Distribution and SMB Manager, India

Positive and aggressive Distribution Manager to help us build and maintain our overall business across India & SAARC region. Must be able to identify, recruit and manage partners to accelerate the growth of our business in the assigned territory.

You will have the opportunity to use your Business Development skills to execute our distribution strategy to make an impact to the market through our distribution ecosystem. You should be knowledgeable about the distribution channel ecosystem (hardware & software), stock n sell motion and dynamics of this market segment.

Reporting to the Head of Channels (India & SAARC), you are required to be a team player to establish excellent working relations with the internal teams as well as with the distributors to ensure smooth liaison & a mutually beneficial working relationship.

Responsibilities:

• Execute Distribution Strategies and manage the Distribution GTM for India & SAARC
• Be accountable for the success of all distribution-led initiatives and achievement of business objectives front-ended by the distribution ecosystem.
• Work with the authorized Check Point Distributors to invest in increasing the partner coverage, expanding partner capacity and increasing partner capability through Partner Recruitment, On-boarding, sales enablement and activation.
• Own the action for effective utilization of Distribution Co-op & MDF investment. Drive Demand Generation and partner loyalty programs through distribution.
• Build capacity, capability & coverage through the Distribution ecosystem
• Share regional / in-country distribution best practices & liaise closely with the sales and partner teams within Check Point
• Co-ordinate sales and technical workshops for Check Point solutions for the distributors as well as their partners.
• Regular review of Distributor performance and activities to deepen joint execution. Execution of timely QBRs and monthly updates on the key business metrics
• Overall Ownership of distribution-led partners, including revenue and pipeline management.
• Manage distributor stock levels (wherever applicable), delivery times and control the order cycle.
• Maintain overall Distributor Operational Hygiene
• Ensure seamless execution of order management processes, issue resolutions, query handling & overall fast-tracking of the order booking process.
• Liaise with Distributors and HQ teams for managing the credit lines for the Distribution ecosystem

• Enthusiastic and Driven
• Minimum of 10-12 years’ experience in Channels, with a minimum of 5 years in Distribution (hardware/appliances as well as software). Understanding of the stock n sell motion for hardware/appliances.
• Proficient in English as well as written communication skills
• Ability to build a joint business plan and see through its execution in a timely manner
• Be able to work in a fast paced business environment
• Problem-solving ability, along with coordination skills
• Meticulous and focused execution capability
• Team Player with excellent relationship building skills