Distribution Manager

Description

VAST Data is looking for a Distribution Manager to join our rapidly growing team.

This is a rare opportunity to be part of one of the fastest-growing infrastructure companies in history, an organization that is in the center of the hurricane being created by the revolution in artificial intelligence.

"VAST's data management vision is the future of the market." – Forbes

VAST Data is the data platform company for the AI era. We are building the enterprise software infrastructure to capture, catalogue, refine, enrich, and protect massive datasets and make them available for real-time data analysis and AI training and inference. Designed from the ground up to make AI simple to deploy and manage, VAST takes the cost and complexity out of deploying enterprise and AI infrastructure across data center, edge, and cloud.

Our success has been built through intense innovation, a customer-first mentality and a team of fearless VASTronauts who leverage their skills experiences to make real market impact. This is an opportunity to be a key contributor at a pivotal time in our company’s growth and at a pivotal point in computing history This role represents an opportunity to build a critical growth engine for VAST as we scale our partner ecosystem globally.

The Role

The Distribution Manager will be responsible for building and scaling VAST’s distribution strategy across the Americas. This is not a maintenance role. It is a builder role. The successful candidate will design and execute the distribution model that will power the next phase of VAST’s channel growth.

The Distribution Manager will work closely with sales leadership, operations, finance, and marketing to establish distribution as a core route-to-market. This includes identifying and recruiting strategic distributors, enabling them to operate as an extension of VAST’s sales force, and building the systems, processes, and programs required to scale.

A key component of the role will be helping VAST internally transition toward a distribution-enabled model, ensuring the field organization understands when and how to leverage distribution to accelerate revenue, pipeline creation, partner recruitment, and operational scale. Distribution will play a central role in expanding VAST’s reseller ecosystem and enabling long-tail partner growth. This role is ideal for a candidate who has helped build or significantly expand a distribution-led go-to-market motion, and who can combine strategy, field engagement, operational rigor, and hands-on execution.

Responsibilities

• Define and execute the distribution strategy for VAST across the Americas, building the model required to scale the partner ecosystem.
• Identify, recruit, and develop strategic distributors capable of accelerating VAST’s growth and supporting the expansion of the reseller channel.
• Establish distribution as an extension of the VAST sales organization, enabling distributors to drive pipeline creation, partner recruitment, quoting support, and sales acceleration, and operational scale
• Lead VAST’s transition toward a distribution-enabled route-to-market, helping internal sales teams understand the commercial and operational advantages of leveraging distribution.
• Work closely with distributors to recruit, onboard, and grow the VAST reseller ecosystem, particularly across the long-tail partner base.
• Build joint business plans with distribution partners covering pipeline development, partner enablement, marketing programs, and revenue growth.
• Drive measurable impact across pipeline creation, revenue acceleration, partner recruitment, and market coverage.
• Develop scalable frameworks and processes that enable distribution to efficiently support quoting, deal registration, and operational workflows.
• Build and automate distribution processes across quoting, pricing, partner onboarding, and partner engagement in collaboration with finance, operations, and sales operations teams.
• Ensure strong commercial governance across distribution partnerships including pricing discipline, margin management, rebate programs, incentive structures, and partner profitability.
• Work cross-functionally with internal teams including sales, finance, operations, legal, and marketing to ensure distribution is fully integrated into VAST’s go-to- market model.
• Represent VAST’s value proposition effectively within distributor organizations and across their partner ecosystems.

Requirements

• 7+ years of experience working with distribution, channel, or partner ecosystems in enterprise IT, cloud infrastructure, data platforms, or storage markets.
• Proven experience working on the vendor side, managing or building distribution relationships.
• Strong understanding of the distribution business model, including partner recruitment, enablement, credit and financing models, demand generation, and operational support.
• Demonstrated ability to build or transform distribution programs, particularly in high-growth or emerging technology companies.
• Experience driving revenue growth and pipeline creation through distribution and channel partners.
• Strong commercial acumen with experience managing pricing, margins, incentives, and partner profitability.
• Experience collaborating cross-functionally with sales, operations, finance, marketing, and partner teams.
• Excellent communication and presentation skills with the ability to influence both internal stakeholders and external partners.
• Experience in high-growth or startup environments is highly desirable.
• Ability to operate independently, solve problems quickly, and tackle challenges head-on in a fast-moving environment.