Supplier Success Manager – ISV and Distribution

About AppDirect

Become a citizen of the digital age and empower a new generation of globally connected entrepreneurs. AppDirect offers a subscription platform to sell any product as a service, through any channel and on any device. We power millions of subscriptions for organizations worldwide. Our actions are always guided by our values and culture – a culture that allows you to be seen, stay authentic, and excel.

Your Profile

We are looking for an organized, relationship-driven individual with excellent business acumen for the role of Supplier Success Manager. In this role, you will be responsible for overseeing, developing, and optimizing our ecosystem of Independent Software Vendors (ISVs). You will also be responsible for a diverse portfolio of approximately 100 ISV suppliers, both operationally and strategically, while providing personalized and attentive support to 20 key strategic partners.

Your primary mission will be to keep our supplier catalog up-to-date, optimize the visibility and accuracy of listings on our AppDirect platform, implement rigorous governance frameworks (including quarterly activity reviews), and drive our collective growth through marketing development funds (MDFs). Your responsibilities will also include evaluating and onboarding new Independent Software Vendors (ISVs), including negotiating and implementing distribution and/or resale agreements, product marketing, supporting new suppliers with internal and external partner teams, and setting up lead generation programs.

The ideal candidate for this role has 3 to 5 years of experience in partner or supplier management and an excellent understanding of the technology sector's distribution model. You will know how to facilitate the synergy between Independent Software Vendors (ISVs), our marketplace, and partners/consultants who market these solutions.

What You Will Do and How You Will Shine

• Portfolio Management and Hierarchical Governance
• Data Integrity and Growth: Ensure the administrative and operational management of a portfolio of approximately 100 Independent Software Vendors (ISVs), ensuring that profiles, compliance files, and contact information for key contacts are up-to-date.
• Strategic Support for 20 Key Partners: Oversee our top 20 ISV partners in terms of revenue or strategic importance, establishing strong working relationships with distribution and partnership channel managers.
• Quarterly Business Reviews (QBR): Structure, plan, and facilitate effective QBRs with our top 20 ISVs; compare channel sales performance against sales targets, identify product and operational friction points, and develop joint success plans.
• Channel and Ecosystem Stimulation
• Channel Knowledge and Support: Act as an expert on the placement of our ISV portfolio within the distribution ecosystem; understand how technology consultants, managed service providers (MSPs), and agents present these SaaS tools to end-users.
• Sales and Partner Support: Collaborate with strategic Independent Software Vendors (ISVs) to ensure up-to-date training, presentations, competitive comparison sheets, and technical white papers are readily available to internal sales teams and external partner consultants.
• Escalation Management: Act as the internal last-resort contact for operational issues, complex multi-platform provisioning errors, or critical blocked support tickets with an ISV, to preserve our partners' reputation.
• Product Launch Coordination: Manage the entire deployment process for new ISV software, application updates, and promotions on the sales platform.
• Joint Marketing and Marketing Development Fund (MDF) Management
• MDF Optimization: Actively collaborate with eligible ISVs to obtain, track, and deploy Marketing Development Funds (MDFs).
• Marketing Harmonization: Work closely with internal marketing teams to convert MDFs into tailored actions across the distribution network (e.g., partner webinars, localized distribution campaigns, white-label marketing materials).
• Investment and Compliance Reporting: Ensure all joint marketing initiatives comply with supplier brand guidelines and performance standards to validate funding requests and avoid unused or lost allocations.

Required Skills

• Experience: 3 to 5 years of direct experience in supplier relationship management, distribution partnership management, or digital marketplace ecosystem management in a SaaS or B2B technology environment.
• Distribution Network Knowledge: Excellent knowledge of indirect distribution networks (e.g., technology service distributors, master agents, managed service providers, and distribution consultants); you understand how distribution partners are compensated, what motivates them to choose an Independent Software Vendor (ISV), and how to design programs tailored to the network's specificities.
• Sales Platform Experience: Experience with subscription sales platforms; strong preference for candidates with hands-on experience with the AppDirect platform (catalog management, billing/provisioning, or developer portal workflows).
• Finance and Program Management Knowledge: Proven experience in managing partner marketing programs, allocating marketing funds, tracking joint marketing budgets, and verifying the return on investment of campaigns.
• Operational Rigor: Ability to manage time effectively and seamlessly transition from daily operational management of 100 suppliers to personalized support for strategic accounts.
• Communication and Collaboration: Excellent presentation skills; you are capable of facilitating a quarterly review with a supplier on Monday, resolving catalog layout issues on Tuesday, and presenting a new ISV promotion to a channel sales manager on Wednesday.

At AppDirect, we believe innovation thrives in an environment that fosters the diversity of excellence, experience, and thought. We welcome every "AppDirector" for their unique imprint. We promote an inclusive environment free from discrimination based on race, religion, age, sexual orientation, and gender identity, to foster authenticity, pride, and excellence. In this regard, we strongly encourage applications from Indigenous peoples, people with disabilities, people from diverse sexual orientations and genders, and/or people with intersecting identities.

At AppDirect, we take data privacy very seriously. For more information on our use and management of candidate personal data, please read our Candidate Privacy Policy. To learn more about our general privacy practices, please review AppDirect's Privacy Notice: https://www.appdirect.com/about/privacy-notice

The AppDirect recruitment team may use AI tools to assist in automating administrative tasks, always under human supervision. These tools do not make any hiring decisions or automated decisions regarding your application; all decisions are made by our teams. By submitting your application, you agree that your information may be processed in this manner. You may request access to or deletion of your data at any time by writing to privacy@appdirect.com.

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