Distribution Sales Manager
ConnectWise is an industry and Global leading software company with over 3,000 colleagues in North America, EMEA and APAC. As a community-driven software company dedicated to the success of technology solution providers, our suite helps over 45,000 of our partners manage their businesses better, sell more efficiently, automate service delivery, and remotely control technology so they can consistently deliver amazing customer experiences.
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* Fluence in Dutch is essential for this role.
General Summary:
The Distributor Sales Manager owns the strategic, commercial and operational relationship between ConnectWise and its authorized distributors across the EMEA region, driving indirect revenue growth through strategic distributor engagement and joint business planning for his assigned Distributors. The role is accountable for distributor alignment, performance, enablement, and governance, ensuring each distributor is positioned to successfully recruit, support, and grow MSP partners on the ConnectWise platform. The Distributor Manager works in close partnership with the Regional Sales Manager (RSM), who leads sell through execution to MSP customers of the distributor. Together, the DSE and RSM ensure a clear separation of responsibilities while delivering a coordinated, high impact two tier go to market motion.
Essential Duties & Responsibilities:
- Own the distributor relationship end-to-end (strategic, commercial, and operational)
- Act as the single point of accountability for the distributor relationship within ConnectWise
- Build and maintain executive-level relationships with distributor leadership
- Define distributor strategy, coverage models, and investment priorities
- Lead quarterly business reviews (QBRs) and joint planning cadences
- Ensure distributor alignment with ConnectWise’s MSP-first strategy and platform vision
- Align with management on priority distributors, MSP segments, and regional focus areaa
Knowledge, Skills, and/or Abilities Required:
Strategic & Operational Distributor Ownership
- Own the distributor relationship end-to-end (strategic, commercial, and operational)
- Act as the single point of accountability for the distributor relationship within ConnectWise
- Build and maintain executive-level relationships with distributor leadership
- Define distributor strategy, coverage models, and investment priorities
- Lead quarterly business reviews (QBRs) and joint planning cadences
- Ensure distributor alignment with ConnectWise’s MSP-first strategy and platform vision
- Align with management on priority distributors, MSP segments, and regional focus areas
Distributor Performance & Business Planning
- Deliver distributor-sourced revenue against EMEA targets across new logos, expansion, and renewals
- Drive ARR growth across the ConnectWise portfolio, with focus on platform adoption and multi-product penetration
- Develop and execute Joint Business Plans (JBPs) with each distributor
- Set distributor-level targets for revenue contribution, MSP recruitment and activation, and portfolio/platform adoption
- Monitor distributor KPIs, pipeline health, and forecast accuracy
- Identify performance gaps and drive corrective action plans
Go-to-Market Enablement (Framework Ownership)
- Ensure distributors are enabled to sell, demo, quote, and support ConnectWise solutions
- Own distributor enablement across sales readiness, technical capability, and support/onboarding motions
- Partner with Channel Marketing to deliver annual joint planning for events, webinars, campaigns, and social activity
- Partner with ConnectWise Enablement, Partner Success, and Product teams to ensure distributors can position the value proposition, sell platform-led and multi-product motions, and support MSP onboarding and growth
Collaboration with Regional Sales Manager
- Work closely with the RSM to translate distributor strategy into MSP-level sales execution
- Ensure clear rules of engagement between distributor, RSM, and MSPs
- Enable the RSM with distributor context, capability insights, and leadership-level escalation support
- Participate in joint pipeline and territory reviews where distributor alignment is required
Commercial & Governance Responsibility
- Own distributor agreements, pricing structures, margins, and programs
- Govern deal registration frameworks and channel conflict resolution
- Ensure distributor compliance with ConnectWise policies and regional regulations
- Coordinate with Finance, Legal, and Revenue Operations on renewals and amendments
Market Insight & Strategy Input
- Act as the primary voice of distribution into ConnectWise EMEA leadership
- Provide structured feedback on MSP buying behavior, adoption barriers, competitive dynamics, portfolio gaps, and enablement needs
- Influence regional partner and distribution strategy
Knowledge, Skills, and/or Abilities Required
- Proven ownership of complex two-tier distribution relationships
- Strong understanding of MSP business models and SaaS monetization
- Proven success selling or managing B2B SaaS platforms
- Ability to operate at both strategic and operational levels
- Strong channel governance mindset with collaborative working style
- Strong business planning, forecasting, and performance management skills
- Comfort influencing outcomes without direct deal-level ownership
Educational/Vocational/Previous Experience Recommendations:
- 8-12+ years’ experience in distributor management, channel sales, or partner leadership
- Experience working alongside direct or overlay sales organizations
- Background in MSP tools, IT management, cybersecurity, or SaaS platforms
- Strong experience across EMEA markets
- Fluence in Dutch is essential for this role
Working Conditions:
- Onsite/Hybrid/Remote depending on location
- 0-10% travel may be required
ConnectWise is an Equal Opportunity Employer, dedicated to building a diverse and inclusive workforce and providing a workplace free from discrimination and harassment. ConnectWise provides equal employment opportunities to all employees and applicants without regard to race, ethnicity, color, religion, age, sex (including pregnancy), sexual orientation, gender, gender identity or expression, ancestry, national origin, citizenship status, physical or mental disability, genetic information, military/veteran status, marital status, familial or parental status, or any other characteristic or status protected by applicable federal, state and local laws.
The statements above are intended to describe the general nature and level of work being performed by individuals assigned to this job. Other duties may be assigned as needed. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the job and/or to receive other benefits and privileges of employment. If you need a reasonable accommodation for any part of the application and hiring process, please contact us at [email protected] or 1-800-671-6898.