Director of Distribution

Position Description:

This role is responsible for leading and expanding rf IDEAS' indirect sales channels. The Director of Distribution will develop channel strategies, build and manage partner ecosystems, and drive revenue growth through distributors, resellers, VARs, and other channel partners. This role requires a strategic, results-oriented leader with a proven track record of scaling channel programs and maximizing partner performance to achieve aggressive revenue targets.

Primary Objectives:

Develop, oversee and execute comprehensive channel strategy aligned with company revenue goals and market expansion objectives. Build and maintain a high-performing partner ecosystem that drives significant revenue growth while ensuring partner satisfaction and retention.

Major Areas of Responsibility:

• Identify, recruit, and onboard high-potential channel partners in target markets and verticals

• Design partner tier structures, incentive programs, and go-to-market strategies that drive partner engagement and performance

• Establish channel revenue targets and create plans to achieve or exceed quarterly and annual goals

• Build and maintain strong executive relationships with key channel partners

• Conduct regular business reviews with partners to assess performance and identify growth opportunities

• Create joint business plans with top-tier partners to align objectives and drive mutual success

• Develop partner advisory councils to gather feedback and strengthen the partner community

• Collaborate with direct sales teams to ensure channel conflict resolution and account alignment

Specific Responsibilities:

• Design and implement partner training programs, certification paths, and enablement resources

• Create sales tools, collateral, and playbooks that empower partners to sell effectively

• Establish partner onboarding processes that accelerate time-to-productivity

• Manage channel marketing initiatives including co-marketing campaigns and demand generation

• Develop partner portal and systems to streamline communication and resource access

• Monitor and optimize partner deal registration, quoting, and order fulfillment processes

• Set clear KPIs and metrics to measure channel performance, partner productivity, and pipeline health

• Implement dashboards and reporting systems to track revenue, market share, and partner contribution

• Conduct pipeline reviews and forecast channel revenue accurately

• Identify underperforming partners and create improvement plans or transition strategies

• Partner with marketing to develop channel-specific campaigns and lead generation programs

• Work with product management to communicate partner feedback and influence product roadmap

• Coordinate with legal and finance on partner contracts, commission structures, and deal approvals

• Build, lead, and mentor a high-performing channel management team

• Set team goals, conduct performance reviews, and foster professional development

• Adhere to all company policies, procedures and code of business ethics

Required knowledge, skills and abilities:

• Deep understanding of channel economics, partner business models, and indirect sales dynamics

• Strong financial acumen with experience managing channel P&L and partner incentive budgets

• Excellent negotiation skills and experience structuring complex partner agreements

• Experience with CRM systems (NetSuite a plus) and partner relationship management (PRM) platforms

• Outstanding presentation and communication skills with ability to influence at executive levels

• Knowledge of logical access control, identification used in manufacturing, MFP printers and secure printing technology

• Proficiency in Microsoft products including Outlook, Excel, and PowerPoint

• Knowledge of channel incentive programs, MDF/co-op funds, and rebate structures

Education and Experience:

A Bachelor's degree in Business, Engineering, or related field, plus 8+ years of experience in channel sales, partner management, or B2B sales leadership is required. 3+ years in a leadership role managing channel programs and teams. Proven track record of building and scaling successful channel programs that drive significant revenue growth. Experience managing global or multi-regional channel programs and multiple channel types (distributors, resellers, VARs, systems integrators, MSPs) preferred.

Physical Demands: None specified

Work Environment: Home Office based / Business travel as necessary (roughly 40-60%), but will vary based upon the needs of the business.

Benefits:

· Health, Dental, Vision

· Employer Paid Life/STD/LTD

· 401K + Company Match

· Parental Leave

· Employee Stock Purchase Program

· Educational Assistance

· Competitive PTO Package & Paid Company Holidays

· Wellness Program

Behavioral Assessment

In addition to supplying us with your resume, we ask that you take our Behavioral Assessment through Predictive Index by going to the following link:

https://assessment.predictiveindex.com/bo/B3WV/DirectorofSalesDistribution_Jan2026_213852

Tips:

1. Complete the assessment in a quiet place, free from interruption, in one session

2. Take as much time as you wish to complete this assessment— typically takes <7 minutes

3. Please use one of the following browsers: Internet Explorer, Firefox, Safari, or Chrome