We are a successful IT distributor and ecosystem enabler, connecting the most innovative technology vendors with a powerful network of resellers and service providers across the EMEA region.
Since our founding 16 years ago, we’ve had consistent year-over-year sales growth. We help our partners accelerate the adoption of next-generation solutions in DevOps, Cloud, Security, Infrastructure, and Business Apps by combining expertise, enablement, and go-to-market support.
We are seeking exceptional EMEA candidates to play a key role on a new vendor business development team focused on our key security vendors.
Role:
The Vendor Managers & Alliances is responsible for managing and growing technology vendor relationships across EMEA and, where applicable, global markets.
This role works closely with vendors, regional sales teams, and internal stakeholders such as corporate marketing and Partner/customer-facing account teams to create and drive positive, measurable commercial outcomes.
Responsibilities:
Vendor Relationship & Business Management
- Manage day-to-day relationships with assigned vendors across EMEA and selected global regions
- Act as the primary point of contact for vendors and internal stakeholders for commercial, operational, go-to-market, and several other areas.
- Support the development and execution of joint business plans with defined partners, aligned with regional and global corporate objectives
- Manage the creation and delivery of vendor QBRs
Revenue, Margin & Performance Growth
- Drive specific revenue, margin, and pipeline growth across EMEA markets for/with the assigned vendors
- Manage new vendor partners discovery and agreement process
- Track KPIs, forecasts, and performance metrics, providing clear reporting to stakeholders
Support commercial negotiations around pricing, rebates, incentives, and MDF programs
- Identify upsell, cross-sell, and expansion opportunities within the vendor portfolio
- Seek and nurture cross-vendor technical alliances and joint GTM plans
Sales Enablement & Regional Field Coordination
- Enable and support regional sales teams with vendor knowledge, value propositions, and programs
- Drive repeatable and predictable vendor enablement for internal stakeholders that face partners & customers
- Coordinate vendor initiatives across multiple countries and sales organizations
- Act as a bridge between global vendor strategy and local market execution
- Enable partner-facing teams for their efficiency and success; Provide timely support for the team’s efforts to promote and sell the vendor’s products
- Ensure consistent vendor messaging and positioning across regions
Marketing & Go-To-Market Execution
- Collaborate with marketing & BDM teams to plan and execute EMEA-wide and regional campaigns for selective vendors
- Seek out and support vendor alliances for ‘better together’ GTM campaigns
- Manage MDF allocation and ensure alignment with vendor guidelines and ROI expectations
- Support product launches, promotions, and partner programs across markets
Market & Portfolio Insight
- Monitor market trends, competitive landscape, and regional performance differences
- Provide insights to leadership on vendor opportunities, risks, and portfolio optimization
- Support onboarding of new vendor partners and vendor expansion into new geographic markets
Qualifications:
- 3–5+ years of experience in vendor management, product management, category management, or channel sales within IT distribution, a technology vendor, or a VAR/MSP
- Good understanding of the IT channel ecosystem across EMEA
- Experience working with multi-country stakeholders and regional sales teams
- Solid commercial and analytical skills, with exposure to forecasting, margin management, and KPIs
- Strong communication skills in English (additional European languages are a plus)
- Experience supporting EMEA-wide or global vendor programs
- Exposure to cloud, cybersecurity, networking, or infrastructure portfolios
- Familiarity with MDF programs, rebates, and vendor incentive structures
- Experience working with PRM & CRM, including report building; Even better SFDC
What Success Looks Like:
- Vendor targets consistently met or exceeded across EMEA
- Strong working relationships with vendor counterparts, and regional sales teams: Also effective collaboration with corporate marketing, BDM and partner-facing teams.
- Clear visibility into pipeline, performance, and regional execution
- Effective coordination of vendor initiatives across multiple markets
- Positive vendor feedback and growing strategic relevance for/with stakeholders