We have a fantastic opportunity for a Channel Sales Manager Africa with a US-based leading provider of software solutions (Retail and Hospitality)
Channel Sales Manager Africa
Location: South Africa/Kenya
Basic R1,000,000 // $60,000 per annum
Variable/Comm: R450,000 //$25,000 per annum
Key Accountabilities:
- Support and drive sales activities and grow the business as a Channel Sales Manager.
- Create and drive a Demand Generation Strategy for the retail industry.
- Capable of managing direct sales process for strategic opportunities in new markets.
- In charge of developing close relationships with key target customers.
- This person will interact with other departments such as: Marketing, Professional Services, Global Support and Product Management.
- Meet and exceed revenue and profit targets for the region and channel partners.
- Work with regional management to develop a partner network strategy to open and grow new vertical markets, expand existing vertical markets beyond current growth rates, and exceed targets.
- Proactively assess, clarify and validate channel partner needs on an ongoing basis.
- Provides basic technical and commercial support to indirect partners.
- Support the implementation of the regional commercial and marketing plan, including tactics to accomplish growth targets.
- Works closely with Regional Head and Executive Management team to execute tactics to achieve business objectives.
- Provides feedback, information, market intelligence and recommendations to improve market penetration.
- Manages weekly forecasting routines for all direct and channel partner leads and opportunities.
- Populate and update Salesforce CRM with projects, forecast and strategic data of customers from the target region.
- Works in partnership with marketing and product management, provide input on both marketing and technical resources needed to ensure the highest quality training for our partners.
- Highly effective in a matrix organizational environment.
- Clear and engaging communication and presentation style.
- Builds rapport and robust relationships as well as influencing at all levels including C-Level.
- Resilience and resourcefulness to make change happen, no matter how challenging.
- Maintain and expand Company Channel Partner Network to maximize indirect revenue generated from partners, ensuring channel account plans.
- Support and drive sales activities and grow the indirect business through the partner network.
- Self-driven & highly ambitious.
- Measures of Success:
- Meet Revenue Targets.
- Maintains high partner satisfaction ratings.
- Expansion of successful channel partners.
- Meet revenue objectives, partners' expectations, and customer satisfaction metrics.
- 100% support and subscriptions annual renewals.
Essential Requirements:
- 15+ years of corporate sales experience working in Direct Sales, Channels / Resellers / Partner environment.
- Experience in selling Retail Software.
- Fluent in English.
- Substantial experience in sales.
- Experience in partner and channel management a plus.
- Experience selling Enterprise software, i.e. SAP, Oracle, Microsoft.
- Degree qualified or professional qualification preferred.
- Ability to manage the life-cycle for direct or channel engagements, from scouting and alignment, negotiations to close agreements, successful onboarding, and hands-on operational help.
- Residence and available to work in Kenya/South Africa.
- Availability to travel inside the country and near countries with the possibility to spend nights outside and weekends.
Additional Responsibilities:
- Organizes time to cover ongoing priorities and will decide to cover whenever absence is unavoidable; understands that rewards are commensurate with effort and invests the time to get the job done; uses time efficiently during regularly scheduled hours so that extra hours are not inevitable, but is responsive to additional requirements or demands when necessary.
- Increases sales with existing customers by stimulating the demand for currently purchased products and services; makes a proactive effort to build volume within established accounts by expanding the breadth of products purchased; monitors the potential for growth in volume by regularly tracking the purchasing history and spotting trends or problems in need of a solution.
- Focuses on sharing information in an exciting and memorable manner; prefers group presentations; focuses equally on preparing delivery and content; stages a formal presentation to promote a more intangible product or service.
- Uses strong personal identification with the product to influence others to promote and sell the product line; keeps the distributor fired up and committed to buying into a program or plan.
- Demonstrates a commitment to the continuous education and training of others as a means of increasing their overall competency and productivity.
- Understands the critical role joint calls play in the ongoing development of salespeople; commits to using joint sales calls as opportunities to share expertise.
- Develops a comprehensive knowledge of products and potential applications; understands that up-to-date knowledge is required to maintain credibility as a subject matter expert with distributors and end-users.
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