Value Added Distributor Manager - H/F
L'entreprise
WALLIX Group, a cybersecurity software publisher, is the European specialist in privileged account governance. Responding to regulatory developments and cybersecurity issues that affect all businesses, WALLIX solutions protect against cyber threats, theft and data breaches related to stolen credentials and misappropriated privileges. Listed on Euronext WALLIX, the products are distributed by a network of more than 170 resellers and integrators around the world. WALLIX supports more than 1,000 organizations in securing their digital future. WALLIX GROUP is a founding member of the Hexatrust group and has been integrated into Futur40, the first list of growth companies on the stock market published by Forbes France and is part of the Tech 40 index.
Le poste
We are seeking a highly motivated VAD Manager to lead the recruitment, onboarding, and management of Value Added Distributors (VADs) across Europe. This role is critical to accelerating growth in Germany and Northern Europe while ensuring alignment with our indirect sales strategy and revenue objectives.
Key Responsibilities
- Strategic VAD Recruitment
o Identify and recruit VADs that align with our growth strategy and market coverage.
o Prioritise high-potential partners in Germany and Northern Europe.
o Conduct capability assessments and negotiate onboarding terms.
- Contract Standardisation & Governance
o Develop and implement standardised distribution agreements across Europe.
o Ensure consistency in legal, commercial, and operational frameworks.
o Collaborate with Legal and Finance to maintain compliance and profitability.
- Commercial Model & Remuneration
o Design and optimise remuneration structures, including margin policies and incentive schemes.
o Monitor distributor performance and profitability to achieve revenue targets.
o Align commercial frameworks with corporate objectives and market dynamics.
- Performance Management
o Define KPIs and reporting standards for VAD performance.
o Conduct quarterly business reviews and implement corrective actions.
o Drive partner enablement and operational efficiency.
- Cross-Functional Collaboration
o Work closely with Sales, Marketing, and Operations to ensure VAD strategy supports overall business goals.
o Provide market intelligence and feedback to refine partner strategy.
Profil recherché
Qualifications & Skills
· Minimum 7+ years experience in channel management, distribution strategy, or partner ecosystems within IT or cybersecurity.
· Strong understanding of indirect sales models and VAD dynamics in Europe.
· Proven track record of driving revenue growth through distributors.
· Excellent negotiation and contract management skills.
· Ability to design and implement commercial frameworks and incentive programmes.
· Languages: Fluent in German and English; French is a plus.
· Strong analytical skills with experience in financial modelling and performance tracking.
· Exceptional communication and relationship-building abilities.
What We Offer
· Opportunity to shape the VAD strategy for a leading European cybersecurity company.
· Strategic role with significant impact on revenue growth.
· Competitive compensation package and benefits.
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