Job Title:	Channel Account Manager
Division:	Partner Alliance Business Unit
Location & Address:	La Lucia Ridge, Umhlanga, Durban
Reports to:	National Channel Sales Manager
Direct Subordinates:	0
Total Staff in Function:	17
WORKING RELATIONSHIPS:
Internal:	Procurement Sales Operations Brand Operations Account Managers Systems Engineers / Presales Marketing Logistics Regional Managers
External:	Vendor Resellers End Users Vendor Alliance Partners

Main Purpose of Position:

The Channel Account Manager role is accountable for achieving sales targets and is responsible for pursuing and closing qualified leads identified by the Client Management team and other relevant departments. Apart from prospecting new clients, the account manager will leverage existing accounts to identify new opportunities. They will be responsible for presenting tailored solutions, value propositions, partner configurations, cost structures, and revenue models that meet the client’s requirements. The account manager will collaborate with clients at various levels and internal subject matter experts to ensure a seamless sales experience.

KPA	PERFORMANCE STANDARDS
Operational Excellence	Leverage technology domain expertise to facilitate sales closure. Handling Conceptual Technology Hurdles in the Sales Process Maintain a high level of relevant knowledge about your products and services. Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market. Ensure that you provide the best possible service and outcome for the partner and client. Our value propositions should be communicated consistently across all stages of the sales process. Cultivate connections with various partner and client stakeholders, and successfully negotiate deals to meet your sales objectives and quotas. Create and uphold clear account plans for appropriate clients and targets. Anticipate, identify, and manage upcoming opportunities in the medium and long term. Partner with internal teams to ensure the scope of work and proposals are tracked and managed. Use sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales process. Develop and implement an opportunity plan, to provide regular check-ins with the primary point of contact.
Financial Excellence	Ensure revenue targets are met through product sales, within agreed-upon timelines and financial goals. Review the profitability of products and determine the price of existing and new investment strategies in line with projected value, competitor offerings, and market trends. Accommodate the wider territory sales plan and execute the sales strategy. Then, create a distinct strategy that satisfies your sales targets.
Vendor Excellence	Work closely with product vendors to ensure the best possible outcomes. Collaborate with technology vendors and align with company goals and objectives. Comprehensive comprehension of their solutions and how they can be beneficial to our partners and clients.
Partner Excellence	Collaborate with Partner engineers, technical architects, solution architects, and consultants to ensure that the final product meets the client’s requirements. Collaborate with Partner & Customer Engineers, Consultants, and Project Managers during the initiation stage of a project to ensure its success. Enhancing Your Client/Partner Interactions with a Strong Grasp on Product and Service Knowledge. Client Interactions with a Strong Grasp on Product and Service Knowledge Uncover and understand partner and client business goals. Focusing on the Solution: Deliverables that Meet partner and client Needs. Performing Functional Gap Analysis to Resolve partner and client Business Issues. Conducting partner and client Workshops and Presentations. Understanding of partner & client business and a deep understanding of the specific technological solution. Managing Your Channel Partners Effectively. Streamline the onboarding process for new channel partners. Establish measurable targets for channel partners and ensure they are met.
People Excellence	Deliver training sessions to client-facing staff and develop learning materials for them. Train the sales team on products and services to help them close deals.

OUR CORE VALUES:

• Trust
  It is the starting point of being able to work together. When we trust, we feel safe.
• Enjoyment
  Be happy at work and love what you do. This is an overall productivity booster and enhances performance.
• 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.
• Integrity
  Be honest and truthful in your dealings with peers, customers, and vendors.
• Accountability
  Accountability allows us to learn. Be accountable for the consequences of your actions.
• Respect
  Respect is not only a promise, but it is supported by actions.
• Passion
  Passion is the energy that keeps us going. Everyone at Epsidon, puts their heart into their work and is passionate about becoming the best version of themselves.
• Attitude
  Professionalism and positivity are the demonstrated attitudes with internal and external stakeholders.

 

REQUIREMENTS:

 

Internal training associated with competencies:

• During the first week of your employment, you’ll be presented with a meticulously crafted learning map designed to seamlessly guide you through your on-the-job training experience.
• Completion of the Vendor Learning Portal /relevant Certificates – Sales, Operations, and Technical.
• Completion of relevant behavioral interventions to assist identified competency in the role.
• Understanding all products/solutions from the top security vendors.

 

Minimum Qualifications :

• Information Technology Diploma would be an added advantage.
• Matric

 

Minimum Experience:

• 2-3 Years’ experience in the IT industry.
• Demonstrable experience in a similar position.
• Strong comprehension of and experience in networking, Audiovisual, VoIP, and physical security solutions.
• Experience with the products/solutions from the top vendors.
• Relevant experience in the technology industry.
• Demonstrable history of involvement in designing and implementing new products or product lines.
• Information Technology sales and/or pre-sales experience.

 

Physical Requirements:

• Own reliable transport and a valid driver’s license

 

Required Attributes:

• Expert level capability and the ability to work independently with little instruction on day-to-day workload.

 

Office Requirements:

 

• Work-from-office environment.
• Semi-formal dress code.
• Working hours are from 08:00 – 17:00.
• Excellent international business language skills (English), both written and verbal.
• Reliable transport to and from the office

Note:

• This is a permanent position subject to a three-month probationary period.
• You will be required to perform such duties as reasonably required by the business.
• Your job description may be amended from time to time if it is valid and reasonable.
• You will serve the Company or any Associated Entity in such capacity as management may reasonably require.
• Duties must be performed` faithfully, diligently, and to the best of your abilities.
• You agree to use your best endeavors to promote the best interests of the Company and any Associated Entity.
• You may be required within reason, to work outside of set duties and/or perform in more than one role.

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