Manager, Distributor and Indirect Channel Sales

The Opportunity

The Manager, Distributor and Indirect Channel Sales will be responsible for leading and scaling revenue growth through DoiT’s global distribution and partner ecosystem. This role will oversee the strategy and execution of DoiT’s distribution-led sales motion, with a primary focus on expanding DoiT’s presence within the Ingram portfolio while enabling partners to successfully position and sell DoiT solutions.

This leader will manage and develop a team responsible for identifying, qualifying, and closing opportunities sourced through the Ingram channel and other distribution partners. In addition to driving revenue through the existing Ingram relationship, the Manager will play a critical role in identifying, recruiting, and onboarding new distributors that can extend DoiT’s reach across key markets and partner segments.

The role requires building strong strategic relationships with distribution leaders, aligning on joint go-to-market initiatives, and developing scalable programs that enable distributors, resellers, and ecosystem partners to successfully sell and support DoiT offerings. This individual will work closely with DoiT’s Alliances, Product, Marketing, and Sales leadership teams to generate pipeline, influence market demand, and accelerate partner-led opportunities.

This is a leadership role for someone who thrives in complex partner ecosystems and excels at building high-performing teams, developing scalable channel motions, and driving growth through distribution and shared-selling models.

Responsibilities

• Team Leadership & Performance Management: 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.
• Channel Strategy & Distribution 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. Build scalable partner enablement and sales engagement frameworks that drive consistent partner-sourced pipeline.
• Pipeline Development & Partner Collaboration: 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. Ensure the team deeply understands partner incentives, programs, and customer contexts to maximize co-sell alignment.
• Sales Execution & Revenue Oversight: Oversee the full partner-driven sales lifecycle from qualification through close across the team’s portfolio of opportunities. Ensure the team effectively positions DoiT Cloud Intelligence and related offerings with clear business outcomes and long-term value. Partner with Deal Desk, Solutions Engineering, and regional leadership to structure strategic deals and pricing models. Maintain accurate forecasting and CRM discipline across all partner-sourced opportunities.
• Market Insight & Cross-Functional Collaboration: 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.

Qualifications

• 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

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