Channel Sales Manager

Eaton; Johannesburg; Hybrid; ZAR 650,000 - 950,000; Full time

Benefits offered by this job

Competitive compensation

Flexible work options

Internal promotion

Learning & development

Wellbeing & safety

Job summary

Eaton in Johannesburg, South Africa, is seeking a Channel Sales Manager to drive indirect-channel revenue and strengthen partnerships with distributors, resellers, IT distributors, system integrators and VARs. Hybrid work options are available, with travel up to 75% nationwide.

You will recruit and train partners, develop channel sales plans, track performance, and collaborate with marketing and product teams to drive growth and win opportunities.

Qualifications

• Proven track record in channel sales and partner management.
• Strong negotiation, presentation and relationship-building abilities.
• Familiarity with CRM systems and sales analytics.

Responsibilities

• Build, maintain and grow relationships with distributors, resellers and channel partners.
• Develop and execute channel sales plans and set performance targets.
• Monitor sales performance and conduct business reviews with partners.
• Collaborate with marketing and product teams to enable partners.
• Lead negotiations on agreements, pricing and rebates.

Skills

Channel sales

Partnership management

Negotiation

Market analysis

Presentation skills

CRM knowledge

Job description

Unlock Your Potential at Eaton: Where Diversity Drives Innovation. No matter where you come from, your aspirations matter to us. We believe in the power of different perspectives, experiences, and backgrounds to ignite innovation and drive success. We're in the business of empowering people, and that includes you. Your journey here is not just about a job; it's about a shared vision for a brighter, more sustainable future.

We're on an ambitious growth journey towards doubling our sales across EMEA by 2030 - and we're looking for people who want to help shape that success.

For our Electrical Sector organization in South Africa, we are looking for a Channel Sales Manager.

In this role, you will be responsible for building, strengthening, and managing strategic relationships with our channel partners, driving sales growth and revenue through indirect channels. You will engage a diverse partner ecosystem, including EWS Wholesalers, IT Distributors, System Integrators, LSD Distributors, Bussmann Distributors, mOEMs, Channel Panel Builders, Value-Added Resellers (VARs), and IT Resellers participating in our Partner Awards Program (Tier II partners).

Hybrid working solutions are available for our office in Johannesburg.

Travel rate is up to 75% of the working time, at national level.

Key Responsibilities

• Partner Management: Build, maintain, and grow relationships with distributors, resellers, and channel partners; recruit new partners when needed and provide training and ongoing support to ensure alignment with company products and sales objectives.
• Sales Strategy & Planning: Develop and execute channel sales plans, set performance targets, and identify new market opportunities to drive growth.
• Performance Monitoring: Track sales performance, analyze key metrics, and conduct regular business reviews with partners to optimize results and ensure target achievement.
• Cross-Functional Collaboration: Partner with marketing, field product managers, and internal sales teams to equip partners with the necessary tools, training, and promotional resources.
• Negotiation & Contract Management: Lead negotiations on agreements, pricing, and rebate structures to achieve mutually beneficial outcomes and support revenue growth.
• Problem Solving & Support: Address partner concerns, resolve conflicts, and ensure smooth day-to-day operations across all channel activities.
• Market Analysis: Monitor industry trends, competitor activity, and customer needs to inform strategic decisions and product positioning.

Qualifications

• Relevant Experience: 3–5 years of experience within Power Quality, Life Safety, Power Distribution, and/or Industrial Control & Protection environments.
• Industry & Product Knowledge: Strong understanding of products, applications, and competitive market landscape, with the ability to position solutions effectively.
• Proven Track Record: Demonstrated success as a highly motivated, results-driven professional with a consistent record of achieving or exceeding targets.
• Adaptability: Ability to thrive in a fast-paced, dynamic market environment and respond effectively to changing business needs.
• Channel Sales Expertise: Experience managing and driving channel sales within a distribution model, including conducting joint sales calls and executing marketing initiatives with partners targeting end users, resellers, and value-added resellers (VARs).
• Technical Acumen: Relevant technical qualification or foundational knowledge to understand product applications, recommend appropriate solutions, and support specification in tenders.
• Presentation Skills: Strong public speaking and presentation capabilities, with the ability to engage and influence diverse audiences.
• Customer Relationship Management: Extensive experience in all aspects of customer relationship management, with a focus on building long‑term partnerships and delivering customer value.

What We Offer

• Competitive compensation and benefits package
• Challenging projects in dynamic collaborative team
• Flexible working solutions (remote, flexible working hours, compressed week, part time etc.)
• We make your aspirations matter – Eaton encourages internal promotion, whenever possible
• We make your growth matter - We invest in our employees for the long term – not just with salary and benefits, but with ongoing learning and development opportunities made available through Eaton University
• We make your contributions matter - reliability, safety, efficiency, and sustainability are at the core of our dedication to improving people’s lives and the environment through power management technologies
• We make your wellbeing matter – We put your health and safety first. Wellness at Eaton is more than a program, it’s about changing the environment by offering the right tools to help empower employees to make that happen

All positions may require participation in video and in-person interviews as part of the hiring process. All candidates will be evaluated based on job-related competencies, and all candidates’ privacy rights and data security will be protected in accordance with applicable laws.

We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.