We are hiring: Distribution Account Manager

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Hello Community! Please have a look at this job description for a Distribution Account Managerfor yourself or pass it along to an acquaintance who may be interested:

Summary: Join Aerohive Network’s dynamic sales organization as a Distribution Account Manager (DAM) based in Farnham, Surrey. As a DAM, you will be the primary liaison between all VAD touch points and Aerohive, to drive day-to-day business and programs with VADs. The DAM will "own" the VAD relationships and be the VAD's conduit into the company. This individual will take responsibility for getting the right people from Aerohive Networks to interface with the VAD to solve problems. The DAM’s primary responsibility is sales-in to the VADs and includes day-to-day issues of selling to the VADs and through to the VAR base.

A deep knowledge of sales processes and value add distribution are essential, as is the ability to build a business case and manage key relationships. This role involves interaction with key decision influencers. Experience with sales in a multiple distribution channel business is essential and experience of distribution businesses across Europe, Middle East and Asia is highly desirable.


  • Executing and driving VAD partner Programme. Lead facilitator for communications between VADs and Aerohive.

  • VAD on and off-boarding

  • Development of Sales and Training programmes

  • Business plan management and measurement

  • Direct escalation for VADs for all daily activities

  • Billing/invoice escalation

  • Management of POS reporting from international VADs

  • Implementation of training programs tailored to VAD needs.

  • Inventory management to ensure the right product is in the right place at the right time

  • Stock rotation and RMAs

  • Returns and warranty processes and reporting

  • Support processes

  • License management issues

  • Program management


  • 10 years experience of distribution account management across the world

  • Bachelor’s degree, equivalent experience required

  • Excellent verbal and written communication skills

  • Ability to speak second and third languages desirable

  • Influencing and negotiation skills

  • Account management

  • Presentation and communication skills

  • Must demonstrate an ability to excel within a cross-functional team environment.

  • Should possess a general understanding of legal contracts.

  • Experience in a high technology and networking industry and knowledge of LAN and/or WAN networks is desirable.

  • Self-starter with a robust character with ability to influence both internal and external audiences.

  • Candidate should exhibit strong strategic thinking, initiative and leadership skills.

To apply, please email your resume to careers@aerohive.com .
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Posted 4 years ago

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