Distribution Sales Director

Job Summary

We are looking for a driven Distribution Sales Director to lead the recruitment and development of strategic channel partners across EMEA. This role focuses on expanding our indirect sales reach for hardware products, with an emphasis on partner acquisition, enablement, and growth. The Distribution Sales Director will play a key role in building partnerships with EMEA distributors / resellers, local distributors to resell Telit Cinterion's hardware products (cellular / non-cellular). You'll work closely with our regional SVPs, regional sales directors, global distributors at regional & corporate level at both manager and director level, marketing, product management, and other cross-functional stakeholders to grow our footprint in a high-opportunity region.

Objectives & Responsibilities

Sales Execution

• Support and drive regional indirect sales efforts, either directly or by collaborating with Telit Cinterion's Regional SVPs and Regional Sales Directors.
• Develop and execute region-specific strategies to drive adoption of Telit Cinterion's HW Products (Cellular/Non-Cellular) offerings.
• Establish targets for KPIs including Registrations, Design Wins, and Revenue Growth to measure success.
• Present Telit Cinterion's value proposition to key stakeholders, including C-level executives, technical leaders, and procurement teams.

Account Strategy & Enablement

• Craft compelling business cases and solution proposals tailored to partner needs.
• Lead negotiations and support partners through RFP responses and late-stage deal closure.
• Coordinate with internal solution architects to ensure technical alignment and integration.

Market Intelligence & CRM Management

• Track all partner activity and pipeline progress using the company's CRM platform.
• Provide regular reporting and feedback to internal teams on market dynamics, competitor activity, and customer needs.
• Participate in refining Telit Cinterion's go-to-market strategy based on partner insights and field learnings.

Partner Recruitment & Development

• Identify, qualify, and onboard strategic channel partners.
• Build and maintain a robust partner pipeline with a clear understanding of each partner's business model, technical capacity, and go-to-market approach.
• Act as the trusted advisor and main point of contact for partners throughout the engagement lifecycle.

Requirements & Qualifications

• 5+ years in sales roles within IoT, M2M, or wireless network solutions.
• Demonstrated experience in channel development and partner sales including managing Funnel.
• Proven track record of exceeding sales targets in a B2B/enterprise environment.
• Strong understanding of the IoT ecosystem, particularly connectivity solutions and partner networks.
• This individual must also be able to build relationships with key decision makers and work in a high-performance team environment.
• Working knowledge of the distribution channel required.
• Bachelor's degree in business, engineering, or related field.
• Able to engage technical and executive audiences with confidence and clarity.
• Familiar with solution selling, partner enablement, and indirect channel strategies.
• Strong business acumen – must be able to analyze business trends, conclude key messages, and derive plans based on key financial metrics
• Proficient in CRM systems and sales reporting.
• Must be an excellent communicator who is organized, detail oriented, resourceful and creative.

Preferred Qualifications

• High emotional intelligence and excellent communication skills.
• Ability to work independently and as part of a collaborative team.
• Technically proficient – ability to understand and position complex IoT offerings.
• Willingness to travel as needed within the region to local distributor HQ and/or branch offices to build relationship, educate on our product offering and discus targeted accounts in region with RSDs. (~30%)

Location

Remote in the UK or The Netherlands