Distribution Channel Manager

Distribution Channel Manager – North America 

Be the key to driving commercial growth through Milestone’s distribution partners!  

Milestone is seeking a Distribution Channel Manager to develop, support, and grow our strategic distribution partners across North America. This role is responsible for driving revenue growth through assigned distributors by developing business plans, improving sales execution, increasing partner engagement, and ensuring distributors successfully execute Milestone's commercial strategy. 

The Distribution Channel Manager serves as the primary business contact for assigned distributors and works closely with Sales, Marketing, Operations, Finance, and Global Channel teams to maximize business performance while delivering an exceptional partner experience. 

The Distribution Channel Manager can be located anywhere in the United States and will report to the VP Sales, North America. Travel is expected to be approximately 50%. 

As a Milestone employee, YOU are the key to our success. Join our growing team and help shape the future of our North American partner ecosystem. 

Responsibilities: 

Distributor Business Management 

• Develop annual business plans with assigned distributors that align with Milestone's North America sales strategy. 

• Conduct regular business reviews to evaluate performance, identify opportunities, and drive continuous improvement. 

• Build strong working relationships with distributor leadership, sales management, and product teams. 

• Identify opportunities to expand partner recruitment, activation, and revenue growth. 

Commercial Execution 

• Drive execution of Milestone's commercial initiatives, including product launches, promotions, Dynamic SKU, Care, pricing programs, and partner incentives. 

• Work with distributors to improve partner engagement and increase adoption of Milestone solutions. 

• Coordinate sales activities that support regional growth initiatives. 

Business Performance 

• Review distributor performance including bookings, pipeline, forecast accuracy, partner recruitment, partner engagement, and adoption of commercial initiatives. 

• Identify business risks and work with distributors to develop action plans that improve business performance. 

• Provide regular business updates and market insights to North American sales leadership. 

Cross-Functional Collaboration 

• Partner with Sales, Marketing, Global Sales Operations, Finance, Customer Success, and Global Channel teams to support distributor success. 

• Support onboarding of new distributors and ensure alignment with Milestone's Partner Program. 

• Share distributor feedback to improve products, programs, and partner experience. 

Professional Qualifications:  

• Experience: Minimum of 5 years of experience in channel management, distribution management or partner sales within the software of technology industry. 

• Experience managing national or regional distribution partners. 

• Strong commercial acumen with the ability to analyze business performance and identify growth opportunities. 

• Experience conducting business reviews and executive presentations. 

• Strong communication, relationship management, and organizational skills. 

• Experience with CRM systems such as Salesforce preferred. 

• Bachelor's degree in Business, Marketing, or a related field, or equivalent experience. 

How we support you: 

• Individual development plan  

• Trainings and certifications  

• Flexibility  

• Management support and regular pulse check survey  

• Opportunities for cross- functional and cross- regional collaboration 

• Social events and space to connect  

•  

What we offer:  

The annual on-target earnings (OTE) for this position range from $150,000 to $190,000 (80/20). Pay is based on the level, location, complexity, responsibility, and job duties of the specific position and is just one component of Milestone’s total compensation package. Additionally, we offer an attractive benefits package that includes medical/dental benefits, FSA or HSA, 401k with 6% Safe Harbor employer match, paid parental leave, generous PTO (20 days' vacation, 10 days paid sick time, and 12 company holidays), fully paid Short Term disability policy, fully paid Long Term disability policy, and Life Insurance. If you are selected for an interview, please feel welcome to speak to our Talent Partner about our compensation philosophy. 

    All employees must complete a background check. Employees in fiscal roles are also required to undergo a credit check. All information obtained during these checks is handled confidentially and shared only with authorized personnel. 

    Milestone is committed to creating a diverse and inclusive workplace and is proud to be an equal opportunity employer. 

    Call to Action  

    Excited to join a team that values people and innovation? We encourage you to apply as soon as possible. Applications will be reviewed on a rolling basis, and the position will remain open until filled. 

    Please apply on our website: www.milestonesys.com. 

About Us 

Milestone Systems is a leading provider of data-driven video technology software. Our portfolio includes XProtect video management software, Arcules video surveillance as a service, and BriefCam analytics. We amplify what organizations of any size can see, do, and achieve with video. Guided by our People First mindset—freedom, inclusion, and togetherness—we always consider our employees, partners, and communities in everything we do.