Distribution Sales Manager - Italian or Spanish speaking

Italymid

SalesAccount Executive

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Quick Summary

Key Responsibilities

Own the distributor relationship end-to-end (strategic, commercial,

Technical Tools

SalesAccount Executive

ConnectWise is an industry and Global leading software company with over 3,000 colleagues in North America, EMEA and APAC. As a community-driven software company dedicated to the success of technology solution providers, our suite helps over 45,000 of our partners manage their businesses better, sell more efficiently, automate service delivery, and remotely control technology so they can consistently deliver amazing customer experiences.

Our company is powered by our connections, our colleagues, and our community. And, we accept all kinds.

Game-changers, innovators, culture-lovers—and humankind.

We invite discovery and debate. We recognize key moments as milestones.

We see you and value you for your unique contributions. Our inclusive, positive culture lays the foundation to ensure every colleague is valued for their perspectives and skills, giving you the choice of how YOU make a difference.

Responsibilities

~1 min read

→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

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 Italian or Spanish is essential for this role

Working Conditions: