business reviews and industry events.
- Ability to collaborate effectively with cross-functional teams including sales, marketing, and product.
Technical Stack
- Salesforce
Team & Environment
You will manage a distribution channel team, setting goals and providing mentorship to drive performance.
Work Mode
This is a remote position with a global scope.
Sangoma Technologies is an equal opportunity employer.
