• The Distributor Sales Manager owns the strategic, commercial and operational relationship between ConnectWise and its authorized distributors across the EMEA region, driving indirect revenue growth through strategic distributor engagement and joint business planning for his assigned Distributors. • The role is accountable for distributor alignment, performance, enablement, and governance, ensuring each distributor is positioned to successfully recruit, support, and grow MSP partners on the ConnectWise platform. • The Distributor Manager works in close partnership with the Regional Sales Manager (RSM), who leads sell-through execution to MSP customers of the distributor. • Together, the DSE and RSM ensure a clear separation of responsibilities while delivering a coordinated, high-impact two-tier go-to-market motion.

• Provides support to cross-functional teams, with a high attention to detail • Researches, analyzes, and documents findings • May coach, review, and/or delegate work to other team members • Achieves personal annual sales growth contract value based on the total opportunity • Achieves personal annual sales growth contract value based on the ability to both Sell-To and Sell Through our existing customers (specific to Partner Sales) • Manages partners within our Ideal Customer Profile and within their designated territory as the primary commercial point of contact • Follows ConnectWise value/solution based-sales process • Account Growth: Identify and pursue opportunities for upselling and cross-selling additional products or services. • Strategic Planning: Develop territory and account plans to achieve client goals and drive revenue growth. • Project Coordination: Oversee delivery of products or services, ensuring client requirements are met on time and within scope. • Performance Reporting: Track and report key metrics such as renewals, churn, and customer satisfaction. • Issue Resolution: Act quickly to resolve client concerns and coordinate solutions internally. • Collaboration: Work closely with Sales, Marketing, and Product teams to align on client strategy and service improvements. • Forecast: Work closely with broader team and management to provide accurate forecasting (Monthly, QTR and Yearly). • Closes sales that meet the ConnectWise standards for pricing, margins, terms, and conditions (averages are subject to change based on segment, industry, product, etc.) • Average length of sales cycle: 25-30 days • Qualifies existing accounts to build and maintain a pipeline of opportunities to achieve annual sales goals that are set quarterly • Negotiates contract opportunity terms, discounts, and implementation • Builds and maintains long term relationships with partners to bolster retention

• Be the face of Payoneer to support new SMB customers on their Payoneer onboarding journey • Drive new accounts approval & identify additional revenue opportunities with our new customers at scale • Build & maintain programmatic email cadences to schedule initial consultations within large inbound lead funnel. • Gain a deep understanding of customer international AP/AR flows and generate interest in any relevant products in the Payoneer financial & HR product stack. • Partner with Sales, marketing and product colleagues to drive new business growth in key verticals such as e-commerce, IT services, BPOs, and more. • Work with customer service to ensure a frictionless experience for new customer onboarding. • Analyze customer trends and behavior to identify opportunities for scalable outreach and execute test-and-learn projects. Be the voice of the customer within the Payoneer ecosystem. • Collaborate with cross functional teams such as Marketing, Partnerships, Operations to support new acquisition initiatives. • Proactively share feedback, insights and ideas in team meetings to contribute towards new business growth.

• Lead, mentor, and develop a team of 8–10 Account Executives to exceed individual and team sales goals through impactful coaching, motivation, and skill development. • Own the full-cycle recruiting process for AE headcount — sourcing, interviewing, and closing top candidates. • Set clear performance goals and metrics while leveraging Salesforce data and weekly 1:1s to track progress and deliver actionable feedback. • Use sales data and KPIs to diagnose team performance and adjust strategy in real time. • Partner with Marketing on lead quality, campaign feedback, and MQL-to-SQL conversion.