Vice President of Channel Distribution

VP of Channel Distribution Core Responsibilities: Define and execute comprehensive channel distribution strategy across all indirect channels including distributors, resellers, VARs, SIs, MSPs, agents, brokers, retail partners, and marketplace platforms Own channel distribution P&L with accountability for channel-sourced revenue, distribution economics, margin optimization, and cost-to-serve Lead channel partner strategy including partner recruitment, segmentation, tiering, onboarding, enablement, and lifecycle management Develop channel incentive programs including margins, rebates, MDF, SPIFFs, and deal registration Architect channel distribution network including distributor footprint, coverage models, and channel mix optimization Drive channel economics optimization including partner margin structures, discounting governance, and working capital efficiency Negotiate and manage strategic distribution agreements with key distributors and channel partners Partner with Sales, Marketing, Product, Supply Chain, and Finance to ensure channel distribution strategy supports revenue growth Monitor channel performance metrics including sell-through, sell-in, inventory health, pipeline, and partner productivity Lead channel enablement including sales training, technical certification, and co-marketing support Establish channel governance framework including partner agreements, compliance monitoring, and conflict resolution Build and lead team of Channel Managers, Distributor Managers, and Partner Account Managers Drive channel-led demand generation through partner marketing and co-branded campaigns Oversee channel technology stack including PRM platforms, partner portals, and channel analytics dashboards Manage channel inventory and supply chain including distributor inventory levels and product availability Typical Profile: Bachelor's degree in Business, Marketing, or Supply Chain; MBA strongly preferred 18+ years in channel sales, channel distribution, or indirect sales leadership 10+ years in senior channel distribution leadership with P&L accountability Deep expertise in channel strategy, distribution management, and partner ecosystem development Experience in technology/SaaS, cybersecurity, cloud infrastructure, or manufacturing Proficiency with PRM tools (Impartner, Allbound, Channeltivity) and CRM (Salesforce) Extensive relationships with key distributors and channel partners Key Metrics: Channel-sourced revenue and growth rate Partner-sourced pipeline generation and conversion rates Partner quota attainment and productivity Active partner count and partner mix optimization Sell-through rates and sell-in to sell-through ratio Distributor inventory health (days of inventory, inventory turns) Partner satisfaction and engagement scores MDF/ROI on partner marketing investments Channel margin and partner economics efficiency

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