Channel Manager

iOCO Pty Ltd; Midrand; On-site; ZAR 500 000 - 700 000; Full time

Job summary

A technology solutions company in Midrand is seeking an experienced Channel Manager to establish and grow a high-performing partner ecosystem across Sub-Saharan Africa. The ideal candidate will drive partner initiatives, manage a professional partner program, and work closely with various teams to enhance partner success. Required qualifications include a Matric Certificate and relevant diplomas along with 3-5 years in channel management or sales. Strong communication and problem-solving skills are essential.

Qualifications

• 3-5 years of experience in channel management or technical sales.
• Ability to build and maintain relationships with partners.
• Flexibility and adaptability to change.

Responsibilities

• Establish and execute professional partner program.
• Identify and onboard new channel partners.
• Drive partner for life approach with the ecosystem.
• Monitor industry trends and stay up-to-date on competitors.
• Create and manage channel partner budgets and forecasts.

Skills

Channel management

Technical sales

Customer relationship management

OEM channel sales

Industrial software sales

Strong communication skills

Problem-solving

Negotiation skills

Time management

Organizational skills

Education

Matric Certificate

Relevant Diploma/Certifications

Bachelor’s degree in Computer Science/Engineering/Sales/Management

Job description

We are seeking an experienced Channel Manager to establish, grow, and execute a high-performing partner ecosystem across Sub-Saharan Africa. The role is responsible for developing and managing a professional partner programme, onboarding new channel partners, and driving a partner-for-life approach that supports long-term growth and collaboration. The Channel Manager will work closely with sales, marketing, technical, and training teams to align channel strategies, improve partner performance, and expand coverage across the full AVEVA product portfolio.

What you'll do:

• Establish and execute professional partner program
• Identify and onboard new channel partners
• Drive partner for life approach with the ecosystem
• Identify and resolve conflicts and challenges within the channel
• Drive increase in certifications and new partnerships
• Manage renewals for the existing partners
• Work with partners to create digital journeys and strategies
• Manage the performance of existing partners, and develop strategies to improve their sales and revenue
• Grow ecosystem to cover the full AVEVA portfolio
• Create and execute Sub-Saharan Africa partners growth strategy
• Partner with Sales, Marketing, Technical & Training to provide Partners with the support required
  • Collaborate with the sales team to align sales and channel efforts
  • Monitor industry trends and stay up-to-date on competitors and market conditions
  • Create and manage channel partner budgets and forecasts
  • Develop and implement channel partner programs, such as training, marketing, and incentives
  • Measure and report on the performance of channel partners, using metrics such as sales and revenue
  • Ensure efficient technical and Pre‑sales support for partners.
• Provide support and training to partners to ensure success
• Provide support and guidance to partners on product and solution offerings
• Provide reports regarding ecosystem health
• Prepare and develop presentations for internal and market facing events
• Attend industry events and conferences to build relationships and promote the company

Your Expertise:

• 3-5 years of experience in channel management technical sales
• Proficiency in customer relationship management
• OEM channel sales experience
• Industrial Software Sales experience
• Beneficial: 1 year in AVEVA or similar Portfolio experience
• Strong verbal and written communication skills, with experience presenting to partners and stakeholders
• Knowledge of sales techniques and strategies
• Ability to build and maintain relationships with partners
• Strong problem‑solving and negotiation skills
• Time management and organizational skills
• Ability to work independently and as part of a team
• Flexibility and adaptability to change
• A desire to learn and grow in the channel management field

Qualifications:

• Essential Qualifications:
  • Matric Certificate,
  • Relevant Diploma / Certifications
• Preferred Qualifications:
  • Bachelor’s degree in Computer Science / Engineering/ Sales / Management