Channel Manager (Distributors) - EMEA

Introduction
Lansweeper is an IT Asset Management platform provider helping businesses better understand, manage and protect their IT devices and network. Lansweeper helps customers minimize risks and optimize their IT assets by providing actionable insight into their technology assets at all times, offering trustworthy, valuable, and accurate insights about the state of users, devices, and software.
About Role
You'll manage and expand relationships with resellers and distributors to achieve sales objectives. The focus is on strategically leveraging Value-Added Resellers (VARs) and distributors through efficient process management, sales support, and pipeline development.
Key Responsibilities

1. Relationship Management

• Maintain effective yet minimal relationships with resellers and distributors.

• Collaborate with the sales team to strengthen partnerships.

• Maximize the value of partnerships between suppliers (LS) and resellers/distributors.

2. Onboarding

• Onboard resellers:

• Focus on individual deals.

• Negotiate and finalize contracts and discount agreements.

• Onboard distributors:

• Initiate strategic partnerships supported by a detailed business plan.

3. Sales Enablement

• Assist distributors with deal registration processes.

• Develop training programs to address current gaps.

• Collaborate with partners to optimize their sales processes.

4. Pipeline Management

• Apply a scientific approach to sales pipeline management:

• Analyze deal size, conversion rates, and pipeline progress.

• Evaluate and forecast sales figures without relying on structured pipeline reviews.

• Provide additional sales support, especially for distributors.

5. KPI Monitoring and Reporting

• Track key performance indicators (KPIs), including:

• Pipeline management and qualified leads.

• Identifying and resolving "blind spots" in specific regions.

• Monthly check-ins with top contributors.

• Manage hybrid systems for tracking new deals globally.

6. Partner Management and Strategy

• Approve leads, unless they are already in the system.

• Work with strategic VARs that show high potential.

• Organize processes efficiently to improve ROI.

Key Challenges

• Handling the volume and variety of partners, particularly in Europe, where short-term revenue and intensive effort are required.

• Building relationships with new partners and becoming familiar with internal systems.

• Managing unclear targets, such as hybrid systems and global deal flows.

What I bring to the table:

• Minimum 3 years experience in SaaS sales.

• Proven track record in managing reseller and distributor relationships.

• Strong negotiation skills and experience in contract management.

• Ability to handle a high volume of partners and prioritize efforts effectively.

• Excellent analytical skills for monitoring sales pipelines and KPIs.

• Strong communication and interpersonal skills for building partnerships.

• Process-oriented mindset to improve operational efficiency.

Why Join Us?
This is your chance to be part of an innovative company at the forefront of IT asset management. If you are passionate about sales, thrive on achieving goals, and want to make a significant impact, we'd love to hear from you!
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