Channel Leader - Sandton

2020/05/10 11:29:49 AM
Reference: 5359 SH

Job Description:

Join senior Leadership team to collaborate and guide the region at the highest level of execution
Identify and influence as an Executive Sponsor, the major stakeholders within the managed partner
Working with Go-To-Market Leaders to execute strategy to drive company sales (new and upsell) via the partner base
Build comprehensive short- and long-term business plans within the partner community to support growth expectations
Ensure monthly and quarterly Partner forecasting accuracy to minimise forecast variances
Ultimate (Extreme) ownership to execute Global Standard Partner Programs into Regional Partners
Ensure world class Customer Gross Retention metrics across partner base
Drive Public Sector strategy through an appropriate channel strategy
Consolidate the Channel eco-system to maximise growth, retention and customer experience
Lead the Channel sales teams and ensure the channel team is appropriately resourced to support the overall Go-To-Market and Channel strategy
Build an extensive stakeholder network, internally and externally to support the Go-To-Market development and execution.
Achieve a set of pre-agreed Channel sales targets and KPI’s on a monthly/quarterly/annual basis
Be responsible for performance management, data analysis and Return On Investment (ROI) reporting – internally and externally for strategic partners
Execute on Partner Program Frameworks including but not limited to:
Ensure all partners understand the Partner Program, associated metrics and qualification criteria
Manage effectiveness of co-op, incentive and marketing spend
Organise and manage incentives within the partner community
Manage partner revenue and lead generation targets according to the program
Where applicable, coordinate action plans with
Partner new business sales growth against new and net retention targets
QBR sales targets achievement
New opportunities/deal registrations created
Conversion rates
Marketing and Channel partner business plans developed and executed


Email technology, SaaS, cloud computing or security/storage vendors experience
Experience in both direct and indirect sales
Strong understanding of the various Go-To-Market Channel Models
10 years IT Channel partner management / sales experience
Referenceable, strong relationships with key partners in territory
Public sector experience /SITA experience
Microsoft and security landscape software and services.
Degree in Business / IT or relevant qualification
Suitable technical qualifications

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