Distribution Business Development Manager | Remote, USA

This position can be hired remotely anywhere within the continental U.S.
Optiv’s Partner and Client Operations organizations are responsible for supporting the product, software, and services needs of our clients both domestically and internationally.  With around 35% of Optiv’s Technology sourced through our distribution partners, this role is key in maintaining and improving the financial and strategic relationships with these key stakeholders of our operational success. Reporting to the Director of Partner Operations, this role will be responsible for the management of Optiv’s Distribution partnerships in North America and internationally.

How you'll make an impact

• Responsible for the day to day management of all Optiv distribution relationships including Domestic US (NON-Fed/SLED), Public Sector and Canadian distribution partners (also some occasional support for global distys will be required)
• Develop and execute on RFI programs with key distributors to optimize rebates and gain operational efficiencies
• Track all rebates for distribution vs direct and report quarterly on direct vs disty % and provide all reporting to senior management and distribution partners, as necessary using DOMO reporting platform
• With support from the Optiv contracts team, negotiate and manage distribution contracts including payment terms, shipping costs, revenue goals and rebates through frequent business planning
• Act as liaison among Optiv partner and marketing departments to help build mutually beneficial programs with our distribution partners
• Work in collaboration with Optiv Partner and Marketing teams to drive sales enablement and ensure that materials on all distribution sourcing options are on the Optiv Sales Playbook.
• Management of approvals for additional margin requests from distribution as well as reviewing deals which should go through disty being approved to be purchased directly from the vendor partners.
• Provide forecasting information on product inventory to distribution partners to assist with having ample stock on hand
• Function as an escalation point of contact for purchasing/distribution issues that the Purchasing team is unable to resolve
• Working with the Optiv Partner Managers/Directors, identify distribution method for smaller partners to help streamline sourcing and potentially gain additional rebates
• Assist in M&A integrations, aligning new companies with Optiv’s sourcing framework
• Maintain all distribution sales force records for all distribution and alliance partners including contacts, rebate information and the addition of different offices for global support.

What we're looking for

• Excellent verbal and written communication skills
• Self-directed within a team environment
• Background working for or closely with IT Distribution channels
• Negotiating and contract management skills
• Ability to manage multiple tasks at one time
• Detailed, organized, and results driven with the ability to solve problems
• Knowledge of sales process and import/export laws and processes
• Potential early morning or evening working hours
• #LI-JL1
• #LI-Remote

If you are seeking a culture that supports growth, fosters success, and moves the industry forward, find your place at Optiv! As a market-leading provider of cyber security solutions, Optiv has the most comprehensive ecosystem of security products and partners to deliver unparalleled services. Our rich and successful history with our clients is based on trust, serving more than 12,000 clients of varying sizes and industries, including commercial, government, and education. We have the proven expertise to plan, build, and run successful security programs across Risk Management, Cyber Digital Transformation, Threat Management, Security Operations - Managed Services, and Identity and Data Management.
What you can expect from Optiv• A company committed to championing Diversity, Equality, and Inclusion through our Affinity groups including, Black Employee Network, Disabled Employee Network, Latino Employee Network, Optiv Pride (LGBTQIA+), Veterans Support Network, and Women's Network.• Work/life balance. • Professional training resources• Creative problem-solving and the ability to tackle unique, complex projects• Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.• The ability and technology necessary to productively work remotely/from home (where applicable)

Optiv is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law. Optiv respec