VP, Global Distribution Sales

General Summary:

The Vice President, Global Distribution Sales is responsible for leading ConnectWise's global distribution business, driving indirect revenue growth through strategic distributor partnerships, operational excellence, and execution across all regions. This executive will define and execute the company's worldwide distribution strategy, ensuring distributors are positioned to recruit, enable, support, and grow MSP partners as well as Internal IT on the ConnectWise platform. The Vice President serves as the executive owner for all distributor relationships globally and is accountable for achieving indirect revenue targets, expanding distribution coverage, strengthening distributor performance, and accelerating platform adoption through the distribution ecosystem. This leader will oversee all global distribution sales resources, including the Director, Distribution Sales North America, Director, Distribution Sales EMEA, and all global indirect sales and distribution personnel. Working closely with egional sales leaders, marketing, enablement, operations, finance, product, and the partner success teams, the Vice President will ensure a coordinated, scalable, and high-performing two-tier go-to market strategy that supports ConnectWise's growth objectives. 

Strategic Leadership & Global Distribution Ownership 

• Develop, own and drive the ConnectWise's global distribution strategy and execution. 

• Serve as the executive sponsor for all distributor relationships worldwide. 

• Develop and execute a multi-year distribution growth strategy aligned to the corporate objectives. 

• Build and maintain executive-level relationships with global distributor leadership teams. 

• Establish distribution coverage models, market expansion priorities, and investment strategies. 

• Lead executive business reviews and strategic planning sessions with key distributors. 

• Drive worldwide distributor alignment with ConnectWise's MSP-first strategy and platform vision. 
• Represent the distribution business within executive leadership discussions and planning processes. 

Global Revenue Growth & Business Performance 

• Own global indirect revenue performance across all regions and distribution partners. 

• Deliver annual bookings, ARR, renewal, expansion, and profitability targets for the distribution business. 

• Establish regional and distributor-level performance objectives and accountability frameworks. 

• Drive distributor-sourced MSP acquisition, activation, retention, and growth. 

• Ensure strong distributor pipeline generation, forecast accuracy, and execution discipline. 

• Monitor business performance and implement corrective actions where required. 
• Lead annual operating plans and revenue forecasts for the global distribution organization. 

Distributor Strategy & Business Planning 

• Define global distributor segmentation, recruitment, coverage, and expansion strategies. 

• Drive Joint Business Planning processes with strategic distributors. 

• Establish consistent global governance while allowing regional execution flexibility. 

• Identify new routes to market and growth opportunities within existing and emerging distribution channels. 
• Evaluate distributor performance and optimize market coverage across geographies. 

Go-To-Market & Ecosystem Enablement 

• Ensure distributors possess the capabilities required to market, sell, support, and scale ConnectWise solutions. 

• Partner with Marketing to build global distribution demand-generation programs and playbook. 

• Partner with Enablement and Product teams to ensure distributors maintain sales, technical, and operational readiness. 

• Drive adoption of platform-led selling across distributor ecosystems. 

• Establish best-in-class onboarding, certification, and enablement frameworks. 
• Promote consistency in distributor experience, messaging, and execution globally. 

Organizational Leadership 

• Lead and develop the global distribution sales organization. 

• Provide leadership and direction to the Director, Distribution Sales North America, Director, Distribution Sales EMEA, Global Distribution Sales Managers 

• All global indirect and distribution sales resources 

• Build a high-performance culture focused on accountability, execution, customer success, and growth. 

• Recruit, develop, and retain top channel and distribution talent. 

• Establish operating rhythms, performance reviews, forecasting cadences, and governance processes. 
• Drive organizational effectiveness and scalability as the distribution business expands. 

Cross-Functional Collaboration 

• Partner with Regional Sales Leadership to ensure alignment between distributor strategy and field execution. 

• Collaborate with Marketing, Product, Finance, Legal, Revenue Operations, Partner Success, and Enablement teams. 

• Align direct and indirect go-to-market motions to eliminate channel conflict and maximize market coverage. 
• Partner with Product and Leadership teams to provide insights from the distribution ecosystem regarding market needs, competitive dynamics, and customer demand. 

Knowledge, Skills, and Abilities Required 

• Proven success building and scaling global distribution businesses. 

• Deep expertise in two-tier channel and distribution sales models. 

• Executive-level relationship management and negotiation skills. 

• Strong understanding of MSP business models, SaaS monetization, and recurring revenue growth strategies. 

• Exceptional business planning, forecasting, and operational leadership capabilities. 

• Ability to lead complex, cross-functional initiatives in a global environment. 

• Strong executive communication and stakeholder management skills. 
• Demonstrated ability to drive transformation, execution, and organizational scale. 

Experience Requirements 

• 15+ years of experience in channel sales, distribution leadership, partner ecosystems, or indirect go-to-market functions. 

• 7+ years of executive leadership experience managing global teams. 

• Proven experience leading large-scale distribution partnerships across multiple geographies. 

• Track record of exceeding ARR, bookings, and revenue targets. 

• Experience operating in SaaS, cybersecurity, MSP software, IT management, or adjacent technology markets. 
• Global business experience across North America, EMEA, and APAC preferred. 

Working Conditions 

• Onsite / Hybrid / Remote depending on location. 
• International travel required (up to 40%).