[All remote jobs](https://jobicy.com/jobs.md)[![Ajax Systems logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/572c9c27-221.png)](https://jobicy.com/company/ajax-systems.md)[Ajax Systems](https://jobicy.com/company/ajax-systems.md) # Channel Sales Manager (Sub-Distribution) AI Summary Ajax Systems is seeking a Channel Sales Manager to build and scale a sub-distribution network across the United Kingdom. The role focuses on recruiting and enabling sub-distributors, wholesalers, and value-added resellers while protecting channel routes to market. Responsibilities include negotiating commercial terms, monitoring inventory and sell-out performance, running partner training, and jointly pursuing regional accounts. This is a commercially driven field-sales role requiring strong technical B2B channel knowledge and extensive travel of up to 70%.[Apply for this job](#job-application)[View company](https://jobicy.com/company/ajax-systems.md)ShareRemote from[UK](https://jobicy.com/job-region/uk.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceSeniorPublished11 Nov 2026Apply before11 Dec 2026Listing views27Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. [Ajax Systems](https://jobicy.com/company/ajax-systems.md) is an international tech company and the largest manufacturer of security systems in Europe, with over 4.5 million end users and 330K PRO users in more than 180 countries worldwide. The company offers end-to-end solutions for protecting homes and businesses оf any scale. To date, Ajax product portfolio includes 280 devices for intrusion protection, video surveillance, fire and life safety, and comfort and automation. The company employs 5, 000 specialists. We develop local teams because we understand local experts best comprehend market specifics. The company has sales representatives worldwide, including Italy, Spain, Germany, France, the United Kingdom, the USA, Australia, South Africa and other regions. The Global Business Development team is like-minded people who share the ambitious goals of Ajax Systems. The best software combined with powerful hardware has forever changed the perception of security systems for users and industry professionals. Being recognized at the biggest specialized exhibitions such as IFSEC, Expoprotection and Intersec, as well as winning prestigious awards from industry-leading media like PSI magazine and GIT SECURITY, today Ajax is one of the most awarded security systems in Europe. Ajax Systems production includes four factories, two of which are located in Ukraine, one in Turkey and one in Vietnam. At the same time, the company’s certification according to the ISO 14001 standard ensures a minimal impact of production on the environment. The selection of components for Ajax device manufacturing is determined by the presence of manufacturer declarations confirming compliance with RoHS requirements. The company emerged against the backdrop of revolution and war. That’s why resilience is the cornerstone of the brand’s DNA, and the fight against evil by creating the best security and automation devices is Ajax unwavering mission. ### Responsibilities: * Design and execute a robust sub-distribution strategy to expand market coverage and increase product penetration. * Identify, recruit, and onboard high-potential sub-distributors, regional wholesalers, and value-added resellers (VARs). * Map target territories to eliminate channel conflict between primary distributors and sub-distributors, ensuring clear routes to market. * Maintain strong, high-trust relationships with key stakeholders across the sub-distribution network. * Negotiate commercial agreements, volume incentives, and rebate structures in alignment with company pricing governance. * Monitor sub-distributor stock levels, reorder patterns, and sell-out data to maximize turnover and prevent inventory bottlenecks. * Organize and deliver structured product training, commercial enablement, and sales toolkits for sub-distributor sales teams. * Collaborate with marketing to execute targeted push/pull promotions, point-of-sale (POS) visual merchandising, and incentive programs. * Jointly visit key regional installers, integrators, and end-dealers alongside sub-distributor sales reps to win key accounts and drive demand. * Track and report on sub-distribution sales targets, forecasting accuracy, inventory pipelines, and market share growth. * Provide continuous feedback to senior management on market trends, competitor channel strategies, and pricing dynamics. ### Requirements: * 3+ years of proven success in channel sales, business development, or sub-distribution management (preferably in security, electronics, building materials, or technical B2B sectors). * Deep understanding of multi-tier distribution models, wholesale dynamics, and secondary route-to-market strategies. * Strong capability in financial negotiation, channel margin structures, and promotional planning. * Excellent presentation, relationship-building, and negotiation skills with the ability to influence external sales teams. * Ability to quickly understand and effectively demonstrate technical product features and commercial value propositions. * Highly self-motivated, target-driven, and strategic with a strong hunter orientation for network expansion. * Willingness to travel extensively (up to 70%) within assigned regions to meet with partners and conduct field visits. ### Compensation ### Additional Information Show more [Apply now >](https://jobicy.com/jobs/161350-channel-sales-manager-sub-distribution.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe role combines strategic channel design, commercial negotiation, partner enablement, and hands-on field account development. Success depends on independently growing a multi-tier network while managing inventory, pricing, and channel-conflict risks. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$85,000US market range (per year)$70k–$105k0$115.50k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer base salary was disclosed. The yearly cadence is inferred from the full-time Channel Sales Manager role; estimated annual compensation is presented in USD for market comparison only. ## Core skills Skills and capabilities most closely associated with this opportunity. [Channel Sales](https://jobicy.com/jobs?search_keywords=Channel%20Sales.md)[Sub-Distribution Management](https://jobicy.com/jobs?search_keywords=Sub-Distribution%20Management.md)[Business Development](https://jobicy.com/jobs?search_keywords=Business%20Development.md)[Partner Recruitment](https://jobicy.com/jobs?search_keywords=Partner%20Recruitment.md)[Reseller Enablement](https://jobicy.com/jobs?search_keywords=Reseller%20Enablement.md)[B2B Sales](https://jobicy.com/jobs?search_keywords=B2B%20Sales.md)[Commercial Negotiation](https://jobicy.com/jobs?search_keywords=Commercial%20Negotiation.md)[Distribution Strategy](https://jobicy.com/jobs?search_keywords=Distribution%20Strategy.md)[Inventory Management](https://jobicy.com/jobs?search_keywords=Inventory%20Management.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Account Management](https://jobicy.com/jobs?search_keywords=Account%20Management.md)[Product Training](https://jobicy.com/jobs?search_keywords=Product%20Training.md)[Market Analysis](https://jobicy.com/jobs?search_keywords=Market%20Analysis.md)[Technical Product Demonstration](https://jobicy.com/jobs?search_keywords=Technical%20Product%20Demonstration.md) Sample interview questionsHow would you identify and prioritize potential sub-distributors in a new territory?I would segment the territory by installer density, vertical demand, existing wholesale coverage, and competitor presence. I would then assess prospective partners for technical capability, sales reach, financial stability, stock capacity, and willingness to invest in enablement before building a prioritized recruitment plan. How do you prevent channel conflict between primary distributors and sub-distributors? I establish clear account ownership, territory rules, pricing governance, and escalation procedures before onboarding partners. Regular pipeline reviews, transparent communication, and agreed routes to market help ensure that partners complement rather than compete with one another. What metrics would you use to manage sub-distributor performance? I would track revenue, sell-in and sell-out trends, forecast accuracy, stock turns, reorder frequency, active reseller growth, training completion, pipeline quality, and market-share development. These metrics balance immediate sales results with the health of the long-term channel. Describe your approach to negotiating rebates or volume incentives with a distribution partner. I link incentives to measurable, mutually beneficial commitments such as incremental sell-out, stock availability, certified sales staff, and target-account development. I model the margin impact in advance, set clear qualification thresholds, and document review periods so the agreement remains commercially sustainable. How would you enable a partner to sell a technical security product effectively? I would combine practical product training with customer-value messaging, competitive positioning, demonstration materials, and objection-handling guides. Joint field visits and regular performance reviews would reinforce learning and surface gaps that require additional support. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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