Channel Account Manager

Recru-It; Pretoria; Hybrid; ZAR 250 000 - 500 000; Full time

Job summary

A leading recruitment firm in South Africa is looking for a Channel Account Manager responsible for driving sales through effective channel partnerships. The ideal candidate will have a degree in Business or Marketing and at least 2 years of experience in channel sales. Responsibilities include developing channel strategies, managing partner relationships, and providing training sessions. The role may require occasional travel. A competitive remuneration package will be offered.

Qualifications

• 2+ years of experience in channel sales, account management, or business development role.
• Proven track record of managing and growing channel partnerships.

Responsibilities

• Develop and execute a comprehensive channel strategy to increase sales and revenue.
• Build and maintain strong relationships with channel partners.
• Provide ongoing product update sessions for partners.
• Analyze sales data and performance tracking.
• Ensure compliance with contracts and company policies.

Skills

Sales and revenue growth strategies

Partner relationship management

Computer skills – proficient in Power Point and Excel

Commercial acumen

Presentation skills

Technical acumen – understanding of IT and Cyber security

Experience in working with CRM and sales pipeline management

Education

Degree / Diploma in Business, Sales, Marketing, or a related field

Job description

Reference : PE

• Tabz-1The Channel Account Manager is responsible for developing and implementing a channel strategy to drive sales and revenue growth.

This role involves identifying potential channel partners, building strong relationships, ensuring alignment with overall business goals, and supporting partners to achieve sales targets.

The Channel Account Manager will also be responsible for negotiating contracts, providing training, analyzing sales data, and collaborating with internal teams to ensure the success of the channel strategy.

Duties & Responsibilities

Channel Strategy & Business Development

• Develop and execute a comprehensive channel strategy to increase sales, revenue and track market share.
• Analyse the Channel Partner's go-to-market strategy and define the tier 1 and tier 2 products in a matrix.
• Identify, onboard, and manage channel partners to expand market reach.
• Build and maintain strong relationships with channel partners, vendors and all stakeholders.
• Understand the organogram in the Partners and build relationships across all stakeholders.
• Support partners holistically in the sales process (from quoting to implementation and renewals).
• Monitor partner performance and implement improvement strategies as needed.
• Negotiate pricing, and terms with partners.
• Provide quarterly feedback on market trends and competitor activities.
• Analyze sales data and performance tracking to monitor progress and identify opportunities, presented in Quarterly QBRs.
• Maintain 10% accuracy on weekly forecasting.
• Attend all Sales and cadence meetings.

Partner & Vendor Management

• Act as the primary liaison between vendors and internal teams.
• Address vendor and partner inquiries.
• Execute marketing initiatives from both internal, partner and vendor perspectives.
• Conduct vendor and partner relationship meetings.
• Understand vendor programs, incentives, and discounts.
• Support business renewals and new business opportunities.
• Advocate for partners internally and communicate their needs to the product management teams.

Sales & Training Enablement

• Guide the internal teams (IAMs) to handle customer specific requirements (quoting etc).
• Provide ongoing product update sessions for partners, both sales and technical.
• Conduct executive presentations for partners and end‑customers.
• Train new and existing partners in the company's products and services.
• Conduct workshops and webinars to improve partner knowledge and sales performance.
• Provide training and ongoing support to partners.
• Support partners with Pre and Post Sale requirements.

Business Growth & Forecasting

• Utilise SAGE, Canvas and the CRM tool to maintain accuracy and updates on pipeline management.

Marketing & Demand Generation

• Organize joint marketing initiatives and promotional campaigns with partners.
• Participate in marketing and demand‑generation activities.
• Ensure follow up and execution is done on all marketing activities.

Quote Management & Pricing

• Ensure all quotes are received timeously.
• Check quotes against Vendor quotes.
• Ensure logistic costs are included on the quotes.
• Maintain accurate pricing records, including discounts and incentives.
• Track product renewals and ensure an 80% closing ratio is achieved.
• Facilitate deal registrations on all relevant deals.
• Check credit status of Partners to ensure payment on deals.

Product Lifecycle & Market Analysis

• Stay updated on cybersecurity industry trends, competitor offerings, and market demands.
• Work closely with sales and engineering teams to align on product strategy.

Operational & Administrative Responsibilities

• Cold call partners who have become inactive.
• Schedule and conduct meetings to maintain and strengthen partner relationships.
• Regularly check in with managed partners (weekly), strategic partners (biweekly), and sales tails (monthly).
• Minute every meeting with timeframes against all executable tasks.
• Deliver sales presentations, proposals, and negotiate where necessary.
• Overcome objections and close deals.
• Sign up new partners and verify their credit status.
• Update CRM with partner interactions and sales progress.

Compliance & HR Compliance

• Ensure compliance with contracts, pricing agreements, and company policies.
• Ensure compliance with import‑export controls and logistics operations.

Requirements

Education required

• Degree / Diploma in Business, Sales, Marketing, or a related field.

Experience needed

• 2+ years of experience in channel sales, account management, or business development role in a similar industry.
• Proven track record of managing and growing channel partnerships.

Job related skills needed

• Sales and revenue growth strategies
• Partner relationship management
• Computer skills – proficient in Power Point and Excel
• Commercial acumen
• Presentation skills
• Technical acumen – understanding of IT and Cyber security
• Experiencing in working with CRM and sales pipeline management

Soft skills needed

• Strategic thinking and problem‑solving
• Strong interpersonal and communication skills
• Proactive and self‑motivated approach
• Negotiation and persuasion abilities
• Adaptability and resilience in a dynamic market
• Team collaboration and cross‑functional engagement
• Time management and prioritization
• Customer‑centric approach and service mindset

Key Competencies and expectations

• Strong knowledge of sales strategies, partner management, and business growth tactics.
• Excellent negotiation and relationship‑building skills.
• Ability to analyze market trends and adapt strategies accordingly.
• Strong presentation and communication skills.
• Experience working with CRM systems and sales forecasting tools.
• Ability to work collaboratively across departments to drive channel success.
• Strong problem‑solving skills and a proactive approach to challenges.

Reporting structure

Country Manager

Work Hours

From 8am to 5pm

Environment

Office‑based, remote, or Require travel from time to time.

Physical Requirements

Mix between desk bound and travel due to visiting Partners.

Additional Information

• May require occasional overtime.
• Periodic training or certifications might be needed.

Package & Remuneration

R R Annually