Channel Sales Specialist

JOB PURPOSE

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.

KEY RESPONSIBILITIES

• 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 Company's 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 Company 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 Company 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

REQUIRED SKILLS, KNOWLEDGE & EXPERIENCE

• Grade 12 (mandatory)
• 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
• 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 Companys DS Portfolio
• A proven understanding of IT and Document Management Solutions
• Proven track record of continuously working under pressure and achieving high levels of excellence
• Proven experience in consultative selling & solution sales
• DSA, DAC certified or certification within 3 months if from outside Company
• Good relationship building skills
• Strive for good deals, increase long term relationships with clients and display total commitment to
• customer & service satisfaction
• Increase market coverage & prospecting intensity
• Have decision-making & problem-solving ability, and administrative skills
• Exceptional honesty & integrity
• Target driven
• Completely focused on sales targets with high closing ratios
• Display high levels of drive, energy & enthusiasm
• High level selling experience with exposure within a targeted environment
• High level of Business acumen
• Teamwork and Collaboration
• Excellent communication, presentation and interpersonal skills, both verbal & written
• Good level of IT skills
• Ability to work on own initiative and under pressure
• Good negotiation and influencing skills
• Good time management skills
• Self-motivated and results driven
• Continuous Improvement & flexibility / adaptabilit

OTHER REQUIREMENTS

• Required to travel regularly
• Own reliable vehicle
• Valid driving license
• Ability to work remotely and report to Head Office
• Valid Covid 19 Vaccination Certificate