Channel Sales Specialist

4 weeks ago

Johannesburg, South Africa Mediro Application Consulting Full time

Permanent role.
- Only South African citizens can apply.
- Hybrid (on-site at the Sandton office and remotely).
- Must have 5 years minimum related work experience in the solutions / software / Document Management / Content Management / Print Management / Workflow Solutions / Digital solutions industry sectors.
- A proven understanding of IT and Document Management Solutions.
- Must have a valid drivers license and own car and must be willing to travel regularly.
- Must have a valid Covid 19 Vaccination Certificate.
- Clean ITC/credit record and no criminal record.

**Requirements**:

- Grade 12 (mandatory) and related tertiary qualification an advantage.
- A minimum of 5 years related experience in the solutions / software industry or the equivalent combination of formal education and experience.
- DocuWare DSA or DAC certified preferred.
- 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 using the companys portfolio.
- A proven understanding of IT and Document Management Solutions.
- Proven experience in consultative selling & solution sales.
- Increase market coverage & prospecting intensity.

**Job functions**:

- To achieve and exceed targets set for revenue, margin, and monthly subscriptions through the promotion of Digital Services offerings to the Business Partner channel and their end customers.
- Responsible for the development and digital transformation of assigned BPs.
- To identify new, engage and onboard new and potential Digital Services Partners.
- To spend a minimum of 50% of working hours engaged in face-to-face activities within the respective BPs.
- To support nominated Business Partners (BPs) within defined areas, following the companys Digital Services strategies.
- To manage the Digital Services line of business with relation to revenue, margin and monthly recurring subscriptions.
- Provide sales support for the agreed company portfolio of DS products and services, including sales calls, presentations, demonstrations, proof-of-concepts, assessment services and production of proposals.
- 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 floor building 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 management.

**Meetings**:

- To attend BPs sales meetings on a regular basis to maintain the companys 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 and products.
- To work closely with the marketing product managers to develop "go to market" strategies and alignment to the Digital Services value propositions.
- To be knowledgeable in all facets of the Digital Services product set; ensuring an understanding of 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 and general account management and speedily and efficiently resolve them.
- Monitor and report back on BP activity, transformation and or any other significant trend taking place within 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.

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