Channel Account Manager

4 days ago

Durban, South Africa Epsidon Management & Marketing Consultancy Full time

**JOB PROFILE**:
**Job Title: Channel Account Manager**

**Division**:Hardware (Voice, Video, Data/Networking)

**Location & Address**:Durban, Lucia Ridge Office Estate

**Reports to**:Managing Director

**Direct Subordinates**:0

**Total Staff in Function**:15

**WORKING RELATIONSHIPS**:
**Internal**:

- Procurement
- Sales Operations
- Brand Operations
- Account Managers
- Marketing

**External**:

- Vendors
- Partners (Resellers)
- End Users

**JOB SUMMARY**:
**Main Purpose of Position**:
The main purpose of the Channel Account Manager is to increase sales and profitability and develop relationships with new partners by qualifying leads at the initial stages in the sales funnel, researching potential partners, connecting with, and educating prospects on our product offerings, and qualifying the leads before onboarding them as new partners.

They will also maintain and expand relationships with assigned channel partners in the assigned brands, products/ and territory. This position will also focus on turning leads into qualified opportunities by partnering with marketing and sales to create and execute program and inbound lead generation campaigns and will be expected to track all relevant information regarding qualification and lead management activity.

**Key Performance Areas**:
**KPA**

**PERFORMANCE STANDARDS**

**Sales and Channel Account /Partner Management**
- Ensure channel partners are enabled and engaged in selling and deploying FD Brands with their clients, to maximize revenue yield per partner
- Work with strategic accounts and help them develop a marketing plan with clear objectives, for our mutual benefit.
- Build company credibility, brand value, and trust with your partners and their prospective customers
- Gain knowledge, insight, and understanding from key decision-makers regarding customer needs and challenges
- Participate in sales and channel development strategies to assist the company in optimizing information related to the industry and customer needs
- Meet assigned targets for monthly sales volume requirements and strategic objectives in assigned partner accounts by adding new customers & resellers within the territory and maintaining a healthy pipeline/accurate forecasting
- Establish productive, professional relationships with key personnel in assigned partner accounts **Be proactive in assessments, clarifications, and validating partner needs on an ongoing basis**:

- Be proactive in providing partner feedback that can be utilized for future product enhancements and product development
- Ensure partner compliance with partner agreements.
- Account Mapping and engaging customers in the sales cycle

**Marketing Management**
- Work in coordination with the Marketing team to provide communications to its partners about Even flow products, programs, offers, and promotions
- Drive adoption of company programs among assigned partners
- Develop opportunities from prospecting and marketing generated leads
- Collaborate with sales and marketing team members on strategic sales approach

**People Management**
- Educate prospective partners on the partner program, requirements, and deliverables
- Respond, engage, and qualify inbound leads and inquiries

**COMPETENCIES**

**Knowledge** - You must know:
**Skills** - You must be able to perform:
**Attributes** - You must in a way that will drive successful performance which is supported by the **Company’s values.**
- Knowledge of Voice, Video, and Data offerings
- Knowledge of competing brands
- Previous reseller and end-customer relationships
- Proven track record of achieving targets
- Knowledge of relevant brand process
- Knowledge of vendor structure
- Knowledge of Cloud and Hosting business in South Africa
- Knowledge of the IT Industry
- Knowledge of company policies and process
- Highly proficient in MS Excel including Pivot tables and other data analysis tools
- Excellent Communication (written and oral)
- Demonstrated accuracy and attention to detail with numbers
- Demonstrated confidentiality with different Account Managers and vendors
- Ability to deliver on service-level agreements
- Attitude - always demonstrate your best in your role and ensure a professional attitude with internal and external customers
- Business development acumen and “no stone unturned” mentality
- Respect - demonstrate respect with actions and words to internal and external customers
- Accountability - accountable for the consequences of your action, both positive and negative
- Integrity - consistently honest and truthful in dealings with peers, customers, and vendors
- Teamwork
- strive to work productively in cooperation with one another, fostering a healthy atmosphere with mutual support, thus allowing everyone to achieve their own work-related goals
- Enjoyment - be creative and enrich the working atmosphere within Evenflow

**Internal training associated with competencies**:

- Completion of the Learning Portal /relevant Certificates - Sales an

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