Channel Sales Manager Africa

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 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 on-boarding, and hands on operational help
• Residence and available to work in Kenya/South Africa
• Availability to travel inside the country and near countries with possibility to speed 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; 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.