Description
Ingram Micro is a leading technology company for the global information technology ecosystem.
With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts.
Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage™ set us apart
- Portfolio Strategy & Growth:
Drive revenue, margin, and market share across assigned SaaS vendors (Dropbox, DocuSign, Acronis, LogMeIn, etc.). Identify, evaluate, and onboard new SaaS vendors to expand the cloud portfolio. Unlock whitespace opportunities, new use cases, and cross-sell motions across new and existing partners. - Program Management:
Execute vendor incentive programs, rebates, and partner promotions. Ensure timely campaign rollouts, strict adherence to program guidelines, and delivery against quarterly targets. - Product Ownership:
Own the SaaS portfolio as a business line across traditional and marketplace models, including pricing strategy, SKU management, bundling, solution positioning, and go-to-market execution. - Sales Enablement:
Enable internal sales teams and channel partners with structured trainings, pitch decks, competitive battle cards, and solution playbooks to accelerate SaaS adoption and upsell. - Partner Development:
Recruit, onboard, and activate new partners. Drive partner productivity through structured engagement plans, certifications, and regular pipeline reviews. - Stakeholder Engagement:
Serve as the primary interface between SaaS vendors (Dropbox, DocuSign, Acronis, etc.), internal sales, marketing, and operations teams. Align joint business plans with vendor account managers and partner development teams. - Demand Generation & Marketing Alignment:
Partner with marketing to design and execute digital campaigns, webinars, and field initiatives to generate pipeline and improve conversion rates. - Renewals & Customer Lifecycle Management:
Collaborate closely with the renewals team to review subscription trends, churn drivers, and expansion opportunities. Define retention, upsell, and cross-sell strategies and guide the renewal team for improved outcomes. - Reporting & Forecasting:
Track and analyze KPIs including revenue, gross margin, attach rate, renewal rate, pipeline coverage, and partner contribution. Deliver periodic business reviews and accurate forecasts to leadership.
Requirements:
- Bachelor’s degree in IT or a related field; MBA is preferred.
- 5–6 years of experience in Cloud Sales, Business Management, or SaaS Portfolio Management.
- Strong understanding of the cloud ecosystem, channel distribution model, and overall cloud industry landscape.
- Good understanding of subscription and licensing models, consumption-based cloud models, API integrations, as well as data backup, security, and compliance concepts
- Proven ability to drive revenue growth, manage vendor relationships, and execute go-to-market strategies.
- Excellent communication, presentation, and stakeholder management skills.
- Certifications in Cloud technologies (SaaS, IaaS, or hyperscaler platforms) are an added advantage.
