APAC Distribution Sales Manager

Key Responsibilities:

• Develop and execute a regional distribution strategy to drive incremental revenue, market share, and penetration across assigned APAC markets.
• Build and maintain strong relationships, establish, develop and own C-Level relationships with APAC Extreme Distributors.
• Create, manage and monitor distributor business plans, including revenue targets, product mix, margin, inventory levels, demand forecasts, and demand generation activities. Lead for forecast management and operational excellence.
• Design, launch and optimize partner programs, incentives, promotions, and enablement initiatives to accelerate pipeline, conversions and shorten sales cycles.
• Own distributor performance metrics (Sales velocity, revenue growth, sell-through, Run Rate Sales, stock days) and implement corrective actions where needed.
• Coordinate cross-functional initiatives with marketing, product, finance, supply chain and local sales teams to align promotions, launches, pricing and inventory.
• Lead distributor onboarding, training, certification and co-selling initiatives to raise partner competency and drive predictable outcomes.
• Negotiate commercial terms, pricing, rebates and MDF agreements to maximize ROI and ensure compliance with company policies.
• Track market trends, competitive activity and channel ecosystem dynamics; translate insights into tactical plays and go-to-market adjustments.
• Provide regular reporting and forecasts to regional leadership; prepare business reviews, pipeline reviews and quarterly plans.
• Manage channel conflict, territory alignment and escalation resolution to protect channel health and revenue integrity.

Success Metrics / KPIs:

• Incremental revenue through distribution (quarterly/annual)
• Sales velocity (lead-to-close time in channel)
• Distributor sell-through vs. sell-in ratios
• Revenue attainment vs. plan by market and product especially Sub 50 run rate sales.
• Distributor compliance with business plans, inventory targets and certifications
• Partner engagement metrics (training completion, leads generated, co-sell activities)

Required Qualifications:

• Bachelor’s degree in Business, Marketing, Finance or related field; MBA preferred.
• 10+ years experience in channel/distribution sales or partner management, business development with at least 6 years in APAC markets.
• Proven track record driving incremental revenue via distributors/resellers and managing channel programs, programs and business development.
• Strong commercial negotiation skills and experience with creating promotions, incentive/MDF program management.
• Deep understanding of APAC market dynamics, distribution models, and multicultural partner management.
• Analytical mindset with experience using CRM, partner portals and sales analytics to manage pipeline and forecast.
• Excellent communication, presentation and stakeholder management skills.
• Willingness to travel regularly across the APAC region.

Desired Attributes:

• Strategic thinker who can translate strategy into tactical execution.
• Results-oriented, data-driven, and comfortable with ambiguity.
• Collaborative leader who can influence without direct authority.
• Fluent in English; additional APAC languages a plus.