About the role
The Vendor Sales Manager is responsible for driving revenue growth, demand generation, pipeline creation, partner engagement, and services attachment across the assigned region. Working closely with partner sales teams, Partner Account Managers, and internal sales teams, the role identifies, develops, and accelerates opportunities within partner and end-user accounts. This position combines channel sales, business development, stakeholder management, and vendor leadership to maximize commercial performance and expand market presence. The Vendor Sales Manager is also tasked with driving demand generation and pipeline creation through strategic partner engagement and co-sell activities, acting as an extension of the partner sales team to help identify, develop, and progress opportunities within partner end-user accounts. The role involves a blend of business development, sales engagement, solution positioning, and stakeholder management to deliver sustainable pipeline growth and revenue performance.
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As the Vendor Sales Manager, you will:
- Drive revenue growth, gross profit performance, and pipeline creation across the assigned region.
- Build and maintain a sustainable pipeline through partner engagement, co-sell initiatives, and end-user account development.
- Identify, qualify, and progress new business opportunities through the full sales cycle.
- Work closely with Partner Account Managers to execute joint business plans and growth strategies.
- Develop trusted relationships with partner sales teams, customer stakeholders, and executive sponsors.
- Position solutions by aligning customer challenges to business outcomes and value propositions.
- Support customer meetings, workshops, discovery sessions, business reviews, and sales enablement activities.
- Provide deal strategy guidance, commercial support, and margin optimization recommendations.
- Drive services attachment and collaborate with Services, Marketing, Customer Success, and Commercial teams.
- Support partner recruitment, onboarding, enablement, and capability development.
- Maintain accurate forecasting, CRM hygiene, and performance reporting.
- Share market intelligence, competitive insights, and customer feedback to support business planning.
About you
The ideal Vendor Sales Manager:
- 5–10 years of experience in vendor sales, channel sales, business development, and account management.
- Experience working with technology vendors, channel partners, MSPs, consultancies, or systems integrators.
- Strong track record in generating pipeline and achieving revenue targets.
- Knowledge of preferred; experience in SaaS, enterprise software, cloud, cybersecurity, digital transformation, or ITSM highly desirable.
- Strong understanding of partner ecosystems and co-sell sales motions.
- Commercial acumen with experience in opportunity qualification, forecasting, and deal progression.
- Excellent presentation and stakeholder management skills, including engagement with senior leadership and C-suite audiences.
- Experience using CRM platforms such as Salesforce and Microsoft Office applications.
- Bachelor’s degree or equivalent relevant professional experience.
Personal Attributes
- Commercially driven and results-focused.
- Collaborative and relationship-oriented.
- Strong influencer and communicator.
- Customer-focused with a consultative sales approach.
- Proactive, self-motivated, and highly organized.
- Strategic thinker with strong execution capability.
- Adaptable and capable of managing multiple priorities.
- High attention to detail and commitment to quality.
