Purpose of the position:
The Commercial and Distributor Sales Manager will be responsible for achieving established revenue goals through the recruitment, development and management of a network of resellers within a specified geographic region.
Compulsory Responsibilities
- Responsible for all commercial and distributors revenue growth & retention in the assigned territory. Develop a plan for overall commercial partner and distributors sales growth, including recruitment and certification of new value-added resellers. Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
- Establishing and executing key accounts plans with Commercial Partners in territory with a focus on accelerating sales growth, promoting complete solutions and further penetrating customer accounts and targeted market.
- Recruit new prospective partners by scheduling meetings and effectively Presenting Enterprise services and products with high-level value proposition and ability to customize the presentation depending on the needs of the partner.
- Work in coordination with commercial marketing to execute the channel strategy, apply the channel program (reseller recruitment and on-boarding) and coordinate lead generation activities with partners and sales channel.
- Develop and manage relationship up to the executive level of our channel partners through meetings and interactions.
- Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
- Support partners in pursuing and identifying opportunities. Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
- Sells through partner organizations to end users in coordination with partner sales resources.
- Manages potential channel conflict with other firm sales commercial by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
- Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
Required Education / Qualifications:
Bachelor’s Degree or Diploma in Business Management, Marketing, ICT or related qualification will be an advantage
Required Knowledge and Experience:
• 5 to 10 years Commercial Sales experience within the ICT industry with a successful proven track record
• Ability to transfer knowledge to others through verbal and written format.
• Ability to work with technical resources to translate technical information for Presentation to both technical and non-technical partner executives.
• Ability to deliver technology presentations of current and developing products and solutions.
• Proven track record of recruiting resellers and ramping up the business
• Ability to work at the highest executive levels of partner
• Proven track record measured by over achievement of sales targets and customer
• Strong individual contributor that requires little supervision.
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