• 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


  • 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.

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

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