Research VP, Distribution Channel Strategy & Intelligence
$180,000–$230,000 year
RemoteCalifornia, United States or Arizona, United States
Job Summary
Own the North American and Asia Pacific Distribution Trackers and Channel Partner Ecosystem product, partnering with the Data COE on methodology, data integrity, and taxonomy. Convert complex channel data into strategic narratives for senior technology vendors, including executives and pricing managers, while leading bespoke research engagements to benchmark distribution programs. Act as the primary customer relationship owner, managing vendor relationships anchored around tracker tiers and identifying expansion opportunities for custom data cuts and advisory services. Represent IDC publicly as a credible voice on global technology distribution trends and collaborate with Account Executives to optimize vendor offerings.
Required Qualifications
- Minimum of a Bachelor's Degree
- 12-15 years of experience in senior roles in Distribution Companies or Vendor's Distribution Programs, and/or Analyst Research Firm's Channel Specific Programs
- Direct, operational exposure to how sell-through data is generated, used, and interpreted at the program level
- Fluency in how the technology distribution model works — distributor economics, sell-through vs. sell-in dynamics, VAR/reseller ecosystems, and how vendors manage distributor relationships at scale
- Highly proficient analytical and data fluency skills to transform complex channel sales data into strategic market insights, specifically getting into datasets, forming hypotheses, testing them, and distinguishing between a data integrity issue and a genuine market signal
- Ability to frame distribution data trends as strategic imperatives, not just reporting what happened, but telling vendors what it means for their channel program and what to do
- Proven ability to partner with a data operations or data analyst team, aligning on methodology, validating outputs, flagging anomalies, and co-evolving the tracker product roadmap
- Ability to represent IDC publicly, in press quotes, conference presentations, social media, as a credible, informed voice on Global technology distribution trends
- Comfort working within ambiguity and structured thinking
- Percentage of travel required – 25%
- Desired work model: 100% Remote, Hybrid or 100% On-site (Boston, MA)
Desired Qualifications
- The ideal candidate has a natural instinct for finding the most compelling angle in a dataset and building a coherent story around it
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