sales manager in SaaS

ConnectWise is a software company that helps technology solution providers manage their businesses, improve sales efficiency, automate service delivery, remotely control technology, and deliver customer experiences through its platform suite.

• Own the distributor relationship end-to-end across strategic, commercial, and operational areas;
• Act as the single point of accountability for distributor relationships within ConnectWise;
• Build and maintain executive-level relationships with distributor leadership;
• Define distributor strategies, coverage models, and investment priorities;
• Lead quarterly business reviews 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;
• Deliver distributor-sourced revenue against EMEA targets across new logos, expansion, and renewals;
• Drive ARR growth across the ConnectWise portfolio through platform adoption and multi-product penetration;
• Develop and execute Joint Business Plans with each distributor;
• Set distributor-level targets for revenue contribution, MSP recruitment and activation, and portfolio and platform adoption;
• Monitor distributor KPIs, pipeline health, and forecast accuracy;
• Identify performance gaps and drive corrective action plans;
• Ensure distributors are enabled to sell, demo, quote, and support ConnectWise solutions;
• Own distributor enablement across sales readiness, technical capability, and support and onboarding motions;
• Partner with Channel Marketing on annual joint planning for events, webinars, campaigns, and social activity;
• Partner with ConnectWise Enablement, Partner Success, and Product teams to support distributor positioning, platform-led and multi-product sales, and MSP onboarding and growth;
• Work with the Regional Sales Manager to translate distributor strategy into MSP-level sales execution;
• Ensure clear rules of engagement between distributors, the Regional Sales Manager, and MSPs;
• Enable the Regional Sales Manager with distributor context, capability insights, and leadership-level escalation support;
• Participate in joint pipeline and territory reviews where distributor alignment is required;
• 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;
• 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.

• 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 a collaborative working style;
• Strong business planning, forecasting, and performance management skills;
• Comfortable influencing outcomes without direct deal-level ownership;
• 8–12+ Years of experience in distributor management, channel sales, or partner leadership;
• Experience working alongside direct or overlay sales organizations;
• Strong experience across EMEA markets;
• Fluent in Italian or Spanish;
• Nice to have: Background in MSP tools, IT management, cybersecurity, or SaaS platforms.

• 0-10% Travel may be required.