Distribution Director EMEA

Keep IT Group; Greater London; Hybrid; GBP 90,000 - GBP 130,000; Full time

Job summary

A leading SaaS data protection firm is seeking a Distribution Director EMEA to enhance relationships with distributors and accelerate sales across the region. This role involves executing the distribution sales strategy, managing key performance indicators, and enabling partners to grow the SaaS data protection business. Candidates should have a strong understanding of the SaaS industry, excellent stakeholder management skills, and a drive for partner revenue growth. Additional language skills are valued in this position.

Qualifications

• Knowledge of the IT/SaaS distribution industry and business development skills.
• Ability to work with cross-functional teams and manage various stakeholders.
• Experience with programmatic approach to business development.
• High proficiency in English and additional EMEA languages.
• Motivation for increasing partner-sourced revenue.

Responsibilities

• Plan and execute the EMEA distribution sales strategy.
• Agree on KPI’s with distribution partners.
• Develop and maintain relationships with key decision-makers.
• Enable distributors to grow SaaS data protection business.
• Drive operational excellence with distribution partners.

Skills

Commercial Understanding of the EMEA SaaS/IT Distribution Ecosystem

Stakeholder Management

A Structured Approach to SaaS Distribution Business Development

English & other EMEA languages skills

Entrepreneurial Spirit

Job description

Overview

Keepit is looking for a Distribution Director EMEA to drive our relationships with EMEA SaaS/IT distributors and accelerate our business with partners in the region. We are growing fast as a company and are focused on bringing our Next Level SaaS Data Protection to a global audience. As Distribution Director EMEA, you will play an essential role in our global expansion through a Partner-Only Sales Strategy. Building strong, trusted connections with our partners is key to ensuring long-lasting and mutually beneficial partnerships.

As Distribution Director in EMEA, you will focus on hiring, onboarding, enabling, and developing our distribution partners and ensure they help us expand our business with VARs, SIs, and MSPs in the region.

Central tasks as Distribution Director EMEA with Keepit include:

• Plan and execute the EMEA distribution sales strategy in alignment with the Keepit Sales and Partner strategy.
• Contribute to the evolution of our Global Distribution Program.
• Agree on KPI’s with distribution partners and performance manage them to achieve the agreed incremental outcome regarding partner acquisition, partner activation, pipeline generation and incremental bookings.
• Develop and maintain strong relationships with key decision-makers and champions at new and existing distributors.
• Enable and activate distributors so that they help us grow our SaaS data protection business with our EMEA partners, including driving distributor hiring, enabling, pipeline development, and assistance during the sales cycle.
• Drive operational excellence with distribution partners to honor SLA’s around quotation service, ordering, quarter-end closing, in-time payments, credit, etc.
• Ensure both Keepit and Partner satisfaction by addressing issues and working closely with our internal and partner sales teams.
• Maintain accurate and timely records of all Distribution sales and marketing activities in our CRM and PRM systems to contribute to overview, accurate sales pipeline, and forecasting.
• Stay updated with the latest industry trends and technologies in SaaS distribution.
• Collaborate with Keepit sales leaders, channel leaders and marketing leaders to execute a distribution plan that helps partner acquisition and activation to drive incremental pipeline and revenue (e.g. Distribution Managed Partner growth).
• Provide structural support with distributors to the Keepit focus partners managed by the Keepit partner managers.

As Distribution Director EMEA, you will join our team of partner sales professionals and IT entrepreneurs. You will report to Jan Ursi, Global VP of Channels & Partner Sales. At Keepit, we take pride in being an equal opportunity employer and recognize how a diverse workplace strengthens our product, customer relationships, and work culture.

We are committed to a fair and transparent recruitment process.

We believe it is crucial to cultivate a culture where you feel you belong. To be fair and transparent, we present the criteria you are assessed by if you are curious about joining our scale-up journey.

1. Commercial Understanding of the EMEA SaaS/IT Distribution Ecosystem: candidates should have knowledge and skills about the IT/SaaS distribution industry and business development skills to drive our distributors to develop our partners such as resellers, system integrators, and managed service providers. Understanding and experience with marketplaces is valued.
2. Stakeholder Management: ability to work with cross-functional teams and manage various stakeholders’ perspectives, balance expectations, and negotiate successful resolutions through strong communication skills and the ability to explain Keepit’s solution simply.
3. A Structured Approach to SaaS Distribution Business Development: motivated by increasing partner-sourced revenue based on new sales opportunities; ability to organize and prioritize tasks, maintain productivity, and work under time constraints in a fast-paced, collaborative environment. Experience with a programmatic approach to business development and practice of co-designing and executing joint business plans is required.
4. English (& other EMEA languages) Skills: English is the company language; high proficiency is required. Additional EMEA languages are valued.
5. Entrepreneurial Spirit: ability to think outside the box, take ownership, and help build a fair and fun work environment that fosters collaboration across the organization.

Keepit is a fast-growing IT scale-up with 22+ years of experience in software and data protection. Our mission is to help companies around the world protect and manage their cloud-based data. Our team is diverse, with more than thirty nationalities working together to promote trust and security in a world undergoing digitalization. In 2020 Keepit raised $30 million in funding to fuel growth and position Keepit as a category leader in the Backup-as-a-Service market. Keepit serves a broad client base of major corporations and institutions across sectors.

At Keepit, we are proud to be an equal opportunity employer and recognize how a diverse workplace strengthens our product, relationships, and work culture.

Please do not provide any sensitive categories of personal data when applying. Keepit will process your personal data, and you should read our privacy policy to understand how we process personal data and your rights as a data subject.