Distribution Sales Manager, Saudi Arabia

5 days ago

Riyadh, Ar Riyāḑ, Saudi Arabia Nutanix Full time

Hungry, Humble, Honest, with Heart.

The Opportunity

Are you a strategic thinker with a passion for sales and distribution? Do you have a proven track record in managing and expanding distribution and broad channels? Join our dynamic team and play a key role in driving growth and success in our organization.

The Distribution Sales Manager will be responsible for driving sales through a broad channel and distribution network, including distributors, resellers, and strategic partners. This role requires effective relationship management, the development of channel strategies, and the implementation of sales programs to expand the company's market presence and increase revenue. The ideal candidate will possess strong communication, negotiation, and strategic planning skills, with experience in managing large and diverse partner ecosystems.

About the Team

The Distribution Sales Manager will join the Channel & OEM Emerging Markets team at Nutanix. This team is primarily focused on fostering growth and driving sales through strategic partnerships across the assigned region. The culture of this team is built on collaboration, continuous learning, and a passion for achieving ambitious goals that positively impact both the organization and its partners.

You will report to the Director - Channel & OEM Emerging Markets, who emphasizes a balance between high-level strategy and day-to-day relationship-building. This leadership style fosters an environment where team members feel empowered, supported, and motivated to contribute to the channel ecosystem.

Your Role

  • Channel Strategy Development
    • Develop and implement a comprehensive channel/distribution sales strategy that aligns with the company's overall business goals.
    • Identify and evaluate potential channel partners (distributors, resellers, VARs, etc.) and establish strategic relationships to grow market share.
    • Create and execute go-to-market plans for the top broad channel partners.
    • Create velocity through distribution, Own & Manage the Distribution Joint business plan Including Qbr's to monitor progress.
  • Partner Recruitment and Onboarding
    • Build & Develop existing partners ensuring they meet company criteria for performance and market potential.
    • Oversee the onboarding process for new partners, including training on product offerings, pricing structures, and sales processes.
    • Ensure partners are equipped with the necessary sales and marketing tools to effectively represent the company.
  • Relationship Management
    • Cultivate strong, long-term relationships with channel partners, acting as the primary point of contact for sales, support, and business development needs.
    • Regularly engage with partners and resolve any issues that may arise with channel partners to maintain a positive, productive partnership.
    • Focus on long-term growth strategies for channel partners, ensuring the sustainability and scalability of the ecosystem.
  • Sales Performance Monitoring and Reporting
    • Own and manage the targets with broad channel partners, track and analyze channel sales performance through key metrics such as revenue, market penetration, and sales growth.
    • Prepare and deliver regular performance reports including insights on opportunities and challenges within the channel.
    • Regular cadence with partners to provide feedback and support to optimize their sales performance.
  • Channel Marketing Support
    • Work with partners on co-marketing initiatives, including joint promotions, events, and campaigns to generate incremental revenue.
    • Leverage the partner program and other special promotions to motivate channel partners to achieve sales targets.
  • Market Intelligence and Competitive Analysis
    • Conduct regular analysis of competitor channel strategies, identifying strengths, weaknesses, and potential areas for growth or differentiation.
    • Keep track of market trends and emerging technologies to help adjust channel strategies and stay competitive.
  • Cross-functional Collaboration
    • Work closely with internal teams, including Sales, Marketing, Product, and Operations, to align on channel strategy and ensure seamless execution.
    • Relay valuable feedback from partners to the company's internal teams to help shape the business development, customer support, and sales strategies.

What You Will Bring

  • 6+ years of experience in channel sales, distribution, or partner management, with a proven track record of driving sales growth through indirect sales channels.
  • Strong negotiation and relationship management skills.
  • Excellent communication and presentation abilities.
  • Analytical mindset, with the ability to track, measure, and analyze channel performance.
  • Ability to develop and implement channel sales programs and strategies.
  • Proficiency in CRM tools, sales enablement platforms, and MS Office Suite.
  • Strong problem-solving skills and the ability to work in a dynamic, fast-paced environment.
  • Willingness to travel (if applicable) to meet with partners and support events or training programs.

Work Arrangement

On Site: This role is based on-site, offering the opportunity to collaborate face-to-face with team members in a dynamic and engaging work environment. Being physically present allows for seamless teamwork and direct access to resources that support your success. Additional team-specific guidance and norms will be provided by your manager.

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