Manager, Distributor and Indirect Channel Sales

DoiT International

Manager leading Distributor and Indirect Channel Sales for a tech company specializing in cloud solutions. Focusing on scaling revenue through global distribution and partner ecosystems.

Posted 4/29/2026full-timeRemote • 🇺🇸 United StatesSeniorLeadWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Recruit, develop, and lead a high-performing team responsible for driving revenue through distribution and indirect channel partnerships.
Provide coaching, mentorship, and performance management to ensure team members consistently achieve pipeline and revenue targets.
Establish clear sales processes, metrics, and operating rhythms to ensure forecast accuracy and pipeline health across the team.
Partner with Sales Leadership to define territory strategy, quotas, and partner coverage models that support scalable growth.
Own the overall strategy for growing DoiT’s presence within the Ingram ecosystem and broader distribution channel.
Identify, recruit, and onboard new distributors that expand DoiT’s reach across key markets and partner segments.
Develop strategic relationships with distribution leadership to align on joint business plans, revenue goals, and go-to-market initiatives.
Drive new logo acquisition by leveraging distributor and partner ecosystems to source and accelerate opportunities.
Collaborate with cloud partner account teams, distributors, and resellers to build predictable, high-quality pipeline.
Oversee joint account planning, deal registration processes, and co-sell workflows across indirect channels.
Partner with Deal Desk, Solutions Engineering, and regional leadership to structure strategic deals and pricing models.
Serve as the internal subject matter expert on distribution-led cloud channel sales and partner economic models.
Provide ongoing feedback to Alliances, Marketing, and GTM Strategy teams regarding partner performance, pipeline trends, and opportunity quality.
Work with Marketing to design partner-focused campaigns, events, and demand generation initiatives.
Partner with Alliances leadership to develop scalable co-sell motions and repeatable partner sales playbooks.

Requirements

What you’ll need

7+ years of sales experience with at least 2–3 years in sales leadership or team management
Proven experience in B2B sales across SaaS and/or Cloud industries
Strong experience working within partner ecosystems, distribution channels, or indirect sales models
Demonstrated ability to recruit, develop, and scale high-performing sales teams
Proficient industry knowledge involving channel sales, cloud marketplaces, and partner incentive structures
Tool fluency: CRM, CPQ, CLM
Exceptional communication, stakeholder management, and prioritization skills

Benefits

Comp & perks

Unlimited Vacation
Flexible Working Options
Health Insurance
Parental Leave
Employee Stock Option Plan
Home Office Allowance
Professional Development Stipend
Peer Recognition Program

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B salessales leadershipteam managementchannel salescloud marketplacespartner incentive structures

Soft Skills

coachingmentorshipperformance managementcommunicationstakeholder managementprioritization