SUMMARY:
Channel Sales Executive
JHB - Gauteng

Role Overview

 

POSITION INFO:
REVIEW AND ASSESSMENT OF THE EMPLOYEE The employee’s manager shall conduct a quarterly assessment of the employees KPAs. Methodology and Rating The employee shall be assessed by means of the performance management methodology approved by Management. The duties may change subject to discussion between yourself and your reporting structure. DUTIES AND RESPONSIBILITIES Get the Number Achieve your sales target (in number of Links and ARPU) through onboarding new channel partners and concurrently maximizing the Company’s connectivity market share within every channel partner and product line within your allocated and agreed territory. Ensure that all partners meet the Company’s minimum requirements for credit worthiness. Ensure all deals are within the Company’s required product line guidelines unless otherwise agreed to by the executive for strategic reasons. Gain a full understanding of the Company’s current market share amongst SA’s resellers, agents and partners and grow number of channel partners to agreed share. Gain a full understanding of the Company’s current Wallet Share per channel partner per technology within your territory and grow to agreed share. Expand the appropriate contact surface per channel partner within your territory to ensure relevant relationships exist (Product, Pre-Sales, Sales, Retention, Service & Carrier Management Services). Focus on selling to, selling with and selling through your channel partners within your territory so that the Company is top of mind at all times. Ensure that your pipeline is accurate and has sufficient coverage to ensure the achievement of your YTD target taking into account any slippage that might occur. Ensure that deals are properly qualified in connection with your channel partners to ensure deal commitment is accurate. Manage any potential churn or loss of revenue proactively. Ensure timeous and accurate delivery of sales forecasting. Increase your client portfolio by obtaining new clients on a weekly and\/or monthly basis. By Executing the Strategy Develop account plans with your channel partners that are agreed to, signed off and tracked based on an agreed annual forecast of links and revenues. Use in-depth customer insight to acquire, retain and grow more of the “right” and profitable channel partners within your territory. Ensure agreed Customer Experience is fulfilled and measured in the allocated territory to deliver the Company’s brand promise to its channel partners. Build the Company’s Brand in the territory and ensure that the stated brand promise is delivered across the entire value chain. Overall accountability to meet the Company’s commercial, operational, and Customer Satisfaction targets in the territory. Influence your territory and their channel partners buying criteria to drive the Company’s solutions through your channel. Create awareness of and educate your Channel partners on the Company’s value proposition and differentiators. Ensure territory weekly progress reports are timeous and accurate. Participate in your channel partners’ steering committees (product, pre-sales and sales) where relevant to increasing the Company’s mind-share, particularly managing Channel partners WIP and Forecasts. Ensure the deepening of your understanding of your channel partners’ businesses and industries. Contribute towards the on-going positioning and brand development of the Company within SA. Ensure that all current services are in contract. Develop a call plan per customer including meeting type and objectives to be achieved and execute on the plan with relevant stakeholders. Develop a territory go-to-market plan that is aligned to the Company’s strategic intentions and execute the plan. Through a Defined Process Ensure that all interactions with channel partners are professionally handled with agreed agenda’s, objectives, minutes and actions being signed off by all parties concerned (Channel, Customer, the Company delivery and service teams and yourself). Focus on progressing opportunities and deals through the sales stages and probabilities as quickly as possible on the CRM. Ensure sales process is followed at all times and all information completed within the CRM system. Ensure all communication and quoting templates are current and personalized to your channel partners. In Order to Add Customer Value To proactively engage with your channel partners and align business solutions to their needs whilst exceeding customer expectations. Making the Company’s product portfolio the de facto choice of all channel partners within your base and territory. KEY PERFORMANCE AREAS The employee’s performance will be assessed against the duties and responsibilities outlined above, with particular emphasis on: Achievement of sales targets in number of Links and ARPU. Growth and onboarding of new channel partners. Growth of connectivity market share within channel partners. Growth of Wallet Share per channel partner and technology. Development and execution of channel partner account plans. Development and execution of territory go-to-market plans. Pipeline accuracy and sufficient pipeline coverage. Accurate deal qualification. Timeous and accurate sales forecasting. Management and prevention of customer churn and revenue loss. Development of appropriate relationships within channel partner organisations. Execution of customer call plans. Customer Experience and Customer Satisfaction. Weekly territory progress reporting. Accurate and complete CRM management. Compliance with the defined sales process. Growth of the client portfolio. Development of the Company’s brand and market position within South Africa. CORE COMPETENCIES The position requires strong capability in the following areas: Channel partner development and management Sales and revenue growth New business development Account management Territory management Pipeline management Sales forecasting Commercial awareness Customer relationship management Stakeholder engagement Business development Strategic account planning Customer retention Negotiation Solution selling Consultative selling CRM management Reporting Customer service Relationship building Market and competitor awareness Communication Planning and organisation Results orientation KEY STAKEHOLDER RELATIONSHIPS The Channel Sales Executive will be required to establish and maintain effective working relationships with: Channel partners Resellers Agents Customers Product teams Pre-Sales teams Sales teams Retention teams Service teams Carrier Management Services Delivery teams Internal Management Executive Management SALES AND COMMERCIAL FOCUS The Channel Sales Executive is responsible for managing and developing the allocated territory through effective channel partner engagement, accurate opportunity management, customer acquisition and the growth of existing accounts. The position requires a strong focus on selling to , selling with and selling through channel partners while ensuring that the Company remains top of mind throughout the partner base. The employee is expected to maintain a thorough understanding of channel partner businesses, industries, customer requirements, product opportunities and the Company’s product portfolio in order to maximise commercial opportunities. SYSTEMS AND REPORTING The employee is required to: Ensure sales process is followed at all times and all information completed within the CRM system. Maintain an accurate and sufficiently covered sales pipeline. Progress opportunities and deals through the relevant sales stages and probabilities. Deliver timeous and accurate sales forecasts. Submit timeous and accurate weekly territory progress reports. Ensure communication and quoting templates remain current and personalised to channel partners. CUSTOMER AND PARTNER MANAGEMENT The role requires proactive engagement with channel partners in order to: Understand their businesses and industries. Identify appropriate business solutions. Develop agreed account plans. Grow connectivity market share. Grow Wallet Share across relevant technologies. Build relationships across Product, Pre-Sales, Sales, Retention, Service and Carrier Management Services. Support Customer Experience and Customer Satisfaction objectives. Educate channel partners on the Company’s value proposition and differentiators. Manage potential churn and revenue loss proactively. Ensure all current services are in contract. TARGET AND COMMISSION CALCULATION To be discussed and agreed.