Key Account Manager

Liquid Tech (Pty) Ltd.; Cape Town; On-site; ZAR 600 000 - 800 000; Full time

Job summary

A technology solutions company in Cape Town is looking for a Channel Manager to drive revenue growth through strategic partnerships with channel partners and resellers. The candidate should have at least 5 years of experience in channel management, strong relationship-building skills, and knowledge of the telecommunications sector. This role involves overseeing sales processes and ensuring exceptional customer experiences.

Qualifications

• Minimum 5 years' experience in Channel Management or sales focused on large deals.
• In-depth knowledge of the ICT technology environment, including Cloud and Cyber Security.

Responsibilities

• Manage relationships with channel partners to drive sales and revenue growth.
• Identify and create joint sales plans with partners to achieve business goals.
• Oversee the complete sales process for all customers.

Skills

Relationship-building

Sales strategies

Pipeline management

Customer service

Education

University degree in Business, Sales & Marketing

Tools

MS Office

Job description

Role Purpose

The Channel Manager will be responsible for managing and growing relationships with channel partners & resellers in the technology and telecommunications sector.

This role requires the individual to drive revenue growth through strategic channel account management, pipeline management, and effective handling of BIG deal opportunities and tenders.

The ideal candidate will possess strong relationship-building skills, a deep understanding of the telecom industry, and a proven track record in channel sales and closing large deals.

Responsibilities

• Develop and maintain strong relationships with channel partners & resellers, including resellers, distributors, and solution integrators.
• Act as the main point of contact for partners & resellers, ensuring all sales-related activities are well-coordinated and executed.
• Conduct regular business reviews with partners & resellers to track performance and identify growth opportunities.
• Achieve and exceed revenue targets by driving sales through the channel partners & resellers network.
• Work closely with partners & resellers to identify new business opportunities and create joint sales plans that align with company goals.
• Develop and execute strategies to increase market penetration and channel partner engagement.
• Implement commercial strategies and execute in line with company policies.
• Generate and maintain opportunity pipeline and credible business revenue forecasts to meet sales targets.
• Present Liquid Intelligent Technology's services and offerings to assigned/new customers while leading account planning cycles and ensuring that the customers' needs and expectations are met.
• Understand clients' business and generate new ideas to improve the customers' business.
• Expand the customer stakeholders beyond ICT to strategic business owners (CMO, CFO, COO, CEO) who own the budget and/or can influence the buying decision.
• Build trust, credibility, and client referrals.
• Maintain or improve account profitability by customizing solutions as per customer requirements.
• Oversee the execution of the complete sales process for all customers, including request handling, information gathering, finalisation of product specification and selection, and SLA negotiation and finalisation.
• Ensure all after-sale customer queries or issues that come through the sales department are properly handed over to customer care.
• Ensure all support departments are adequately briefed on customer details, to enable delivery of the order and adequate after-sales support.
• Conduct business professionally and ethically by adhering to all company policies, procedures, and business ethics codes.
• Resolve any issues and problems of Liquid customers and function as an interface between Liquid customer and the internal teams.
• Ensure that exceptional customer experience is achieved by timeously escalating inter-departmental problems.
• Identify and establish relationships in new and existing geography and segments.
• Generate leads and develop a revenue pipeline for the account for the next 1-3 years.
• Accountability for executing a gap plan if the revenue pipeline does not meet the assigned budget set.
• Maintain and manage a healthy sales pipeline, ensuring all opportunities are properly tracked and forecasted.
• Provide accurate and timely updates on the pipeline status to internal stakeholders, identifying areas of risk and opportunity.
• Provide partners & resellers with the necessary tools, training, and resources to effectively sell technology and telecom products and services.
• Collaborate with internal teams (e.g., marketing, product development) to ensure partners & resellers have up-to-date information.
• Work closely with internal sales teams to ensure seamless collaboration between direct and indirect sales channels.
• Partner with marketing to develop channel marketing programs, co-branded campaigns, and events to support channel growth.
• Stay up to date with industry trends, competitive landscape, and market dynamics.
• Provide market feedback to internal teams to ensure the product portfolio meets the evolving needs.
• Provide regular reports on channel partners & resellers performance, revenue, and sales forecasts.
• Use data-driven insights to recommend improvements in channel strategy, partners & resellers engagement, and BIG deal execution.

Qualification & Experience

• University degree in Business, Sales & Marketing.
• Minimum 5 years' experience in Channel Management or sales with a focus on pipeline management and large deals, preferably within the technology or telecommunications sector.
• In-depth knowledge of the ICT technology environment as regards Cloud, Cyber Security, Layer Two services, etc.
• Business Acumen: Essential.
• Proficient in MS Office: Essential.

Additional Information

All Appointments are subject to the Labour Legislation in the respective country.