sales manager in SaaS

Описание:

ConnectWise is a software company that helps technology solution providers manage their businesses, improve sales efficiency, automate service delivery, remotely control technology, and deliver customer experiences through its platform suite.

Задачи:

• Own the distributor relationship end-to-end across strategic, commercial, and operational areas
• Act as the single point of accountability for distributor relationships within ConnectWise
• Build and maintain executive-level relationships with distributor leadership
• Define distributor strategies, coverage models, and investment priorities
• Lead quarterly business reviews 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
• Deliver distributor-sourced revenue against EMEA targets across new logos, expansion, and renewals
• Drive ARR growth across the ConnectWise portfolio through platform adoption and multi-product penetration
• Develop and execute Joint Business Plans with each distributor
• Set distributor-level targets for revenue contribution, MSP recruitment and activation, and portfolio and platform adoption
• Monitor distributor KPIs, pipeline health, and forecast accuracy
• Identify performance gaps and drive corrective action plans
• Ensure distributors are enabled to sell, demo, quote, and support ConnectWise solutions
• Own distributor enablement across sales readiness, technical capability, and support and onboarding motions
• Partner with Channel Marketing on annual joint planning for events, webinars, campaigns, and social activity
• Partner with ConnectWise Enablement, Partner Success, and Product teams to support distributor positioning, platform-led and multi-product sales, and MSP onboarding and growth
• Work with the Regional Sales Manager to translate distributor strategy into MSP-level sales execution
• Ensure clear rules of engagement between distributors, the Regional Sales Manager, and MSPs
• Enable the Regional Sales Manager with distributor context, capability insights, and leadership-level escalation support
• Participate in joint pipeline and territory reviews where distributor alignment is required
• 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
• 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

Требования:

• 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 a collaborative working style
• Strong business planning, forecasting, and performance management skills
• Comfortable influencing outcomes without direct deal-level ownership
• 8–12+ Years of experience in distributor management, channel sales, or partner leadership
• Experience working alongside direct or overlay sales organizations
• Strong experience across EMEA markets
• Fluent in Italian or Spanish
• Nice to have: Background in MSP tools, IT management, cybersecurity, or SaaS platforms

Условия:

• 0-10% Travel may be required.