Senior Manager, Commercial Distribution
Ivanti
Austin, Texas
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JOB DETAILS
LOCATION
Austin, Texas
POSTED
4 days ago
Our Culture
At Ivanti, our culture is shaped by the values that inspire and guide us every day. We believe that the way we work-together, passionately, and authentically, is just as important as the results we deliver. Our core values foster collaboration, keep customers at our core, raise the bar for performance, and hold us accountable to the highest standards. Here's what drives us:
Win Together: Open collaboration is the foundation for our success. Transparent communication, mutual trust, and strong alignment help us win as a unified team.
Customers at our Core: IT & Security teams are at the center of our customers' innovation. We understand, value, prioritize, and obsess over our customers' needs, to deliver the technology and services that move their businesses forward.
Achieve and Exceed: Performance drives us. We relentlessly pursue our goals, always striving to set new benchmarks of success on behalf of our customers, employees, partners, and investors.
Own It: Debate, decide, commit. We take responsibility for our actions and decisions, demonstrating commitment, integrity, high standards, and a drive for excellence in everything we do.
What You'll Do as a Senior Manager, Commercial Distribution
The Senior Manager, Commercial Distribution will build, activate, and scale revenue through strategic Distributor partners in North America. This role will focus on driving pipeline, accelerating deal velocity, and expanding market reach through value-added distributors (VADs), cloud marketplaces, and applicable reseller / MSP ecosystems aligned to our Ideal Partner Profile (IPP). The Sr. Manager will work closely with other internal teams from Channel, Sales, Renewals, RevOps, Marketing, Enablement and Pre-Sales Engineering.
The ideal candidate understands both modern SaaS go-to-market and cybersecurity buying dynamics - including compliance, risk, technical validation - and can operationalize efficient GTM motions that drive measurable revenue impact. This includes but is not limited to partner recruitment, enablement, certification, and demand-gen activities.
This position requires strategic leadership, excellent relationship management skills, and experience with IT Distribution.
To Be Successful in The Role, Duties will Include:
Channel Development & Execution:
- Create and execute comprehensive strategies for channel distribution in the commercial sector to meet sales and revenue goals.
- Identify opportunities for channel expansion, recruitment, and onboarding of new resellers in alignment with business growth objectives.
- Design programs and incentives to motivate channel partners and maximize their performance.
- Collaborate with leadership to execute and monitor annual sales plans for distribution channels.
- Own partner-sourced and partner-assisted forecasts for commercial distribution route-to-market.
- Lead and oversee the achievement of revenue targets, pipeline generation, new logos and other organization KPIs.
- Monitor partner performance, including plan coverage, deal registrations, certifications, and adherence to partner program.
- Implement corrective actions when channel partners do not meet performance metrics.
- Provide data-driven insights to help partners optimize their sales strategies.
- Build and maintain strong relationships with existing commercial channel partners, including distributors, wholesalers, and resellers.
- Serve as the primary liaison between the company and channel partners, ensuring clear communication and alignment on objectives.
- Identify challenges and opportunities within partner relationships and lead efforts to address these collaboratively.
- Lead, mentor, and manage a team of channel managers and sales professionals to ensure high performance in channel distribution initiatives.
- Set clear goals, provide ongoing feedback, and create development plans for direct reports.
- Foster collaboration, innovation, and professionalism within the team.
About the Company
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