Director of Distribution Channel - Remote

Director, Distribution Channel

Sangoma Technologies Corporation, founded in 1984, is a leading provider of unified communications solutions for businesses of all sizes, headquartered in the US and Canada. As an industry leader, Sangoma offers a comprehensive range of communication products and services, including UCaaS, CCaaS, VoIP gateways, IP phones, cloud-based services, and more. With a commitment to continuous innovation, reliability, and customer satisfaction, Sangoma, a publicly traded company (TSX: STC), delivers customizable communication solutions tailored to businesses of all sizes.

The Director, Distribution Channel or Sr. Manager (based on years of experience) is responsible for managing and growing Sangoma's distribution channels by cultivating strong relationships with distribution partners. You will develop strategies to increase product availability, drive sales, and meet distribution targets within your assigned region. This role will collaborate closely with sales, marketing, and product teams to ensure Sangoma's innovative communication solutions are effectively promoted and sold through distribution networks.

• Develop and execute distribution strategies to meet regional sales goals.
• Build and manage long-term relationships with distribution partners to drive growth and maximize revenue.
• Collaborate with distributors to create and implement business plans to increase product reach and sales performance.
• Provide training, support, and guidance to distribution partners to ensure they are well-equipped to represent Sangoma products.
• Ensure the seamless execution of the distribution process, including demand forecasting, inventory management, and order fulfillment.
• Conduct regular business reviews with distribution partners to evaluate performance, identify growth opportunities, and address any concerns.
• Drive demand generation activities in collaboration with marketing teams, including product launches, promotions, and events tailored to the distribution channel.
• Manage the full sales cycle, including contract negotiations with distribution partners.
• Ensure accurate and up-to-date documentation of sales activities and partner interactions in Salesforce.
• Monitor key sales metrics and performance indicators to assess progress, identify areas for improvement, and make data-driven recommendations.
• Represent Sangoma at industry trade shows, conferences, and other events to promote distribution partnerships and solutions.
• Collaborate with the product management team to ensure distributors are equipped with the latest product knowledge and marketing materials.
• Stay informed on market trends and competitors' activities to inform distribution strategies.
• Lead the negotiation and renewal of distribution agreements.
• Conduct regular sales meetings and performance reviews to motivate and guide the team.
• Recruit, train, mentor, and manage a distribution channel team.
• Set clear performance expectations and provide ongoing feedback and support to ensure team members achieve their goals.
• Provide regular reports to senior management on sales performance, market trends, and competitive activities.

• Minimum 5 years of proven experience managing distribution channels, preferably in the unified communications, telecommunications, or SaaS industry.
• Minimum 3 years building and managing a distribution team.
• Strong understanding of channel management and distribution partner ecosystems.
• Proficiency in Salesforce CRM and data analysis tools to drive strategic decision‑making.
• Demonstrated ability to drive sales and meet targets through distribution partners.
• Excellent communication, negotiation, and relationship management skills.
• Proven ability to work independently, manage multiple priorities, and travel as required (up to 50%).
• Experience with Office 365 a must.

• Leadership and team collaboration
• Strategic thinking and planning
• Analytical problem‑solving and decision‑making
• Strong organizational and time management skills
• Customer‑focused approach with the ability to understand partner needs

• Hybrid role with a mix of office work and regular travel to distribution partners.
• Flexibilit…