Channel Sales Manager – East Africa

Description

Driving sales toward selected IT Resellers in East Africa.
Recruiting, developing and following up on Distributors and IT Resellers.
Setting targets, monitoring and managing Distributors & Resellers.

Responsibilities

Recruit Distributors & Resellers to maximize Vertiv footprint in the Region
Promote Vertiv brand throughout IT Channel in the Region
Set targets for Distributors & Resellers and on-board them as per the company standards
Train and develop Channel Distributors & Reseller sales force where applicable
Run Workshops:
Lunch & Learns – introductory workshop, selling Vertiv
Pre-sales & Sales Workshops – in depth product training
Demo evaluations on site at different locations
Planning, accompanying & managing reseller groups on CEC visits (domestic & international)
Coordination between Vertiv Marketing & Distributors Marketing teams to achieve desired outcome.
Identify, develop and maintain relationships with Vertiv Product Managers in Distributors Network regarding reseller network, actions completed & planned with resellers etc.
Organize and participate in Channel Events and co-ordinates the activities with Distributors and key resellers. Includes reseller pipeline management & discussion
Attend regular meetings with Resellers and maintain strong relationships in the Region.
Organize Quarterly business reviews with the Distributors
Provide regular reports to management
Responsible for an agreed revenue generation

Additional Information
Travel Requirement – 80% of the time.
Desired Skills and ExperienceRequirements
Education:
Undergraduate degree in Sales / Marketing or equivalent qualification
Skills/Experience:

Basic knowledge of UPS/ AC Power/ Thermal Management/Connectivity (PDUs, Rack) infrastructure.
Excellent people management skills and relationship builder.
Highly developed communication skills and presentation skills.
Min 5 years proven track record in management of Channel Sales Business within Vendor / Distributor of IT Channel Field.
Significant experience in Sales / Business Negotiations.
Excellent knowledge of the East Africa IT Channel market.
Market Competitor Knowledge.
Proficient in Computer Skills (Micosoft Office)
Proficient in Computer Skills (Software linked to the job)

Language:
English – Expert