Channel Manager – Sales – IT Vendor - JHB

Top Talent PS; Johannesburg; On-site; ZAR 800,000 - 1,000,000; Full time

Job summary

Top Talent PS is seeking a seasoned sales professional in Johannesburg to drive new business development in IT channel management. You will identify target customers, build proposals, negotiate reseller agreements, and grow a qualified pipeline while aligning with company strategy.

You will maintain strong relationships with suppliers and customers, manage budgets, track progress, and ensure cross-selling of services.

Qualifications

• Experience in IT vendor channel management and asset-based finance sales.
• Experience selling to SME, Corporate and/or Public sector.
• Existing supplier base in IT space is a major advantage.
• Post Matric qualification acceptable; emphasis on experience and networks.

Responsibilities

• Develop partnerships with suppliers and drive reseller agreements.
• Identify target customers and develop a qualified pipeline.
• Negotiate terms, present proposals, and close deals.
• Manage accounts and deliver on sales targets.
• Maintain relationships with senior stakeholders and provide updates.
• Coordinate cross-functional collaboration to meet targets.

Skills

New Business Development

Account Management

Stakeholder Management

Supplier Relationship Management

Self-Management

Communication Skills

Education

Post Matric qualification in Finance/IT or equivalent

Job description

MEASURABLE OUTPUTS

1. Achieving your SALES target
2. Achieving your minimum number of supplier appointments per month every month
3. Achieving your new supplier approval acquisition targets
4. Account Management
5. Stakeholder relationship management
6. Supplier relationship management
7. Self-Management

Responsibilities

New Business Development

• Understand industry, industry models, market trends, customer drivers, products and business systems and processes to ensure potential business is in line with organisational goals
• Identify target customers by analysing potential markets in line with industry and specialty
• Analyse potential and existing customers to ensure competitive edge
• Capitalise on existing relationships, knowledge, experience, etc
• Determine positioning with suppliers in line with customer needs and direction
• Regularly attend meetings, discussions and events
• Develop proposals and present same to relevant stakeholders
• Negotiate reseller agreements with suppliers and resellers
• Develop qualified pipeline, quote, sell and close deals by maintaining calling programs
• Ensure sustainability by aligning to company strategy
• Update the customer of relevant current status within the business as well as value add services on offer and ensure cross selling of these services (e.g. insurance, asset tracking etc.)

Account Management

• Retain overall responsibility for the profit and loss and growth achieved in the IT channels and the overall deliverables
• Attend regular meetings with suppliers to ensure needs and expectations are understood and met
• Follow up on outstanding issues to ensure timeous resolution
• Understand customer drivers and nuances of customers
• Analyse and identify customer, industry and market trends to identify gaps and risks and develop possible solutions
• Manage Terms and Conditions and life cycle of customers
• Ensure SAP is accurately updated to track accounts
• Manage budgets in line with company annual target measured on a monthly basis
• Coordinate the end of term strategy through liaising with internal and external stakeholders and communicate this strategy to all involved in the process
• Establish multiple contacts with senior stakeholders within the customer’s organisation (i.e. CIO, CFO, CEO, Procurement etc.) and expand visibility of the company by utilising relationships of senior internal stakeholders
• Manage the interaction between internal and external stakeholders to ensure that all potential points of contact and influence are being served appropriately through optimal delivery of expectations for both parties
• Provide regular feedback to the team regarding the customer structure and ensure the team is aware of who is accountable to deliver tasks in order to meet deadlines

Stakeholder Management

Identify decision makers and develop relationships

• Identify challenges and obstacles and ensure timeous resolution
• Identify need to escale issues to relevant stakeholders within the business for resolution
• Manage interaction of internal stakeholders with customers
• Manage customer expectations to ensure both parties’ needs are met

Role

Sound internal and external networks

• Excellent written and verbal communication (e.g. SLA’s)
• Express and implied ethical responsibilities and values
• Basic Project Management
• Advanced financial knowledge and applied numeracy
• Basic IT understanding
• Excellent knowledge of systems and product knowledge

Education and Requirements

Relevant or recognised Post Matric qualification in Finance/IT or equivalent is not essential as we look mainly to experience and existing networks in the field of IT related channel management operations

Must have experience in IT vendor channel management and the sale of asset-based finance / rental finance products to the SME, Corporate and/or Public sector. Having done so in the I.T. environment will be an advantage. Having an existing base of suppliers in the IT space will be a major advantage

Sales and marketing experience, knowledge and understanding

• Excellent financial understanding of product offerings and financial savvy
• Ability to structure and tailor solutions
• Integration of customer drivers and business needs
• Ability to communicate appropriately at a variety of organisational levels
• Passion for results
• Relevant legislative knowledge and understanding

Salary - R800 - R1 mill pa