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

Work arrangement
Yes