Pre-Sales Enterprise Channel Manager - (ICT)

Location: Johannesburg, South Africa
Salary: Market Related
Recruiter: First Point Group
Job Ref: CM_JHB
Summary: Global company seeks to employ a Telecommunications Enterprise Channel Manager who will be responsible for achieving established revenue goals through the recruitment, development, and management of a network of resellers within the Johannesburg region.



Job Description


  • Channel revenue growth
  • Retention in the assigned territory
  • Develop plans for overall channel partner sales growth
  • Recruitment and certification of new value-added resellers
  • Meets profitable sales volume targets
  • Strategic objectives in assigned partner accounts
  • Establish and execute key accounts plans with territory Channel Partners
  • Focus on accelerating sales growth
  • Promote complete solutions
  • Penetrate customer accounts and targeted market
  • Recruit new prospective partners
  • Schedule meetings  
  • Present Enterprise services and products with high-level value propositions
  • Customize presentations depending on partners needs
  • Work together with channel marketing to execute the channel strategy
  • Apply the channel program (reseller recruitment and on-boarding)
  • Coordinate lead generation activities with partners and sales channel
  • Develop and manage relationship up to executive levels of channel partners
  • Lead joint partner planning processes
  • Develop mutual performance objectives, financial targets, and critical partner milestones
  • Maintain and nurture productive partner relationships
  • Support partners in pursuing and identifying opportunities
  • Continuously assess, clarify, and validate partner needs
  • Sell through partner organizations to end users in with partner sales resources
  • Manage potential channel conflict with other firm sales channels
  • Foster excellent communication internally and externally
  • Adhere to channel rules of engagement
  • Leads solution development efforts that best address end-user needs
  • Coordinate the involvement of all necessary company and partner personnel


Required Qualifications:

  • Degree/Diploma in Business Management, Marketing, ICT or similar


Critical Experience and Skills Required:

  • +6 yrs  ICT Channel Sales experience
  • Translate technical info to Presentations for technical and non-technical partner execs
  • Deliver technology presentations of current & developing products and solutions
  • Experienced in recruiting resellers and upscaling the business
  • Work at the highest executive levels of partner
  • Must be a ‘high Achiever’ - over achievement of sales targets and customers
  • Strong individual contributor requiring little to no supervision


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