Distribution Business Manager
Core
Drive GTM relationships and business execution with large Public Sector distributors in the NextWave partner ecosystem.
Role type
Senior IC Distribution Business Manager (Public Sector)
Builds
Distributor business plans, go-to-market strategies, and channel sales performance for Public Sector accounts.
Domain
Cybersecurity / Public Sector / Channel Sales
Deliverable
client delivery
Required skills
distribution or channel management, vendor channel sales management, program or business unit management, technology solution selling, influencing senior partner executives, complex partner and territory planning, business plan development, KPI and ROI reporting, public speaking, virtual team leadership, negotiation, IT sales and business development
Preferred skills
strategic planning, market transition analysis, pipeline management, rebate and fund management, cross-functional collaboration
Technologies
Clari, SFDC
Responsibilities
Lead recurring Business Review meetings (QBRs) with cross-functional teams; update annual business plans and set quarterly targets; establish senior executive relationships to influence distributor investments; manage Distribution Rebates, Development Funds, and Co-Funded Heads; monitor open pipeline and lead weekly forecast calls; coordinate alignment between distributors and inside sales teams; present product updates and best practices to distributors; handle escalations regarding order processing and distributor credit; ensure distributor compliance with NextWave Program requirements.
Seniority
Senior, hands-on IC