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 retail industryCapable of managing direct sales process for strategic opportunities in new marketsIn charge of developing close relationships with key target customersThis 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 partnersWork 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 basisProvides basic technical and commercial support to indirect partnersSupport 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 environmentClear and engaging communication and presentation styleBuilds rapport and robust relationships as well as influencing at all levels including C- Level.Resilience and resourcefulness to make change happen, no matter how challengingMaintain and expand Company Channel Partner Network to maximize indirect revenue generated from partners, ensuring channel account plansSupport and drive sales activities and grow the indirect business through the partner network.Self-driven & highly ambitiousMeasures of Success:Meet Revenue TargetsMaintains high partner satisfaction ratingsExpansion of successful channel partnersMeet revenue objectives, partners' expectations, and customer satisfaction metrics100% support and subscriptions annual renewalsEssential Requirements: 15+ years of corporate sales experience working in Direct Sales, Channels / Resellers / Partner environment.Experience in selling Retail SoftwareFluent in EnglishSubstantial experience in salesExperience in partner and channel management a plusExperience selling Enterprise software, i.e.
SAP, Oracle, MicrosoftDegree qualified or professional qualification preferredAbility to manage the life-cycle for direct or channel engagements, from scouting and alignment, negotiations to close agreements, successful on-boarding, and hands on operational helpResidence and available to work in Kenya/South AfricaAvailability to travel inside the country and near countries with possibility to speed nights outside and weekendsAdditional 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; sees herself as responsible for facilitating the customers reorder and replenishment process.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; responds to audience cues and reactions by altering a prepared presentation as it progresses.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; works with other salespeople to help them close the large or elusive deal; breaks up the selling cycle into small increments and sets goals for each step; maintains the pressure to move forward through each step without becoming too pushy or overbearing; proactively reinforces the purchase decision, recognizing the risk that a product or program can be supplanted by the competition.Demonstrates a commitment to the continuous education and training of others as a means of increasing their overall competency and productivity; prepares more structured sessions to cover the most critical areas of learning for the audience; stays on top of information needed by colleagues and customers in an effort to serve as a resource; takes responsibility for motivating others to learn and retain key information; reinforces what is being taught through periodic repetition; regularly assesses individual and group competencies and routinely addresses them by adjusting the training.Understands the critical role joint calls play in the ongoing development of salespeople; commits to using joint sales calls as opportunities to share expertise; demonstrates effective techniques; observes progress and judges the effectiveness of assigned salespeople; is dedicated to providing backup and expertise to help salespeople secure a close; accepts a supporting role in the sales process and sets level of involvement in accordance with what the primary salesperson needs.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; acquires knowledge through sources of published information supplemented with personal internal and industry contacts; keeps current on product/service developments through more formal learning opportunities; assumes the role of resident expert and develops product knowledge for the purpose of serving as a resource to others.