Distribution Partner Sales Manager

United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Network Operations, Intelligent Network Operations, BiotechnologyIndustries

Requirements

Candidates must have a minimum of 5+ years of distribution experience with TDS (Tech Data SYNNEX) or similar distributors. A strong understanding of channel management and SaaS solution selling is required, along with excellent written and verbal communication skills. The ability to multitask, prioritize, coordinate events, and meet multiple deadlines is also essential.

Responsibilities

The Distribution Partner Sales Manager is responsible for driving incremental channel pipeline and closed-won bookings originating from partners across North America and LATAM. This includes managing day-to-day engagements, sales plays, and pipeline growth through strategic distribution partners. Key duties involve driving partner-sourced opportunities, growing qualified deal registrations through account mapping and enablement, and organizing customer-focused events to boost pipeline. The role also entails creating and implementing sales and technical training for distribution teams, building growth plans and QBRs with partners, providing insights on partner pipeline to leadership, aligning with regional sales teams, and resolving operational issues with distribution partners to achieve quarterly MBOs and KPIs.

Skills

Channel Sales

Partner Management

Sales Pipeline Management

Business Development

Sales Strategy

Cross-functional Collaboration

Network Operations

Intelligent Network Operations

Sales Plays

Troubleshooting

Risk Mitigation

BlueCat

Provides Adaptive DNS and network security solutions

About BlueCat

BlueCat Networks provides Adaptive DNS solutions that improve network security, efficiency, and management of hybrid cloud environments. Their products include DNS, DHCP, and IPAM solutions, which help businesses automate network functions, minimize risks, and comply with industry standards. Unlike many competitors, BlueCat focuses on transforming DNS into a security asset, enabling organizations to quickly identify and address network threats. The company aims to support enterprises in their digital transformation efforts by offering a unified view of their network, simplifying tasks for DevOps and NetOps teams through automation.

Toronto, CanadaHeadquarters

2001Year Founded

$27MTotal Funding

SERIES_BCompany Stage

Enterprise Software, CybersecurityIndustries

501-1,000Employees

Benefits

Professional Development Budget

Wellness Program

Employee Recognition Program

Risks

Integration challenges from LiveAction acquisition may disrupt operations and customer service.

Expansion in APAC exposes BlueCat to competition from established local players.

Zero Trust DNS introduction may face resistance, slowing adoption rates.

Differentiation

BlueCat specializes in Adaptive DNS, enhancing network security and hybrid cloud management.

Their solutions automate network functions, reducing risks and ensuring compliance.

BlueCat transforms DNS into a robust defense line, rapidly detecting network threats.

Upsides

Increased demand for hybrid cloud solutions boosts need for BlueCat's DNS management tools.

Zero Trust security models create opportunities for BlueCat's DNS-based security solutions.

Acquisition of LiveAction enhances BlueCat's network performance monitoring capabilities.

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