Distribution Manager

Description

VAST Data is looking to add a Distribution Manager to our growing team!

This is a great opportunity to be part of one of the fastest-growing infrastructure companies in history, an organization that is in the center of the hurricane being created by the revolution in artificial intelligence.

"VAST's data management vision is the future of the market."- Forbes

VAST Data is the data platform company for the AI era. We are building the enterprise software infrastructure to capture, catalog, refine, enrich, and protect massive datasets and make them available for real-time data analysis and AI training and inference. Designed from the ground up to make AI simple to deploy and manage, VAST takes the cost and complexity out of deploying enterprise and AI infrastructure across data center, edge, and cloud.

Our success has been built through intense innovation, a customer-first mentality and a team of fearless VASTronauts who leverage their skills & experiences to make real market impact. This is an opportunity to be a key contributor at a pivotal time in our company's growth and at a pivotal point in computing history.

THE ROLE:

VAST Data is seeking a Distribution Manager to own and enhance our distribution partnerships across the Americas. This individual will be responsible and accountable for all aspects of distribution partner relationships, ensuring they deliver value to both our business and our broader channel ecosystem.

This role will transform how VAST leverages distribution: managing cohorts of partners, driving enablement, supporting demand generation, and ensuring strong financial and operational execution.

This individual will also support OEM-related activities with distribution partners as part of broader joint plans. Accountability for OEM relationships resides with the OEM team, but this role will ensure distribution is fully aligned and integrated into channel and OEM execution.

Responsibilities

• Own and manage all distribution partnerships in the Americas as primary relationship lead and accountable owner.
• Define and execute distribution strategy, expanding beyond contract manufacturing into enablement, demand generation, and engagement.
• Segment long-tail partners into cohorts and delegate to distributors while ensuring productivity and relationship health.
• Oversee financial relationships with distribution (credit, billing, operations).
• Directly manage top-tier partners, with distributors extending coverage to the broader base.
• Align OEM-related activities with distribution in collaboration with the OEM team.
• Build joint business plans with distributors covering enablement, pipeline, and marketing.
• Track and report on distribution metrics (engagement, pipeline, revenue).
• Recruit and onboard partners, aligning distributor ecosystems with VAST's priorities.
• Ensure commercial discipline across distribution partnerships by driving margin performance, pricing governance, rebate management, and incentive effectiveness
• Lead organizational shift to a distribution-led model, driving adoption and cultural alignment.
• Hold distributors accountable via QBRs, evaluations, feedback, and improvement cycles.
• Deliver clear, compelling presentations of VAST's value proposition across distributor organizations.

Requirements

• 7+ years of experience managing distribution, channel, or OEM partnerships in the enterprise IT, storage, or cloud industries.
• Strong knowledge of distribution business models, including contract manufacturing, partner enablement, financial operations, and demand generation.
• Experience working with large partner ecosystems and building scalable frameworks to support long-tail partners.
• Proven ability to collaborate cross-functionally with OEM, channel sales, marketing, and operations teams.
• Strong relationship-building skills with distribution executives and partner managers.
• Excellent organizational, operational, and execution skills, with a track record of driving measurable outcomes.
• Strong communication and presentation skills, comfortable engaging both internal stakeholders and external partners.