IT Channel Distribution Manager - Sales

IT Distribution Manager – Sales

We are looking for an IT Distribution Manager to strengthen Vertiv’s channel presence across Middle East and South East Europe. The role focuses on managing and developing the IT distributor relationships, driving sales-out growth, and ensuring market coverage. You will align partners with Vertiv’s strategy through business planning, sales enablement, promotions and inventory optimization. This position is key in expanding Vertiv’s market share and securing long-term channel success in the region. 

Location Dubai Vertiv Office 

Key responsibilities: 

• Manage and grow the distribution business using business analytics and data-driven decision making 
• Develop and manage relationships with distribution partners across the Middle East region and South Eastern Europe, ensuring alignment with Vertiv’s central and local channel strategy. 
• Drive business growth through proactive partner engagement, sales enablement, and joint business planning (Grow Plans) 
• Track weekly performance metrics; report on results vs. targets, KPIs, and market trends 
• Monitor and optimize stock levels, sales-out activities, and rebate structures to maximize efficiency and partner success. 
• Coordinate with internal teams (sales, marketing, operations) to deliver consistent support and execution in the Channel. 
• Identify new opportunities to expand Vertiv’s market share and increase with existing partner coverage. 
• Qualified interface for legal trade of products, services, systems and technologies in compliance with Vertiv I.T.C. regulations. 
• Increase Vertiv's market share and achieve/exceed budget figures in line with company ethics and policy. 

EXPECTATIONS: 

• Drive business performance through strong analytics, data-driven decision-making, and disciplined execution 
• Support the execution of channel programs, promotions, and enablement initiatives. 
• Act as the primary point of contact for distribution partners in the region, ensuring trust, collaboration, and long-term growth. 
• Achieve defined sales, and profitable growth targets by effectively managing distribution performance. 
• Provide market insights and feedback to influence regional strategy and future channel developments. 
• Demonstrate ownership, accountability, and a solution-oriented mindset in daily collaboration with Operations, Sales Support, and Lines of Business 
• Promote Vertiv’s high-performance culture and core values: Think Big & Execute, Drive Continuous Improvement, Lead by Example. 

Qualifications: 

• Strong analytical mindset with the ability to translate data into clear commercial actions 
• Solid background in channel and distribution management within IT, data center, or infrastructure markets. 
• Demonstrated ability to develop and execute business plans with distribution partners. 
• Strong commercial acumen with experience in rebate models, pricing structures, and inventory management. 
• Excellent relationship-building, negotiation, and influencing skills at multiple levels. 
• Proven analytical skills for reviewing sales-out data, market trends, and performance metrics. 
• Fluency in English and Arabic (written and spoken); additional languages a plus. 
• Comfortable working in a fast-paced, international environment and managing multiple priorities. 
• Willingness to travel across and outside the Region. 

#LI-NS1 #LI-REMOTE

The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities. 

OUR CORE PRINCIPALS:  Safety.  Integrity.  Respect.  Teamwork.  Diversity & Inclusion.

OUR STRATEGIC PRIORITIES

• Customer Focus
• Operational Excellence
• High-Performance Culture
• Innovation
• Financial Strength

OUR BEHAVIORS

• Own It
• Act With Urgency
• Foster a Customer-First Mindset
• Think Big and Execute
• Lead by Example
• Drive Continuous Improvement
• Learn and Seek Out Development

At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $5 billion in sales, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.

 Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to help.join@vertivco.com. If you are interested in applying or learning more about this role, please visit the company’s career page located on Vertiv.com/Careers