[Remote] Manager, Distributor and Indirect Channel Sales

Note: The job is a remote job and is open to candidates in USA. DoiT is a global technology company that helps cloud-driven organizations leverage the cloud for business growth and innovation. The Manager, Distributor and Indirect Channel Sales will lead revenue growth through DoiT’s distribution and partner ecosystem, overseeing strategy and execution while managing a team focused on expanding DoiT’s presence within the Ingram portfolio.

Responsibilities

• 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
• Build scalable partner enablement and sales engagement frameworks that drive consistent partner-sourced pipeline
• 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
• 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
• 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

Skills

• 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

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

Company Overview