National Distribution Manager

As National Distribution Manager, you will build and nurture Vocus’s channel distribution channel ecosystem, driving joint sales initiatives and enabling partners to grow their own businesses with Vocus solutions.

Reporting to the Head of Channel Sales, this role is an individual contributor without direct reports but coordinates closely with channel program management, business management, enablement, and sales teams.

The role follows Vocus’s hybrid working pattern (two days per week in the office) and may require travel to partner and industry events; no security clearance or shift work is required.

Key Responsibilities

• Lead a portfolio of distribution channel partner relationships, including recruitment, onboarding, and development of partners to expand indirect sales coverage
• Execute joint business plans with key distributors and partners, defining sales targets, marketing initiatives, and enablement activities that drive mutual growth and success
• Working with program management and partner enablement, lead and coordinate partner enablement activities (training, certifications, co-selling support), ensuring partners have the knowledge and resources to effectively sell our solutions
• Lead local marketing and demand generation initiatives with distribution partners (campaigns, events) to generate pipeline through the channel and increase partner-driven revenue
• Lead regular business reviews with distribution partners to assess performance, discuss challenges, and align on actions that will accelerate partner sales growth
• Manage channel conflicts and customer allocation issues by mediating disputes and implementing fair policies that foster a productive collaboration between partners and direct sales teams
• Achieve indirect sales targets and partner performance KPIs for distribution channels, closely tracking partner-driven sales and ensuring the channel meets or exceeds its contribution goals
• Champion with internal product, marketing, and support teams to advocate for partner needs and ensure partners receive timely support on pricing, delivery, and customer issues.

Skills & Experience

• Minimum 10+ years’ experience in channel and/or partner management
• A solid understanding of distribution within a recurring revenue services model
• Partner recruitment & joint business planning (JBP) experience
• Partner enablement & performance management experience
• Knowledge of channel deal orchestration (co-sell, rules of engagement)
• Partner commercial & pricing governance expertise.