Global Channel Sales Leader

Ajax Systems; Sheffield; On-site; GBP 45,000 - 65,000; Full time

Job summary

Ajax Systems is a leading international security technology company seeking an experienced Channel Sales Manager to grow sub-distributor networks across the UK. You will identify, recruit, and onboard regional partners, map territories, and negotiate terms to maximize market penetration.

You will train partner teams, collaborate with marketing on campaigns, and report on sales targets and market share. Travel up to 70% is required to meet partners and installations.

Qualifications

• 3+ years of proven success in channel sales, business development, or sub-distribution management (preferably in security, electronics, building materials, or technical B2B sectors).
• Deep understanding of multi-tier distribution models, wholesale dynamics, and secondary route-to-market strategies.
• Strong capability in financial negotiation, channel margin structures, and promotional planning.

Responsibilities

• Design and execute a robust sub-distribution strategy to expand market coverage.
• Identify, recruit, and onboard high-potential sub-distributors, regional wholesalers, and value-added resellers (VARs).
• Map target territories to eliminate channel conflict between primary distributors and sub-distributors, ensuring clear routes to market.
• Maintain strong, high-trust relationships with key stakeholders across the sub-distribution network.
• Negotiate commercial agreements, volume incentives, and rebate structures in alignment with company pricing governance.
• Monitor sub-distributor stock levels, reorder patterns, and sell-out data to maximize turnover and prevent inventory bottlenecks.
• Organize and deliver structured product training, commercial enablement, and sales toolkits for sub-distributor sales teams.
• Collaborate with marketing to execute targeted push/pull promotions, point-of-sale (POS) visual merchandising, and incentive programs.
• Jointly visit key regional installers, integrators, and end-dealers alongside sub-distributor sales reps to win key accounts and drive demand.
• Track and report on sub-distribution sales targets, forecasting accuracy, inventory pipelines, and market share growth.
• Provide continuous feedback to senior management on market trends, competitor channel strategies, and pricing dynamics.

Skills

Channel sales

Business development

Negotiation

Relationship building

Presentation skills

Product knowledge

Hunter mindset

Travel readiness

Job description

Ajax Systems is a leading international security technology company seeking an experienced Channel Sales Manager to grow sub-distributor networks across the UK. You will identify, recruit, and onboard regional partners, map territories, and negotiate terms to maximize market penetration.

You will train partner teams, collaborate with marketing on campaigns, and report on sales targets and market share. Travel up to 70% is required to meet partners and installations.