Channel Sales Specialist

Boardroom Appointments; Johannesburg; On-site; ZAR 600,000 - 900,000; Full time

Job summary

Boardroom Appointments seeks a results-driven Sales Leader to promote Digital Services to Business Partners and their end customers in Johannesburg. You will drive revenue, margins, and monthly subscriptions while transforming BP accounts and onboarding new DS Partners.

You will spend significant time face-to-face with BPs, support partner networks, and develop go-to-market strategies that align with the DS portfolio.

Qualifications

• Grade 12 is mandatory.
• 5+ years related experience in solutions/software industry.
• Solid understanding of the Digital Services portfolio of products.
• Proven experience in consultative selling & solution sales.
• DSA, DAC certified or certification within 3 months if from outside Company.

Responsibilities

• Spend minimum 50% of working hours in face-to-face activities with Business Partners.
• Support nominated Business Partners within defined areas following Digital Services strategies.
• Manage Digital Services revenue, margin and monthly recurring subscriptions.
• Provide sales support for DS products and services including calls, presentations, demonstrations, and proposals.
• Prepare and implement sales strategies with BP management and review quarterly.
• Assist BP sales teams to manage the sales pipeline and closing ratios.
• Ensure targets are met or exceeded.
• Attend BP sales meetings to maintain visibility of the Company.
• Own the BP sales cycle from prospecting to closure.
• Manage profitability of each BP aligned to Company budget.
• Assist BPs with digital transformation to sell full DS range.
• Work with marketing to develop go-to-market strategies and DS value propositions.
• Be knowledgeable about all facets of DS product set and market USP.
• Address BP issues related to product knowledge and account management efficiently.
• Monitor BP activity and transformation trends.

Skills

Sales experience

Client relationship building

Negotiation skills

Communication skills

Presentation skills

Problem-solving

Education

Grade 12

Related tertiary qualification

Job description

To achieve and exceed targets set for revenue, margin, and monthly subscriptions through the promotion ofDigital Services offerings to the Business Partner channel and their end customers. Responsible for thedevelopment and digital transformation of assigned BPs. To identify new, engage and onboard new andpotential Digital Services Partners.

KEY RESPONSIBILITIES

• To spend a minimum of 50% of working hours engaged in face-to-face activities within the respectiveBPs
• To support nominated Business Partners (BPs) within defined areas, following Company'sDigital Services strategies
• To manage the Digital Services line of business with relation to revenue, margin and monthly recurringsubscriptions
• Provide sales support for the agreed Company Portfolio of DS Products and Services, including Salescalls, presentations, demonstrations, proof-of-concepts, assessment services and production ofproposals
• To prepare and implement sales strategies with BP sales management and review them quarterly
• To assist the BPs sales managers and sales executives to effectively manage the sales floorbuilding pipeline and sales methodology in both pre and post sales environments
• Ensure assigned targets are met or exceeded
• Execute pipeline plans and sales methodology with a quarterly review in the form of managementMeetings
• To attend BPs sales meetings on a regular basis to maintain Company visibility and awareness
• To take ownership of the entire BP sales cycle and process to ensure maximum closure ratios
• To manage the profitability of each BP in terms of individual budgets sets that are aligned to the RZA
• Digital Services indirect budget
• To assist existing and new BPs with digital transformation to sell full range of DS services andproducts
• To work closely with the marketing product managers to develop go to market strategies andalignment to the Digital Services value propositions
• To be knowledgeable in all facets of the Company Digital Services product set; ensuring an understandingof the market and the USP (unique selling points) of Digital Services product and services
• To take ownership of problem areas highlighted by the BPs with regard to product knowledge andgeneral account management and speedily and efficiently resolve them
• Monitor and report back on BP activity, transformation and or any other significant trend taking placewithin the BP business
• Build and foster Company Loyalty within the channel and assigned BPs
• Accurate forecasting of sales revenue per BDM portfolio / benchmark best practice from the Digital Services Indirect Channel

REQUIRED SKILLS, KNOWLEDGE & EXPERIENCE

• Grade 12 (mandatory)
• Related tertiary qualification an advantage
• A minimum of 5 years related experience in the solutions / software industry or the equivalentcombination of formal education and experience
• A solid understanding of the Digital Services portfolio of products
• Proven understanding of common business processes i.e. Accounts Payable / Receivable, HR,Employee Onboarding etc.
• Full understanding of the technical and business concepts surrounding the following areas: - Document Management
• Content Management
• Print Management
• Workflow Solutions
• Digital Services Solutions
• Must have the ability to design and propose complex technologies usingCompanys DS Portfolio
• A proven understanding of IT and Document Management Solutions
• Proven track record of continuously working under pressure and achieving high levels of excellence
• Proven experience in consultative selling & solution sales
• DSA, DAC certified or certification within 3 months if from outside Company
• Good relationship building skills
• Strive for good deals, increase long term relationships with clients and display total commitment to
• customer & service satisfaction
• Increase market coverage & prospecting intensity
• Have decision-making & problem-solving ability, and administrative skills
• Exceptional honesty & integrity
• Completely focused on sales targets with high closing ratios
• Display high levels of drive, energy & enthusiasm
• High level selling experience with exposure within a targeted environment
• High level of Business acumen
• Teamwork and Collaboration
• Excellent communication, presentation and interpersonal skills, both verbal & written
• Good level of IT skills
• Ability to work on own initiative and under pressure
• Good negotiation and influencing skillsSelf-motivated and results driven
• Continuous Improvement & flexibility / adaptabilit

OTHER REQUIREMENTS

• Required to travel regularly
• Own reliable vehicle
• Valid driving license
• Ability to work remotely and report to Head Office