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.
#J-18808-Ljbffr
