General Summary:
The Senior Distribution Sales Executive is responsible for business development by using the distributors to acquire new sales opportunities by maintaining contact with the accounts and identifying ways to nurture their business. This role works in partnership with cross-functional teams to ensure the expansion and diversification of their distributor's product offerings.
Essential Duties & Responsibilities:
* Establishes operational plans for the Distribution Sales team
* Develops and implements new products, processes, standards, and/or operational plans that will have an impact on the achievement of functional results
* Provides support to the Account Management teams, with a high attention to detail
* May require communication with ConnectWise leadership
* Develops and executes a distributor sales plan and strategy that delivers results
* Facilitates and leads internal resources to complete company distributor initiatives
* Fosters sales engagement and cadence between both ConnectWise and assigned distributor accounts
* Assists in generating sales qualified leads based on deal registration from named account
* Enables and/or leads distributor funded heads, distributor product managers, and/or distributor sales teams
* Manages distribution pipeline and forecast revenue contribution
* Trains other junior distributor colleagues when needed
* Meets pre-determined sales objectives based on quota attainment and business activity
* Uses forecast methodology to accurately manage existing pipeline
* Demonstrates best practices within distribution account specific to distribution incentives, brand awareness, and net new account acquisition
Knowledge, Skills, and/or Abilities Required:
* Ability to manage large projects and processes independently with limited supervision
* Recognized expert in applicable work area
* Ability to situationally adapt and understand new technology/processes as per business requirements
* Ability to make 10-20 outbound calls a day
* Ability to foster sales engagement and cadence between both organizations
* Ability to present thought leadership ideas and solutions concisely to audiences and leadership
* Knowledge to identify and facilitate the organization integration to distributor platforms and / systems
* Knowledge of ConnectWise suite demo
* Strong understanding of Security, Remote Monitoring and Management (RMM), Professional Services Automation (PSA), Configure Price Quote (CPQ) Backup and Disaster Recover (BDR), Remote Control, IT Infrastructure, Documentation, Managed Services
Educational/Vocational/Previous Experience Recommendations:
* Bachelor's degree in related field or equivalent business experience
* 7+ years of relevant experience
Working Conditions:
* Onsite/Hybrid/Remote depending on location
* 0-10% travel may be required