Job: Channel Sales Manager

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Job Title Channel Sales Manager
Division / Section Sales & Marketing
Job ID / Code Nigeria.TS3.V1
Location Nigeria
Reports to Senior Distribution Manager
Direct Reports Sales Executives
Job Purpose

The Channel Sales Manager will manage all business development aspects of organisation’s partnerships, with a primary focus on sales revenue and lead generation. The role will balances sales support, partner management, and sales training with the focus of growing the sales funnel.

Key Tasks and Duties
Functional and Technical
  • Identifying, building and maintaining new channel partnerships, as well as closing and/or expanding business opportunities with channel partners.
  • Lead the Channel Development team and accelerate the go to market efforts necessary to drive the new channel business, and then manage the performance and execution of campaigns and initiatives with the channel partners.
  • Develop and manage channel partner engagements to drive revenues.
  • Engage partner sales / account teams to identify opportunities for new business.
  • Develop, manage, and report on partner sales funnel.
  • Work hand-in-hand with partners through entire sales process including sales collateral, joint customer presentations, tender preparation, pricing, negotiating, contracting, etc.
  • Performs market research on potential partners and customer channels.
  • Quantifies channel opportunities, articulates business case for channels or partnerships and prepares materials to communicate business case.
  • Provide all information, project plans and guidance necessary to service partner agreements and campaigns, and to ensure successful completion of all partner agreements and campaigns.
  • Execute and evolve the current channel partner strategy.
  • Develops strategic partnerships and targeted product offerings to increase channel access to the customers.
  • Analyses product offerings and targets solutions to specific partners or channels.
  • Assure partners have up to date knowledge of new products, features, roadmap, etc. Provide regular training.
  • Close deals and supervise deployments until invoicing and collection is completed.
  • Keeping abreast of competition, competitive issues and products.
  • Attending and participating in sales meetings, product seminars and trade shows.
  • Preparing presentations, reports, and price quotations.
  • Conducting contract negotiations.
  • Defining and executing sales plans.
  • Any other duties commensurate with the grading of the post.
  • Miscellaneous
  • Demonstrates ability to interact and cooperate with all company employees.
  • Attend assigned meetings, committee meetings and conferences, as required.
  • Keep abreast of professional developments, new techniques and current issues through continued
    education and professional growth.
  • Coordinate communication channels between Divisions and Departments within the organisation and improve its effectiveness.
  • Working Environment
  • Work is performed in an office work environment.
  • Work will require travelling within Nigeria.
  • Communication and Working Relationships
    Internal Contacts
  • Midland Group Companies.
  • External Contacts
  • Clients and Customers.
  • Academic and Professional Qualification
  • A Bachelors in marketing or business studies.
  • Experience
  • A minimum of years’ experience in sales, business development, partner management, channel
    development, custom solutions, and campaign management.
  • Demonstrated success in developing relationships directly with channel partners and successfully
    managing partnerships.
  • Ability to persuasively explain multiple products to a diverse group of business customers.
  • Business aptitude to adapt communications style and message to different levels of the channel
    partner and customer organizations.
  • Motivation, drive, optimism and commitment to organization.
  • Excellent oral and written communication skills, plus a good working knowledge of Microsoft Office
    Suite is required.
  • Extensive experience in all aspects of Channel Relationship Management.
  • Strong understanding of customer and market dynamics and requirements.
  • Willingness to travel and work in a global team of professionals.
  • Proven leadership and ability to drive sales teams.
  • Have positive can-do attitude and be able to engage with different people in a rapidly changing
    working environment.
  • Ability to disseminate information and prioritise tasks.
  • Ability to think outside of the box, analyse and resolve problems.
  • Ability to work on own initiative.
  • jd prepared by Farzana Kazemi

    This is not necessarily an exhaustive list of all principal accountabilities, dimensions of the job, and person specifications. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed when circumstances change (e.g. emergencies, changes in personnel, workload, technological developments, or organisation development.)

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