Director of Distribution Channel - Remote

📋 Description

• • Sangoma Technologies Corporation, a recognized leader in unified communications solutions since 1984, is seeking a dynamic and experienced Director of Distribution Channel to spearhead the growth and management of our distribution partnerships. Headquartered in the US and Canada, Sangoma provides a comprehensive suite of communication products and services, including UCaaS, CCaaS, VoIP gateways, IP phones, and cloud-based services, all designed to empower businesses of all sizes. As a publicly traded entity (TSX: STC), we are committed to innovation, reliability, and unparalleled customer satisfaction, delivering tailored communication solutions that meet the evolving needs of the modern business landscape.
• • In this pivotal role, you will be instrumental in cultivating and nurturing robust, long-term relationships with our valued distribution partners. Your primary objective will be to develop and execute strategic initiatives aimed at expanding Sangoma's market reach, driving significant sales growth, and consistently achieving ambitious distribution targets within your designated region. This position demands a proactive and collaborative approach, working hand-in-hand with our internal sales, marketing, and product development teams to ensure Sangoma's cutting-edge communication solutions are effectively promoted, understood, and successfully sold through our extensive distribution networks.
• • Key responsibilities include the development and meticulous execution of comprehensive distribution strategies designed to meet and exceed regional sales goals. You will be tasked with building and maintaining strong, enduring relationships with distribution partners, fostering an environment of mutual growth and maximizing revenue generation. A critical aspect of this role involves collaborating closely with distributors to co-create and implement effective business plans that enhance product availability and elevate sales performance.
• • To ensure our partners are fully equipped for success, you will provide essential training, ongoing support, and expert guidance, ensuring they possess the in-depth product knowledge and sales acumen required to effectively represent Sangoma's innovative offerings. You will oversee the entire distribution process, ensuring its seamless operation from demand forecasting and inventory management to efficient order fulfillment, thereby guaranteeing a superior partner and end-customer experience.
• • Regular business reviews with distribution partners will be a cornerstone of your strategy, allowing for the evaluation of performance, the identification of emerging growth opportunities, and the prompt resolution of any challenges. You will be a key driver of demand generation activities, working in tandem with our marketing teams on impactful product launches, targeted promotions, and engaging events specifically designed for the distribution channel.
• • The role encompasses managing the complete sales cycle, including the negotiation of contracts with distribution partners, ensuring favorable terms and mutually beneficial agreements. Accurate and timely documentation of all sales activities and partner interactions within Salesforce CRM is paramount for strategic decision-making and performance tracking.
• • Continuous monitoring of key sales metrics and performance indicators will be essential to assess progress, pinpoint areas for improvement, and formulate data-driven recommendations to optimize channel performance. You will also serve as a brand ambassador for Sangoma, representing the company at crucial industry trade shows, conferences, and other events to champion our distribution partnerships and showcase our advanced solutions.
• • Close collaboration with the product management team is vital to ensure distributors are consistently updated with the latest product information and equipped with compelling marketing collateral. Staying abreast of evolving market trends and competitor activities will inform and refine your distribution strategies, ensuring Sangoma maintains a competitive edge.
• • You will lead the negotiation and renewal of distribution agreements, securing the long-term success of these critical partnerships. Furthermore, you will conduct regular sales meetings and performance reviews to effectively motivate, guide, and develop your distribution channel team. This includes recruiting, training, mentoring, and managing team members, setting clear performance expectations, and providing consistent feedback and support to ensure individual and team goal achievement. Finally, you will be responsible for preparing and presenting regular, insightful reports to senior management on sales performance, market dynamics, and competitive landscapes, contributing to the overall strategic direction of the company.