Description:
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 ITdistributor 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.