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Channel Distribution Manager - EMEA
sharegateen • EMEA - Remote
Posted: March 3, 2026
Job Description
Job Description
So, what will your new role look like?
We are looking for a Distribution Channel Manager – EMEA to act as the strategic owner of our distribution business across Europe, the Middle East, and Africa, with a primary focus on QBS Software.
Reporting to the Channel Sales Manager – EMEA and working closely with the Director of Partnerships & Alliances, you will scale and evolve our distribution strategy across Europe, Eastern Europe, the Middle East, Africa, and newly acquired QBS entities.
This is not a transactional channel role — it is a strategic growth mandate. You will transform distribution into a proactive revenue engine by increasing reseller activation, strengthening pipeline visibility, improving renewal performance, and driving measurable revenue growth across EMEA.
Responsibilities:
- Own and strengthen relationships across QBS Software at all levels, from inside sales to executive leadership;
- Position ShareGate as a strategic vendor and long-term growth partner;
- Develop and execute quarterly and annual joint business plans with clear revenue targets and KPIs;
- Drive new business, upsell, cross-sell, and renewal performance across EMEA distribution;
- Establish structured pipeline reviews and improve forecast accuracy;
- Collaborate on demand generation initiatives to increase partner activation and pipeline creation;
- Deliver enablement sessions and represent ShareGate at distributor-led events across EMEA;
- Ensure operational excellence across quoting, ordering, invoicing, and SKU management;
- Act as the voice of QBS internally while championing ShareGate’s objectives externally.
A typical week?
You might be leading a quarterly business review with QBS regional leadership, aligning on revenue targets and growth initiatives. Later in the week, you could be running a pipeline inspection session with inside sales teams in Eastern Europe, identifying gaps and unlocking new opportunities. You’ll collaborate with Channel Marketing on a campaign to boost renewals, coach partners on positioning ShareGate within the Microsoft ecosystem, and work internally with CAMs and Revenue Operations to improve forecast accuracy. Throughout it all, you’ll balance strategic planning with hands-on execution to ensure distribution delivers measurable impact across EMEA.
What does your future team look like?
You will join a fast-growing ShareGate Channel organization that is evolving into a strategic, performance-driven go-to-market engine.
You will collaborate closely with the Channel Sales Manager – EMEA, Director of Partnerships & Alliances, Channel Account Managers (CAMs), Technical Sales Specialists, Channel Marketing, and Revenue Operations.
The team operates with high ownership, strong collaboration, and a no-ego mindset. We compete in the market — but internally, we win as one team.
What are the next challenges awaiting your team?
- Scaling distribution revenue consistently across a complex, multi-country EMEA region;
- Increasing pipeline transparency and forecast discipline across QBS entities;
- Activating newly acquired QBS businesses and aligning them to ShareGate’s growth strategy;
- Shifting distribution from transactional selling to structured, strategic growth planning;
- Deepening executive relationships while expanding partner recruitment and activation.
Qualifications
- 3–5+ years of experience improving sales performance within IT distribution or channel ecosystems;
- Proven experience developing and executing joint business plans with distributors or strategic partners;
- Strong understanding of the Microsoft ecosystem and broader IT channel landscape;
- Experience managing multi-country territories, ideally across EMEA;
- Excellent communication, presentation, and negotiation skills;
- Structured approach to pipeline management and forecasting;
- High level of autonomy, sound business judgment, and accountability;
- Fluent in English (written and spoken);
- Ability to travel approximately 25% across EMEA.
Additional Content
Job Description
So, what will your new role look like?
We are looking for a Distribution Channel Manager – EMEA to act as the strategic owner of our distribution business across Europe, the Middle East, and Africa, with a primary focus on QBS Software.
Reporting to the Channel Sales Manager – EMEA and working closely with the Director of Partnerships & Alliances, you will scale and evolve our distribution strategy across Europe, Eastern Europe, the Middle East, Africa, and newly acquired QBS entities.
This is not a transactional channel role — it is a strategic growth mandate. You will transform distribution into a proactive revenue engine by increasing reseller activation, strengthening pipeline visibility, improving renewal performance, and driving measurable revenue growth across EMEA.
Responsibilities:
- Own and strengthen relationships across QBS Software at all levels, from inside sales to executive leadership;
- Position ShareGate as a strategic vendor and long-term growth partner;
- Develop and execute quarterly and annual joint business plans with clear revenue targets and KPIs;
- Drive new business, upsell, cross-sell, and renewal performance across EMEA distribution;
- Establish structured pipeline reviews and improve forecast accuracy;
- Collaborate on demand generation initiatives to increase partner activation and pipeline creation;
- Deliver enablement sessions and represent ShareGate at distributor-led events across EMEA;
- Ensure operational excellence across quoting, ordering, invoicing, and SKU management;
- Act as the voice of QBS internally while championing ShareGate’s objectives externally.
A typical week?
You might be leading a quarterly business review with QBS regional leadership, aligning on revenue targets and growth initiatives. Later in the week, you could be running a pipeline inspection session with inside sales teams in Eastern Europe, identifying gaps and unlocking new opportunities. You’ll collaborate with Channel Marketing on a campaign to boost renewals, coach partners on positioning ShareGate within the Microsoft ecosystem, and work internally with CAMs and Revenue Operations to improve forecast accuracy. Throughout it all, you’ll balance strategic planning with hands-on execution to ensure distribution delivers measurable impact across EMEA.
What does your future team look like?
You will join a fast-growing ShareGate Channel organization that is evolving into a strategic, performance-driven go-to-market engine.
You will collaborate closely with the Channel Sales Manager – EMEA, Director of Partnerships & Alliances, Channel Account Managers (CAMs), Technical Sales Specialists, Channel Marketing, and Revenue Operations.
The team operates with high ownership, strong collaboration, and a no-ego mindset. We compete in the market — but internally, we win as one team.
What are the next challenges awaiting your team?
- Scaling distribution revenue consistently across a complex, multi-country EMEA region;
- Increasing pipeline transparency and forecast discipline across QBS entities;
- Activating newly acquired QBS businesses and aligning them to ShareGate’s growth strategy;
- Shifting distribution from transactional selling to structured, strategic growth planning;
- Deepening executive relationships while expanding partner recruitment and activation.
Qualifications
- 3–5+ years of experience improving sales performance within IT distribution or channel ecosystems;
- Proven experience developing and executing joint business plans with distributors or strategic partners;
- Strong understanding of the Microsoft ecosystem and broader IT channel landscape;
- Experience managing multi-country territories, ideally across EMEA;
- Excellent communication, presentation, and negotiation skills;
- Structured approach to pipeline management and forecasting;
- High level of autonomy, sound business judgment, and accountability;
- Fluent in English (written and spoken);
- Ability to travel approximately 25% across EMEA.