- To on-board, manage and educate channel partners to understand the company services, processes and systems in order for the partner to sell the company services successfully into their clients
- To work with the solutions and ecosystem team to create solutions for channel partner customers or market segment
QUALIFICATIONS AND EXPERIENCE
- Commerce or related post graduate degree / diploma or appropriate NQF level qualification
- 5 or more years’ experience in Sales and having managed channel partners
- Experience in consultative selling process and management of large portfolios
- Supervision of sales teams within the channel, for upselling and new sales generation activities.
POSITION OUTPUTS
Channel Partner On-boarding:
- Qualify, engage and on-board Partners of strategic value to the company
- Develops a sales strategy for the assigned portfolio and division that ensures attainment of company sales targets
- Prepares action plans by account for effective search of sales partners and new markets
- Initiates and coordinates development of action plans to penetrate the assigned partner portfolio
- Assists in the development and implementation of target marketing plans as needed by partners
- Maintains contact with all partners in the portfolio to ensure high levels of partner engagement and involvement
- Trains and Develops partners according to outcomes required by the company
- Follow process for on boarding
- Engagement of Enterprise as leads or as partners
Management of Solutions team outcomes:
- Ensures that partners requirements for solutions are communicated to and solved by solutions team within set timeframes
- Regular weekly meetings held with solutions team to discuss progress of individual areas of accountability
Manages Performance within scope of control:
- Ensures that all Channel Accounts meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and business conclusion
- Manages opportunity pipeline and generates credible committed business forecasts with channel partners
- Provides weekly feedback to reporting manager regarding performance of partner’s pipeline
- Provides senior management with business intelligence, partner strategy and market demands
- Establish internal service level standards with the Network, Support and Solutions divisions to ensure the total customer partner experience
- Provides timely and accurate pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin
- Maintains accurate records of all pricings, sales, and activity reports submitted by Channel Partners
- Creates and conducts proposal presentations and RFP responses when needed.
Contribute to the Firm:
- Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team
- Sets example in areas of personal character, commitment, organizational and selling skills, and work habits
Partner Account Management:
- Building a personal relationship with key staff within the channel
- Collaborating with senior management of Partner and the company, aligning the organisations
Desired Skills:
- channel partners
- solutions and ecosystem
- consultative selling process and management
- upselling and new sales generation
- Partner Account Management
Desired Work Experience:
- 5 to 10 years
Desired Qualification Level:
- Diploma