ConnectWise is an industry and Global leading software company with over 3,000 colleagues in North America, EMEA and APAC. As a community-driven software company dedicated to the success of technology solution providers, our suite helps over 45,000 of our partners manage their businesses better, sell more efficiently, automate service delivery, and remotely control technology so they can consistently deliver amazing customer experiences.

Our company is powered by our connections, our colleagues, and our community. And, we accept all kinds.

Game-changers, innovators, culture-lovers—and humankind.

We invite discovery and debate. We recognize key moments as milestones.

We see you and value you for your unique contributions. Our inclusive, positive culture lays the foundation to ensure every colleague is valued for their perspectives and skills, giving you the choice of how YOU make a difference.

Curious? Read this opportunity to learn how YOU can make a difference at ConnectWise!

*Fluence in Dutch is essential for this role.

General Summary

The Distributor Sales Manager owns the strategic, commercial and operational relationship between ConnectWise and its authorized distributors across the EMEA region, driving indirect revenue growth through strategic distributor engagement and joint business planning for his assigned Distributors. The role is accountable for distributor alignment, performance, enablement, and governance, ensuring each distributor is positioned to successfully recruit, support, and grow MSP partners on the ConnectWise platform. The Distributor Manager works in close partnership with the Regional Sales Manager (RSM), who leads sell through execution to MSP customers of the distributor. Together, the DSE and RSM ensure a clear separation of responsibilities while delivering a coordinated, high impact two tier go to market motion.

Essential Duties & Responsibilities

Own the distributor relationship end-to-end (strategic, commercial, and operational)
Act as the single point of accountability for the distributor relationship within ConnectWise
Build and maintain executive-level relationships with distributor leadership
Define distributor strategy, coverage models, and investment priorities
Lead quarterly business reviews (QBRs) 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 areaa

Knowledge, Skills, and/or Abilities Required

Strategic & Operational Distributor Ownership

Own the distributor relationship end-to-end (strategic, commercial, and operational)
Act as the single point of accountability for the distributor relationship within ConnectWise
Build and maintain executive-level relationships with distributor leadership
Define distributor strategy, coverage models, and investment priorities
Lead quarterly business reviews (QBRs) 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

Distributor Performance & Business Planning

Deliver distributor-sourced revenue against EMEA targets across new logos, expansion, and renewals
Drive ARR growth across the ConnectWise portfolio, with focus on platform adoption and multi-product penetration
Develop and execute Joint Business Plans (JBPs) with each distributor
Set distributor-level targets for revenue contribution, MSP recruitment and activation, and portfolio/platform adoption
Monitor distributor KPIs, pipeline health, and forecast accuracy
Identify performance gaps and drive corrective action plans

Go-to-Market Enablement (Framework Ownership)

Ensure distributors are enabled to sell, demo, quote, and support ConnectWise solutions
Own distributor enablement across sales readiness, technical capability, and support/onboarding motions
Partner with Channel Marketing to deliver annual joint planning for events, webinars, campaigns, and social activity