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Channel Distribution Sales Leader


Channel Distribution Sales Leader


UK Remote

The Company

With group headquarters in Germany and US headquarters in San Francisco, IGEL Technology is an established software and hardware company providing the next-gen edge OS for cloud workspaces. Our success is based on our understanding of Server-Based Computing, Virtual Desktop, and Desktop-as-a-Service markets; customer needs and a strong commitment to our channel partners. Our industry-leading solutions provide a more secure, manageable and cost-effective endpoint management and control platform. Aligned with the world’s most prominent cloud providers, IGEL envisions a world where all needed applications and resources are cloud-delivered.

The Role

We are looking for an extremely bright, experienced manager of strategic partnerships that loves the idea of growing a business through planning and execution through partners! This position is responsible for driving the development of a robust partner ecosystem that leverages the End User Computing technology to deliver value to customers and business partners. This role will specifically focus on Value-Add Distributors like Arrow, Commaxx, GeTech, DataSolutions, Tech Data in Northern Europe: UKI, BeNeLux and Nordics. The focus is to drive revenue and ensure customer retention through the reseller ecosystem that these VADs manage. This is a hands-on role working with our existing and new VADs; managing the relationships and ensuring that revenue growth, partner engagement, technical fit and support of their resellers are reaching desired metrics.


  • Responsible for building the annual plan with each Distributor – Targets for Pipeline, Revenue, Enablement.
  • Grow Distributor-managed partner sales year over year
  • Provide necessary data and reports to distributors to develop and track plan targets and KPIs
  • Responsible for scheduling, preparing, and leading recurring Business Review meetings (QBRs) three times per year with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management.
  • Meet with Distributors in the first two weeks of the quarter to update the annual business plan with the previous quarter’s results and set targets, objectives, and activities for the new quarter.
  • Lead monthly call update with distributors to cover relevant new company information or content provided in the previous month.
  • Increase the distributor’s CPQ utilization. Provide adequate training. Monitor and share CPQ utilization statistics with distributors on a monthly basis.
  • Responsible for semi-annual IGEL Velocity Program compliance efforts for Distribution Managed Partners, including working with distributor on plans to address gaps in Partner requirements and to make the decision on up-levelling, downgrading, or off-boarding these Partners.
  • Work closely with the Renewals team and distributors to implement new Renewal systems; improve renewals process efficiency and to improve key Renewal business KPIs.
  • Building and monitoring plans with distributors to drive attendance to important IGEL global, regional events.


  • Bachelor’s degree preferred or requisite experience or qualifications
  • Channel, Partner and/or Business Development experience
  • Minimum 7 – 10 years of progressive related work experience with Channel Distributors
  • 2 – 5 years’ work experience in channel program management/projects
  • Working knowledge and experience selling technology solutions to mid-market and smb customers
  • Skilled in developing business plans, contributing to strategic plans, and devising reporting and measurement systems to track and manage KPIs
  • Must be willing and able to travel 30%
  • Proven experience influencing senior-level partner executives
  • Strong presentation skills and the ability to describe market transitions
  • Proven ability to communicate effectively and professionally (verbal and written) with customers and interface with a variety of organizations.
  • Strong leadership skills with the ability to develop and manage virtual teams
  • Strong time management, organizational, and negotiation skills
  • An effective oral and written communicator – clear and concise


  • A thorough induction into the company and our products
  • Each of our employees can contribute their own innovative ideas
  • An attractive, competitive, performance-based compensation package
  • Flexible working hours
  • Development opportunities in a fast-growing environment
  • Modern workplace environment
  • Dynamic corporate culture
  • Employee events strengthen the team spirit across all locations

… and much more!


Our human resources department will be happy to get in touch with you for the first time.

Melanie Long



IGEL is an equal opportunity employer and makes employment decisions on the basis of merit. We want the best available person in every job. Our policy prohibits unlawful discrimination based on color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, or any other consideration made unlawful by federal, state or local laws.










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