Distribution Manager EMEA (all genders)
YOUR TASKS
- Set the target for your Distributors and ensure they achieve their objectives by generating, executing and measuring a joint business plan (includes revenue targets, marketing, training and certifications and retention GDR)
- Perform regular business reviews with your Distributors to measure success and define adjustments where needed
- Ensure your Distributors enlarge our footprint in their regions through recruitment of new resellers partners and supporting existing reseller partners to sell all our products to the largest possible extent (Cross and Upselling).
- Ensure the Distributors have an understanding of selling our complete portfolio and all license types - focus is on big licenses and on NEW/Upgrade business
- Ensure the Distributor(s) and Paessler have solid network on all Hierarchy levels
- Support all this through regular onsite visits (or webmeetings) aiming for weekly cadence in all cases.
- Plan, execute and measure joint pipeline generation marketing activities with the assigned partners together with our channel marketing manager
- Work closely with the Distributor(s) and their reseller partners to identify potential customers and pipeline, provide product information and demonstrations, and support the partners throughout the sales process
- Ensure the reseller partner(s) downstream from the Distributor(s) have accurate revenue forecasts which are up to date in our CRM at all times
- Representing Paessler at Partner Events and Webinars
- Accurately report GDR (Gross Dollar Retention) on renewal business internally and to your Distributors in order to achieve minimum benchmark Paessler standards.
- Support your Distributor(s) with recommendations and onboarding for new reseller partners, set goals, provide training, and ensure certification
- Recommend and phase out / downgrade partners that don't successfully meet the required standards and goals, in coordination with your Distributor.
YOUR PROFILE
- Proven track record in sales with strong experience in channel sales / account management
- Good affinity for technology/IT to quickly find your way into the world of monitoring or already know it. Ideally, you have already gained experience in sales in the IT industry.
- Experienced in working with various CRM platforms
- Strong communication skills and a convincing manner that inspires customers to use our product
- Proven ability to work in an innovative and ever-changing environment
- You are independent, proactive, forward thinking and self-reliant
- You are willing to travel up to 30% within the EMEA region.
FACTS FOR YOU
- We develop excellent software that is loved by its users and recognized worldwide as one of the best-known products in network monitoring
- A great working atmosphere in an enthusiastic international team with flat hierarchies
- Innovative and creative work environment with plenty of room for new ideas
- You can rely on the team, spread all over America and in Germany, and expect to be supported in your daily tasks, even though you will be thousands of miles away in your satellite position
- The parent company Paessler GmbH in Germany is a fast-growing midsized company that has been in the market for 20 years. The company is focused on long-term goals and is currently comprised of 350 employees.
INTERESTED?
Your contact person for this great jobs is:
Annalena Klein
[email protected]
And at the end, a very important note:
For us, diversity is more than just a word — it's a commitment. Our job posts are geared towards all people, regardless of their gender, sexual orientation, background, faith, or physical abilities. We value diversity and strive to create a work environment that prioritizes equal opportunities and inclusion. In line with this objective, please note that candidates with severe disabilities will be given preferential consideration over applicants with equal qualifications. At Paessler, we're determined to break down barriers and provide everyone with the chance to develop their full potential. Please feel free to let us know if you believe there are ways we can improve the wording of our jobs posts or our overall recruitment approach. Let's work together to create a more colorful and inclusive corporate culture!
