• Develop and execute distribution strategies to meet regional sales goals. • Build and manage long-term relationships with distribution partners to drive growth and maximize revenue. • Collaborate with distributors to create and implement business plans to increase product reach and sales performance. • Provide training, support, and guidance to distribution partners to ensure they are well-equipped to represent Sangoma products. • Ensure the seamless execution of the distribution process, including demand forecasting, inventory management, and order fulfillment. • Conduct regular business reviews with distribution partners to evaluate performance, identify growth opportunities, and address any concerns. • Drive demand generation activities in collaboration with marketing teams, including product launches, promotions, and events tailored to the distribution channel. • Manage the full sales cycle, including contract negotiations with distribution partners. • Ensure accurate and up-to-date documentation of sales activities and partner interactions in Salesforce. • Monitor key sales metrics and performance indicators to assess progress, identify areas for improvement, and make data-driven recommendations. • Represent Sangoma at industry trade shows, conferences, and other events to promote distribution partnerships and solutions. • Collaborate with the product management team to ensure distributors are equipped with the latest product knowledge and marketing materials. • Stay informed on market trends and competitors' activities to inform distribution strategies. • Lead the negotiation and renewal of distribution agreements. • Conduct regular sales meetings and performance reviews to motivate and guide the team. • Recruit, train, mentor, and manage a distribution channel team. • Set clear performance expectations and provide ongoing feedback and support to ensure team members achieve their goals. • Provide regular reports to senior management on sales performance, market trends, and competitive activities.