Account Manager

Westcon-Comstor; Durban; On-site; ZAR 200,000 - 300,000; Full time

Job summary

A leading technology distributor in Durban is seeking an experienced Account Manager to develop and manage Microsoft-focused Partner accounts. You will engage Partners through regular communication, sales strategies, and support for Microsoft solutions. The ideal candidate has over 5 years of sales management experience and a thorough understanding of Microsoft products. Competitive compensation and growth opportunities are offered.

Qualifications

• 5+ years of proven Sales Account Management experience.
• 3+ years of expertise in Microsoft Licensing and Cloud solutions.
• Demonstrated success in growing Partner business and driving revenue.

Responsibilities

• Manage and grow strategic Partner accounts.
• Build strong relationships with Partners and Vendors.
• Conduct Quarterly Business Reviews and track sales goals.

Skills

Sales Account Management

Customer Relationship Management

Strong communication skills

Microsoft solution knowledge

Education

Matric

Tertiary education

Microsoft Foundational Certifications

Tools

Microsoft Office

Power BI

Job description

Assumes responsibility as an Account Manager – Microsoft, based in Durban. The successful individual will be responsible for proactively growing and developing Microsoft Focused Partners through high touch engagement and selling.

DUTIES & RESPONSIBILITIES

Assumes responsibility for proactively developing and growing Microsoft focused Partners through high touch engagement and selling.

• Manage and grow strategic Partner accounts across multiple Vendors, aligning with Partner strategy and technology needs.
• Build strong 3-way relationships (Partner, Vendor, Westcon-Comstor) to drive mutual business growth.
• Identify cross-vendor opportunities, support with specialists, and promote Westcon-Comstor and Vendor offerings.
• Conduct Quarterly Business Reviews, track sales goals, and follow up on Partner opportunities.
• Deliver product updates, drive digital tool adoption, and participate in Vendor focus days and sales presentations.
• Maintain knowledge of Partner commercials and ensure quota achievement.

Assumes responsibility for execution and excellence on sales administration.

• Ensure accurate data entry (Partner/end user info, sales stage, close date, opportunity owner) in SalesCentral.
• Maintain up-to-date records of Partner interactions, transactions, and inquiries.
• Provide accurate sales forecasting and participate in regular sales meetings.
• Respond to Partner queries professionally and within SLA timelines.
• Manage and resolve order-related and finance queries, ensuring Partner satisfaction.
• Provide product information across the Microsoft stack (M365, Azure, D365, BizApps, etc.).
• Monitor and manage system holds and promotion creation (Freshdesk, SBA, MDM).
• Track backlog, update Partners on delivery expectations, and conduct regular POS and backorder checks (SalesCentral, Power BI).
• Escalate unresolved issues via workflow tools and record actions taken.
• Continuously develop product knowledge and attend all required meetings.

Assumes responsibility for establishing & maintaining good business relations with assigned Vendors.

• Develop and maintain Vendor relationships in conjunction with relevant channel manager (s) that produce referral business opportunities.
• Establish productive Vendor relations to ensure quality of service to Partners.

Assumes responsibility for maintaining effective communication, coordination and working relations with Westcon-Comstor Team Members and management.

• Keep management updated on key activities, competitive shifts, and major issues.
• Provide regular forecasts on long-term sales and product needs.
• Collaborate with internal teams (Channel, Presales, Marketing, Backoffice) to support Partners.
• Attend all required meetings and assist team members as needed.

Assumes responsibility for related duties as required or assigned.

• Remains up to date on industry trends and market changes.
• Attends required training, completes certifications, and special projects.
• Follows all lawful work-related instructions from authorized personnel.

PERSON SPECIFICATION

Education

• Matric.
• Tertiary education is preferred.
• Microsoft Foundational Certifications a required minimum

Knowledge

• Strong understanding of Microsoft solution models (Cloud, CSP, Azure) and ability to position and sell the full MS stack.
• Ability to identify opportunities with OEMs and navigate the sales cycle effectively.
• Knowledge of product positioning, competitive landscape, sales and marketing strategies, and customer support processes.

Experience

• 5+ years of proven Sales Account Management experience.
• 3+ years of expertise in Microsoft Licensing, Cloud, CSP, and Azure solutions.
• Demonstrated success in growing Partner business and driving revenue.
• Strong background in Customer Relationship Management and Service.

Desired Skills, Abilities & Attributes

• Strong business acumen, competitive insight, and execution excellence.
• Proficient in technology and Microsoft Office.
• Excellent communication, presentation, and negotiation skills.
• Detail-oriented with strong problem-solving, multitasking, and organizational abilities.
• Builds strong relationships and handles confidential or high-pressure situations with tact.
• Skilled in capturing accurate Partner data and adapting to changing demands.

Values

• Demonstrates and embraces Westcon-Comstor values of Ambition, Integrity, Partnership and Accountability,