We are Omnissa!

Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. We integrate industry-leading solutions—including Unified Endpoint Management, Virtual Apps and Desktops, Digital Employee Experience, and Security & Compliance—into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost.

Guided by our Core Values—Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value—we’re growing rapidly and committed to delivering meaningful impact. If you're passionate about shaping the future of work, we’d love to hear from you.

What is the opportunity?:

Omnissa is transforming its partner organization and is seeking an experienced and driven Director of North America Distribution. This pivotal leader will be strategic GTM leader responsible for leading our distributor partners to drive accretive Omnissa revenue growth and expanding Omnissa’s marketshare with new and existing partners. This individual will also be responsible for ensuring a high degree of operational execution between Omnissa and our distributors. This is an opportunity to be a key contributor at a pivotal time in our company’s growth, partnering with some of the best partners in the industry. Here's more:

• Refine and Implement Omnissa’s distribution rationalization methodology in North Americas and establish best practices / oversight for distribution onboarding globally
• Collaborate with partner leadership to build and execute strategic distribution direction for North America and provide operating template, partnering with geo peers, for global implementation
• Author and manage distribution business plans that drive partner-sourced new logo bookings through distribution-managed partners and ultimately obtain/surpass annual target goal(s) for Americas distributors
• Manage North America distributor executive and day-to-day relationships, as well as strategic global relationships, setting and implementing a joint strategy to deliver partner sourced revenue from new and existing partners
• Manage growth of Distribution-Owned Channel partners to drive partner-led sales expansion.
• Manage monthly- and quarter-end deal processing with distributors working closely with Omnissa operational teams
• Collaborate with Omnissa product and alliance teams to drive/lead key global initiatives centered around distribution, including meet-in-the-channel and/or OEM programs that drive joint sales opportunities with Omnissa and key alliance partners
• Lead the VAD program development and manage partners to ensure VAD program commitments are executed to meet established KPIs. Collaborate with partner and sales leadership, finance, and operations teams to manage VAD incentives and goal setting
• Drive Omnissa focus from Distributors around technologies/products to increase revenues, mindshare and preference within distributor and partner organizations
• Collaborate with partner teams to build and execute to/ through distribution enablement strategy and go to market campaigns with key alliance partners
• Take lead on developing global business plan with global distribution partners, partnering and obtaining buy in from geo leadership, to define and ultimately obtain and surpass annual target goal(s)
• Set an operational implementation template for, and provide leadership/oversight of, new distributor onboarding and offboarding globally
• Drive the strategy for and requirements for future Distribution process improvements into other Omnissa functions (Finance, Sales, IT, Channel, Marketing, Services)
• Create and manage distribution scorecarding and certification to manage the North America distribution business and collaborate with geo peers to implement globally
• Work with partner operations and other stakeholder teams to identify requirements for systems, process and operationalization of Distribution business

What will you bring to Omnissa?:

• 10+ years experience leading distribution and channel partner sales efforts for enterprise software and SaaS companies
• Track record of driving incremental partner sourced revenue by developing partner relationships that are managed by distribution partners
• Demonstrated history of acquiring and developing new partnerships
• Proven success in influencing channel partners and growing mindshare by driving channel enablement efforts to and through distributors
• Hands-on experience defining and building a distribution channel including surfacing and resolving friction points, developing and delivering training to channel partners, and success working in matrix environments
• Strong operational, process and analytical capabilities
• Strong presenter and partner relationship manager
• Understanding of key ecosystem vendors and alliances at high growth, market disrupting companies

Location: Remote - USA
Travel Expectations: 10% to 40% travel
Education: Bachelors degree preferred, or equivalent combination of education and relevant professional experience. MBA is highly desired.