*Fluence in Dutch is essential for this role.

General Summary: The Distributor Sales Manager owns the strategic, commercial and operational relationship between ConnectWise and its authorized distributors across the EMEA region, driving indirect revenue growth through strategic distributor engagement and joint business planning for his assigned Distributors. The role is accountable for distributor alignment, performance, enablement, and governance, ensuring each distributor is positioned to successfully recruit, support, and grow MSP partners on the ConnectWise platform. The Distributor Manager works in close partnership with the Regional Sales Manager (RSM), who leads sell through execution to MSP customers of the distributor. Together, the DSE and RSM ensure a clear separation of responsibilities while delivering a coordinated, high impact two tier go to market motion.

Essential Duties & Responsibilities:

• Own the distributor relationship end-to-end (strategic, commercial, and operational)
• Act as the single point of accountability for the distributor relationship within ConnectWise
• Build and maintain executive-level relationships with distributor leadership
• Define distributor strategy, coverage models, and investment priorities
• Lead quarterly business reviews (QBRs) and joint planning cadences
• Ensure distributor alignment with ConnectWise’s MSP-first strategy and platform vision
• Align with management on priority distributors, MSP segments, and regional focus areaa

Knowledge, Skills, and/or Abilities Required:

Strategic & Operational Distributor Ownership

• Own the distributor relationship end-to-end (strategic, commercial, and operational)
• Act as the single point of accountability for the distributor relationship within ConnectWise
• Build and maintain executive-level relationships with distributor leadership
• Define distributor strategy, coverage models, and investment priorities
• Lead quarterly business reviews (QBRs) and joint planning cadences
• Ensure distributor alignment with ConnectWise’s MSP-first strategy and platform vision
• Align with management on priority distributors, MSP segments, and regional focus areas

Distributor Performance & Business Planning

• Deliver distributor-sourced revenue against EMEA targets across new logos, expansion, and renewals
• Drive ARR growth across the ConnectWise portfolio, with focus on platform adoption and multi-product penetration
• Develop and execute Joint Business Plans (JBPs) with each distributor
• Set distributor-level targets for revenue contribution, MSP recruitment and activation, and portfolio/platform adoption
• Monitor distributor KPIs, pipeline health, and forecast accuracy
• Identify performance gaps and drive corrective action plans

Go-to-Market Enablement (Framework Ownership)

• Ensure distributors are enabled to sell, demo, quote, and support ConnectWise solutions
• Own distributor enablement across sales readiness, technical capability, and support/onboarding motions
• Partner with Channel Marketing to deliver annual joint planning for events, webinars, campaigns, and social activity
• Partner with ConnectWise Enablement, Partner Success, and Product teams to ensure distributors can position the value proposition, sell platform-led and multi-product motions, and support MSP onboarding and growth

Collaboration with Regional Sales Manager

• Work closely with the RSM to translate distributor strategy into MSP-level sales execution
• Ensure clear rules of engagement between distributor, RSM, and MSPs
• Enable the RSM with distributor context, capability insights, and leadership-level escalation support
• Participate in joint pipeline and territory reviews where distributor alignment is required

Commercial & Governance Responsibility

• Own distributor agreements, pricing structures, margins, and programs
• Govern deal registration frameworks and channel conflict resolution
• Ensure distributor compliance with ConnectWise policies and regional regulations
• Coordinate with Finance, Legal, and Revenue Operations on renewals and amendments

Market Insight & Strategy Input

• Act as the primary voice of distribution into ConnectWise EMEA leadership
• Provide structured feedback on MSP buying behavior, adoption barriers, competitive dynamics, portfolio gaps, and enablement needs
• Influence regional partner and distribution strategy

Knowledge, Skills, and/or Abilities Required

• Proven ownership of complex two-tier distribution relationships
• Strong understanding of MSP business models and SaaS monetization
• Proven success selling or managing B2B SaaS platforms
• Ability to operate at both strategic and operational levels
• Strong channel governance mindset with collaborative working style
• Strong business planning, forecasting, and performance management skills
• Comfort influencing outcomes without direct deal-level ownership

Educational/Vocational/Previous Experience Recommendations:

• 8–12+ years’ experience in distributor management, channel sales, or partner leadership
• Experience working alongside direct or overlay sales organizations
• Background in MSP tools, IT management, cybersecurity, or SaaS platforms
• Strong experience across EMEA markets
• Fluence in Dutch is essential for this role

Working Conditions:

• Onsite/Hybrid/Remote depending on location
• 0-10% travel may be required