Senior Manager, Channels Commercial Distribution

Summary

Join Ivanti as a Senior Manager – Channels Commercial Distribution and play a key role in driving revenue growth through channel partners in the commercial distribution sector. You will develop and execute strategies to expand market reach, optimize channel operations, maintain strong business relationships, and ensure alignment of channel sales activities with the company's objectives. This position requires strategic leadership, excellent relationship management skills, and expertise in commercial distribution models. You will lead a team, work closely with channel partners, and contribute to the company's success by driving channel sales and expanding the distribution network.

Requirements

• Bachelor’s degree in Business Administration, Marketing, Sales, or a related field; MBA preferred
• Minimum of 8–10 years of experience in channel sales, distribution management, or a related field, preferably within the commercial sector
• Demonstrated experience scaling channel networks and managing large distributor/partner relationships
• Proven track record of achieving and exceeding sales targets
• Proficiency in CRM systems, analytics tools, and sales software
• Strong understanding of commercial distribution models and agreements
• Ability to forecast sales, analyze trends, and develop strategic plans based on data insights
• Exceptional relationship management and negotiation skills
• Strategic thinking and problem-solving capabilities
• Leadership and team management skills, with the ability to motivate and develop others
• Strong communication skills (both verbal and written) to effectively engage channel partners and internal stakeholders
• Results-driven and highly organized, with attention to detail
• Entrepreneurial mindset with a passion for business growth and market development
• Ability to work independently and in fast-paced, dynamic environments
• Collaborative and adaptable with a focus on building lasting partnerships
• Primarily office-based, with frequent travel required to meet with channel partners, attend events, or support regional distribution activities
• Willingness to travel domestically and internationally based on market needs

Responsibilities

• Create and execute comprehensive strategies for channel distribution in the commercial sector to meet sales and revenue goals
• Identify opportunities for channel expansion and new partnerships in alignment with business growth objectives
• Design programs and incentives to motivate channel partners and maximize their performance
• Collaborate with leadership to execute and monitor annual sales plans for distribution channels
• Build and maintain strong relationships with existing commercial channel partners, including distributors, wholesalers, and resellers
• Serve as the primary liaison between the company and channel partners, ensuring clear communication and alignment on objectives
• Identify challenges and opportunities within partner relationships and lead efforts to address these collaboratively
• Lead and oversee the achievement of revenue targets and other KPIs within the commercial distribution channels
• Monitor partner performance, including sales trends, coverage, and adherence to targets
• Implement corrective actions when channel partners do not meet performance metrics
• Provide data-driven insights to help partners optimize their sales strategies
• Strategically identify, recruit, and onboard new commercial channel partners to expand the distribution network
• Evaluate potential partners and negotiate agreements that align with the company’s goals
• Drive market expansion through targeted channel strategies, including penetration into new industries or regions
• Lead, mentor, and manage a team of channel managers and sales professionals to ensure high performance in channel distribution initiatives
• Set clear goals, provide ongoing feedback, and create development plans for direct reports
• Foster collaboration, innovation, and professionalism within the team
• Work closely with sales, marketing, supply chain, and product teams to ensure channel partners have the resources they need to succeed
• Collaborate to implement marketing campaigns, promotional activities, and joint initiatives to boost channel sales and visibility
• Provide feedback to internal teams on market trends, customer demands, and potential product enhancements
• Optimize processes and systems to ensure seamless interaction with channel partners, including order management, forecasting, and inventory planning
• Ensure compliance with contracts, agreements, pricing guidelines, and company policies
• Continuously assess and improve channel efficiency and operational effectiveness
• Regularly track and report performance metrics, revenue forecasts, and channel partner activities to senior leadership
• Analyze data to identify trends, opportunities, and risks within the commercial distribution channels
• Provide actionable recommendations to enhance channel performance and revenue generation