Distribution Account Manager

Distribution Account Manager

Location:

Virtual, Illinois, United States

In our ‘always on’ world, we believe it’s essential to have a genuine connection with the work you do.

Ruckus Networks is seeking a highly qualified Distribution Account Manager to join our team. This role will be responsible for managing distribution relationships within North America. The ideal candidate resides in the Chicago area or Midwest region of the United States.

For the hard-working people in the world’s most demanding industries, “good enough” networking isn’t good enough. They need networks that meet their organization’s exacting needs. RUCKUS® builds and delivers purpose-driven networks that perform in the tough environments of the industries we serve. Together with our trusted go-to-market partners, we empower our customers to deliver exceptional experiences to the guests, students, residents, citizens, and employees who are counting on them.

If you’re passionate about sales and building positive relationships, this is the role for you!

Key Responsibilities:

The Distribution Account Manager will oversee all business operations through assigned distribution partners. Reporting to the Vice President of Global Distribution, the individual will manage, develop, and drive the success of distributors, collaborating closely with local Channel and End-User sales teams.

The successful candidate will identify and execute strategic initiatives to distinguish Ruckus Networks and generate incremental revenue through distributors, facilitating effective adoption and growth of both new and existing products. A specific emphasis will be placed on supporting distributors in recruiting and developing new distribution-managed resellers.

• Operational Efficiency: Serve as the primary operational contact for assigned distributors, promptly addressing inquiries to maintain seamless collaboration.
• System Expertise: Resolve platform-related issues faced by distributors, including portal access, login troubleshooting, and CPQ matters such as license allocation.
• Program Adoption & Enablement: Clearly communicate program details, provide progress updates, and assist distributors in accessing necessary training and certifications.
• Channel Pipeline Optimization: Coordinate pipeline management and supply requirements in partnership with distribution.
• Business Insights Enhancement: Prepare reports for Quarterly Business Reviews (QBRs) and ROI analyses and contribute to distribution-focused presentations for internal and external audiences.
• Channel Marketing Support: Promote high attendance at distributor marketing events and ensure thorough follow-up to maximize sales conversions.
• Process Streamlining: Evaluate and refine operational workflows, document improvements, and facilitate ease of business for distributors.

Required Qualifications:

• Distribution Management
  
  Experience:
  
  Minimum of 3 years' experience in distribution and channel relationship building/partner management, preferably within the technology sector and involving Distributors, Resellers, System Integrators, alliances, and strategic partners.
• Distributor/Channel Mindset: Comprehensive understanding of indirect sales models and the pivotal role of distribution partners in the technology ecosystem; ability to articulate and align business strategies from both the distributors and Ruckus solution perspectives.
• Operational Acumen: Demonstrated proficiency in complex internal systems (such as Salesforce CRM and Partner Portals) and strong process improvement skills.
• Service & Support Excellence: Proven capability to manage a high volume of diverse inquiries, maintaining responsive liaison to ensure partner satisfaction.
• Communication & Clarity: Exceptional written and verbal communication skills, with the ability to explain intricate program details and operational procedures effectively.
• Data & System Discipline: Experience in sales data management, pipeline maintenance, and use of reporting tools for business review purposes.
• Motivation: Strong motivation and integrity, complemented by interpersonal, project management, negotiation, change management, problem‑solving, and process management…