Senior Specialist: Channel Management

SUMMARY:
Our client based in Isando is looking for a Senior Specialist: Channel Management to support, encourage, coach and grow Channel Partners using the appropriate ‘Big Deal’ instruments and Channel Key Account Plans as appropriate with the single primary responsibility and accountability for generating revenue through large 3 rd party Channel Partners

POSITION INFO:

Qualification

• Business Management degree or equivalent NQF 7 qualification  
• Channel Management Knowledge
• Successful experience as a Channel Sales Representative. This experience on the front lines of the Channel Sales process is what really hones the skills and abilities one needs to be a successful Channel Manager
• Total working experience of 10 years in sales, 5 – 8 years in Channel Management and 3 years in software sales
• Any additional experience in digitisation, security, cloud, analytics is an advantage

Competencies

• Good Business Acumen
• Corporate Governance
• Auditing processes
• Solution Sales Methodologies
• Relevant Industry/Domain knowledge
• Entrepreneurial  
• Assertiveness
• Leadership
• Attention to detail
• Conflict management
• Professionalism
• Presentation
• Entrepreneurial
• Customer relationship management

Responsibilities

• Manage relationships with Channel Partners - Channel Managers are the key point of contact between their employer and channel partners. Performing this duty takes excellent customer service skills and involves negotiating contracts for and on behalf of the partners
• Use questions to probe and establish the needs of their aligned Channel Partners through being good listeners who ‘listen to understand’ rather than simply ‘listen to respond’
• Uncover additional opportunities over and above equipment sales
• They must have a good grasp of the features, advantages and benefits of their products, services and solutions, especially the unique selling propositions (USPs’). They must be able to link their solutions to the Channel Partner’s as well as the end user customer’s specific need, pain or potential gain (NPG)
• When assisting their Channel Partners to close deals with the partner’s end user clients, they can uncover the ‘explicit’ compelling business need and assist in providing effective and appropriate solutions to meet these end user customer needs
• Customer care, ethics, integrity and delivering against promises are their way of life. Achieve quarterly sales Quota for Territory - the Channel Manager’s most important responsibility involves hitting their quarterly goals.
• Channel Managers, along with the senior management team, are responsible for developing the strategy to hit said goals
• Monitor Sales and Operational Results based on KPI’s - Channel Managers need to constantly monitor the health of their campaigns by keeping an eye on the Key Performance Indicators set by the Head of sales
• This includes creating and managing KPI and managing reports and presenting them to senior management
• Own, develop and lead the formulation and implementation of the strategy and budget for the relevant business unit within the OPCO, measure and monitor performance against the strategy and direct corrective action where appropriate to drive performance commercial and customer agenda to achieve the company vision, mission and corporate development
• Translate business strategies/plans into operations priorities and measure business unit’s performance from an OPCO wide perspective
• Educate and keep the business unit up to date on sales and business trends that affect the OPCO
• Coach, support, mentor and challenge subordinates in the application of effective operations practices, provide advice and guidance on complex issues to minimise risk and ensure performance
• Provide the team with an empowering view of Company’s mission, vision, values and the key strategic objectives so that these stakeholders are fully aware of the current as well as future opportunities and challenges
• Recommend and manage the P&L and budget for the relevant channel within the OPCO and Monitor financial performance so that the business is aware of anticipated costs and revenues, areas of unsatisfactory performance and improvement opportunities and that the team focuses on delivering against P&L targets to meet Company’s financial performance targets
• Lead demand-generating marketing and sales activities in the assigned market for the assigned solution
• Source and distribute relevant thought leadership and marketing material to partners & customers
• Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development
• Collate detail on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks
• Attract new relationships with new customers by supporting collaborative sales efforts
• Collaborate with the One-Company group of Companies to leverage opportunities in our chosen industries
• Collaborate with executive and senior leadership across Business Units to initiate and integrate the design and development of new solutions to grow the business, or to terminate those that are no longer viable
• Provide regular performance reports to the head of sales and participate with the MD and operations management team in business reviews
• On an ongoing basis, examine current operational processes to identify and implement potential operational improvements that will positively impact upon service, profitability and cost performance for the business unit
• Drive collaboration across industries and service lines, including collaboration, performance, cross and up sell opportunities
• Manage the effective achievement of OPCO objectives through effective leadership and by setting of individual objectives, managing performance, developing and motivating team to maximise performance
• Build and manage a high performing team by providing leadership, role clarity, training and career development
• Ensure open communication channels with all staff and implement change management interventions where necessary
• Provide definition of roles, responsibilities, individual goals and performance objectives for the team
• Set KPIs and provide regular performance feedback through a well-defined and implemented performance review program within the business unit
• Encourage knowledge transfer through development and implementation of a knowledge transfer plan and drive continuous improvement philosophy through the knowledge transfer plan
• Performance manage resources in accordance with financial management policy and legislation where necessary
• Promote an ‘Company centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance

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