Disti - Manager, Indirect Channels
Location: Remote (US, UK, Ireland, Sweden, or the Netherlands).
Who We Are
DoiT is a global technology company that works with cloud‑driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure our customers operate in a well‑architected and scalable state – from planning to production. Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help our customers solve complex multicloud problems and drive efficiency. With decades of multicloud experience, we specialize in Kubernetes, GenAI, CloudOps, and more. An award‑winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide.
The Opportunity
The Disti – Manager, Indirect Channels will lead & scale revenue growth through DoiT’s global distribution and partner ecosystem. This role oversees the strategy and execution of DoiT’s distribution‑led sales motion, focusing on expanding DoiT’s presence within the Ingram portfolio while enabling partners to successfully position and sell DoiT solutions. The manager will build and develop a team to identify, qualify, and close opportunities sourced through the Ingram channel and other distribution partners, and will recruit, onboard, and support new distributors that extend DoiT’s reach across key markets and partner segments. The role requires building strong strategic relationships with distribution leaders, aligning on joint go‑to‑market initiatives, and developing scalable programs that enable distributors, resellers, and ecosystem partners to sell and support DoiT offerings. The manager collaborates with Alliances, Product, Marketing, and Sales leadership to generate pipeline, influence market demand, and accelerate partner‑led opportunities. This leadership role is for someone who thrives in complex partner ecosystems, builds high‑performing teams, develops scalable channel motions, and drives growth through distribution and shared‑selling models.
Responsibilities
Team Leadership & Performance Management: Recruit, develop, and lead a high‑performing team responsible for driving revenue through distribution and indirect channel partnerships. Provide coaching, mentorship, and performance management to ensure team members consistently achieve pipeline and revenue targets. Establish clear sales processes, metrics, and operating rhythms to ensure forecast accuracy and pipeline health across the team. Partner with Sales Leadership to define territory strategy, quotas, and partner coverage models that support scalable growth.
Channel Strategy & Distribution Growth: Own the overall strategy for growing DoiT’s presence within the Ingram ecosystem and broader distribution channel. Identify, recruit, and onboard new distributors that expand DoiT’s reach across key markets and partner segments. Develop strategic relationships with distribution leadership to align on joint business plans, revenue goals, and go‑to‑market initiatives. Build scalable partner enablement and sales engagement frameworks that drive consistent partner‑sourced pipeline.
Pipeline Development & Partner Collaboration: Drive new logo acquisition by leveraging distributor and partner ecosystems to source and accelerate opportunities. Collaborate with cloud partner account teams, distributors, and resellers to build predictable, high‑quality pipeline. Oversee joint account planning, deal registration processes, and co‑sell workflows across indirect channels. Ensure the team deeply understands partner incentives, programs, and customer contexts to maximize co‑sell alignment.
Sales Execution & Revenue Oversight: Oversee the full partner‑driven sales lifecycle from qualification through close across the team’s portfolio of opportunities. Ensure the team effectively positions DoiT Cloud Intelligence and related offerings with clear business outcomes and long‑term value. Partner with Deal Desk, Solutions Engineering, and regional leadership to structure strategic deals and pricing models. Maintain accurate forecasting and CRM discipline across all partner‑sourced opportunities.
Market Insight & Cross‑Functional Collaboration: Serve as the internal subject matter expert on distribution‑led cloud channel sales and partner economic models. Provide ongoing feedback to Alliances, Marketing, and GTM Strategy teams regarding partner performance, pipeline trends, and opportunity quality. Work with Marketing to design partner‑focused campaigns, events, and demand generation initiatives. Partner with Alliances leadership to develop scalable co‑sell motions and repeatable partner sales playbooks.
Qualifications
7+ years of sales experience with at least 2–3 years in sales leadership or team management.
Proven experience in B2B sales across SaaS and/or Cloud industries.
Strong experience working within partner ecosystems, distribution channels, or indirect sales models.
Demonstrated ability to recruit, develop, and scale high‑performing sales teams.
Proficient industry knowledge involving channel sales, cloud marketplaces, and partner incentive structures.
Tool fluency: CRM, CPQ, CLM.
Exceptional communication, stakeholder management, and prioritization skills.
Are you a Do’er?
Be your truest self. Work on your terms. Make a difference. We are a global team of incredible talent who work remotely and have the flexibility to schedule that balances your work and home life. We embrace and support leveling up your skills professionally and personally. Being a Do’er means we’re entrepreneurial, pursue knowledge, and have fun! Click here to learn more about our core values.
Benefits
Unlimited Vacation
Flexible Working Options
Health Insurance
Parental Leave
Employee Stock Option Plan
Home Office Allowance
Professional Development Stipend
Peer Recognition Program
Many Do’ers, One Team
DoiT unites as Many Do’ers, One Team, where diversity is more than a goal—and it’s our strength. We actively cultivate an inclusive, equitable workplace, recognizing that each unique perspective enhances our innovation. By celebrating differences, we create an environment where every individual feels valued, contributing to our collective success.
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