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Job Title: Distribution Channel Manager
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The Distribution Business Manager is responsible for the management and enablement of key distribution partners across Australia and New Zealand with the aim of maintaining and growing the Monthly Recurring Revenue (MRR) from each of the distributors.
Key Responsibilities:
* Drive growth of revenue through ANZ distribution partners by developing and executing strategic plans that align with financial and qualitative goals.
* Act as the distributor's advocate and liaison to the account team, providing exceptional customer service and support.
* Create and execute tailored growth plans with each distributor in line with their specific needs and objectives.
* Identify and define key growth opportunities within each Distributor either as part of their existing go-to-market strategy or as part of a new bespoke approach.
* Foster strong relationships with distribution partners, ensuring seamless communication and collaboration.
* Upskill and train distribution representatives on the value of AvePoint, our platform, and the alignment with Microsoft 365.
* Facilitate the movement of direct business through distribution (fulfilment).
* Represent and build the public channel brand through participation in industry events, webinars, and other initiatives.
* Manage a pipeline of distribution-sourced business, ensuring timely and effective conversion into revenue-generating opportunities.
Requirements:
* Minimum 3 years of experience in the Microsoft channel ecosystem, with a proven track record of success.
* Experience working with and managing distribution relationships, including negotiation and conflict resolution.
* Ability to contribute to or own strategic planning with distributors, ensuring alignment with company objectives.
* Exceptional listening skills, with a high level of empathy for partner needs and perspectives.
* Ability to handle multiple tasks simultaneously and prioritize accordingly, ensuring timely completion of projects and tasks.