Senior Commercial Account Manager

Are you an experienced sales professional passionate about building strategic partnerships in the Commercial Distribution area of business? Ivanti is seeking a dynamic, results-driven Senior Manager, Commercial Distribution in order to drive revenue growth by expanding our partner ecosystem and enabling the success of highly experienced channel partners.

Who We Are

In today’s work environment, employees use a myriad of devices to access IT applications and data over multiple networks to stay productive, wherever and however they work. Ivanti elevates and secures Everywhere Work so that people and organizations can thrive. 

While our headquarters is in the U.S., half of our employees and customers are outside the country. We have 36 offices in 23 nations, with significant offices in London, Frankfurt, Paris, Sydney, Shanghai, Singapore, and other major cities around the world.

Ivanti’s mission is to be a global technology leader enabling organizations to elevate Everywhere Work, automating tasks that discover, manage, secure, and service all their IT assets. Through diverse and inclusive hiring, decision-making, and commitment to our employees and partners, we will continue to build and deliver world-class solutions for our customers. 

Our Culture 

At Ivanti, our culture is shaped by the values that inspire and guide us every day. We believe that the way we work—together, passionately, and authentically, is just as important as the results we deliver. Our core values foster collaboration, keep customers at our core, raise the bar for performance, and hold us accountable to the highest standards. Here’s what drives us:

Win Together: Open collaboration is the foundation for our success. Transparent communication, mutual trust, and strong alignment help us win as a unified team.

Customers at our Core: IT & Security teams are at the center of our customers’ innovation. We understand, value, prioritize, and obsess over our customers’ needs, to deliver the technology and services that move their businesses forward.

Achieve and Exceed: Performance drives us. We relentlessly pursue our goals, always striving to set new benchmarks of success on behalf of our customers, employees, partners, and investors.

Own It: Debate, decide, commit. We take responsibility for our actions and decisions, demonstrating commitment, integrity, high standards, and a drive for excellence in everything we do.

What You’ll Do as a Senior Manager, Commercial Distribution

The Senior Manager, Commercial Distribution will build, activate, and scale revenue through strategic Distributor partners in North America.  This role will focus on driving pipeline, accelerating deal velocity, and expanding market reach through value-added distributors (VADs), cloud marketplaces, and applicable reseller / MSP ecosystems aligned to our Ideal Partner Profile (IPP).  The Sr. Manager will work closely with other internal teams from Channel, Sales, Renewals, RevOps, Marketing, Enablement and Pre-Sales Engineering.

The ideal candidate understands both modern SaaS go-to-market and cybersecurity buying dynamics – including compliance, risk, technical validation – and can operationalize efficient GTM motions that drive measurable revenue impact.  This includes but is not limited to partner recruitment, enablement, certification, and demand-gen activities.

This position requires strategic leadership, excellent relationship management skills, and experience with IT Distribution.  

To Be Successful in The Role, Duties will Include:

1. Channel Development & Execution:
• Create and execute comprehensive strategies for channel distribution in the commercial sector to meet sales and revenue goals.
• Identify opportunities for channel expansion, recruitment, and onboarding of new resellers in alignment with business growth objectives.
• Design programs and incentives to motivate channel partners and maximize their performance.
• Collaborate with leadership to execute and monitor annual sales plans for distribution channels.
2. Sales & Performance Oversight:
• Own partner-sourced and partner-assisted forecasts for commercial distribution route-to-market.
• Lead and oversee the achievement of revenue targets, pipeline generation, new logos and other organization KPIs.
• Monitor partner performance, including plan coverage, deal registrations, certifications, and adherence to partner program.
• Implement corrective actions when channel partners do not meet performance metrics.
• Provide data-driven insights to help partners optimize their sales strategies.
3. Relationship Management:
• Build and maintain strong relationships with existing commercial channel partners, including distributors, wholesalers, and resellers.
• Serve as the primary liaison between the company and channel partners, ensuring clear communication and alignment on objectives.
• Identify challenges and opportunities within partner relationships and lead efforts to address these collaboratively.
4. Team Leadership:
• Lead, mentor, and manage a team of channel managers and sales professionals to ensure high performance in channel distribution initiatives.
• Set clear goals, provide ongoing feedback, and create development plans for direct reports.
• Foster collaboration, innovation, and professionalism within the team.
5. Collaboration with Cross-functional Teams:
• Work closely with sales, marketing, enablement, and support teams to ensure channel partners have the resources they need to succeed.
• Collaborate to implement marketing campaigns, promotional activities, and joint initiatives to boost channel sales and visibility.
• Provide feedback to internal teams on market trends, customer demands, and potential product enhancements.
6. Operational Efficiency:
• Optimize processes and systems to ensure seamless interaction with channel partners, including order management, forecasting, and inventory planning.
• Ensure compliance with contracts, agreements, pricing guidelines, and company policies.
• Continuously assess and improve channel efficiency and operational effectiveness.
7. Reporting & Analytics:
• Regularly track and report performance metrics, revenue forecasts, and channel partner activities to senior leadership.
• Analyze data to identify trends, opportunities, and risks within the commercial distribution channels.
• Provide actionable recommendations to enhance channel performance and revenue generation.

Qualifications & Skills Needed for the Role:

1. Education:
• Bachelor's degree in business administration, Marketing, Sales, or a related field; MBA preferred.
2. Experience:
• Minimum of 8–10 years of experience in distribution management and channel sales, preferably within the commercial sector.
• Demonstrated experience scaling channel networks and managing large distributor/partner relationships.
• Proven track record of achieving and exceeding sales targets.
3. Technical Skills:
• Proficiency in CRM systems, PRM, analytics tools, and sales software.
• Strong understanding of commercial distribution models and agreements.
• Ability to forecast sales, analyze trends, and develop strategic plans based on data insights.
4. Core Competencies:
• Exceptional relationship management and negotiation skills.
• Strategic thinking and problem-solving capabilities.
• Leadership and team management skills, with the ability to motivate and develop others.
• Strong communication skills (both verbal and written) to effectively engage channel partners and internal stakeholders.
• Results-driven and highly organized, with attention to detail.

Key Attributes:

• Entrepreneurial mindset with a passion for business growth and market development.
• Ability to work independently and in fast-paced, dynamic environments.
• Collaborative and adaptable with a focus on building lasting partnerships.

Work Environment and Travel Requirements:

• Primarily office-based, with frequent travel (40%) required to meet with channel partners, attend events, or support regional distribution activities.
• Willingness to travel domestically and internationally based on market needs.

Why Ivanti?

• Friendly flexible working model: Empower excellence whether you’re at home or in the office and support work-life balance.
• Competitive compensation & total rewards: Including health, wellness, and financial plans tailored for you and your family.
• Global, diverse teams: Collaborate with talented people from 23+ countries.
• Learning & Development: Grow your skills with access to best-in-class learning tools and programs.
• Equity & belonging: We value every voice. Your story helps inform our solutions for a changing world.

What Drives Us:

Ivanti’s mission is to elevate human potential within organizations by managing, protecting, and automating technology for continuous innovation.

It is through diverse and inclusive hiring, decision-making, and commitment to our employees and partners that we will continue to build and deliver world-class solutions for our customers.

To learn more about Ivanti’s Mission and Core Values. 

Inclusion at Ivanti:

Ivanti is proud to be an Equal Opportunity Employer. We’re committed to building a diverse team and fostering an inclusive environment where everyone belongs. We welcome applicants from all backgrounds and walks of life.

Need adjustments during the process? Reach out to [email protected] and we’re happy to help.