Channel Business Developer

Primary duties and responsibilities:
Channel retention:
Establishes productive, professional relationships with key personnel in assigned partner accounts.
Coordinates the involvement of company personnel with a total emphasis on sales.
Responsible for meeting targets within their portfolio.
Providing assistance to a partner during the sale.
Coach and guide channel partners in best Practice in Sales using the tools, collateral and programs provided by SYSPRO.
Channel growth
Implementation of the SYSPRO channel program and sales initiatives
Proactively leads a joint partner process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship in the sales cycle, according to the prescribed corporate sales methodology.
Proactively assesses, clarifies and validates partner needs on an ongoing basis.
Sell through partner organizations to end users in coordination with partner sales resources.
Manages potential channel conflict with other firm sales channels by fostering excellent communications internally and externally, and through strict adherence to SYSPRO’s rules of channel engagement.
Drives solution development efforts that best address end-user needs in line with SYSPRO’S go to market strategy.
Ensures partner compliance with partner agreements.
Drives adoption of company frameworks among assigned partners.
To identify and qualify potential partners
Oversee the onboarding of new partners to ensure they are able to effectively sell and deliver
Conduct needs analysis with qualifying partners by following the pre-sales framework methodology
Assist partners to build successful pipelines and submit pipeline forecasts and reports to Syspro
Key Performance Indicators:
Contribution per target
Maintenance per forecast
Customer satisfaction > 7
Contribution to preferred supplier status
Partner satisfaction measures
Hierarchy: Channel Sales Manager: Africa  
Reporting Relationships:
Regional Offices
External Customers
Internal Departments
Job Requirements
Education and qualification:
An appropriate tertiary qualification in Sales/Channel Management.
Experience:
4-8 years plus experience at Senior level:
Appropriate industry experience
Good track record in Sales and Channel business development & retention in ERP software environment
Location: SYSPRO Nairobi  
Travelling: Will be required to travel  
Office hours: As determined by client and/or project commitments
Competencies Functional / job-related
Strong channel Industry knowledge
Strong influential ability
Strong business development abilities
Project management
Other / soft skills
Excellent communication skills
Excellent Writing Skills
Excellent Presentation Skills
Excellent Problem solving skills