This role is specifically focused on proactively managing and sourcing partners within the channel

partner segment, to drive long-term financial growth by increasing sales and building
strong, lasting relationships.

The primary focus is on partner-centric strategies and fostering strategic alignment within the COD
partner ecosystem. This is achieved through in-person engagements, active listening, a solution-
oriented approach, and supporting partners on their solution-selling journey.

Key responsibilities include driving solution sales within the partner base, nurturing and maintaining
strategic relationships, managing CRM and pipeline, and ensuring consistent, proactive partner
engagement.

To succeed in this role, you will need the following:

Education:

• Grade 12 or equivalent.

• Bachelor of Commerce in Business Management or relevant tertiary qualification (advantageous).

• Cloud/Technology related sales certifications (advantageous).

Experience:

• 2-4 years – Account/Channel management with C-level stakeholders.

• Knowledge and experience of a solutions-oriented approach.

• Good track record in achieving revenue or gross profit targets.

• Good track record of developing and maintaining strategic partner relationships.

• Good understanding of the ICT industry and ability to keep up with technology and Industry developments.

• Project management understanding and experience – Advantageous.

• Microsoft & AWS cloud certificates – Advantageous.

Skills:

• Identify and evaluate new opportunities.

• A self-starter with the ability to work with minimal supervision.

• Handle multiple tasks, be flexible, and deal with interruptions and constant change.

• A strong communicator to foster excellent professional relationships.

• Be able to coordinate the triage, identification, and resolution of complex production and non-production issues.

Responsibilities:

Achieving Sales Targets:

• Develop a strategic approach to achieving allocated targets every month/quarter/year, using knowledge of market trends and partner insights.

• Strategically align with each partner in your base to understand their business and identify a solution-selling approach that could be adopted.

• Identify and seek bespoke partner solutions to sell through our COD marketplace.

• Identify and process sales opportunities within existing partner environments.

• Monitor monthly sales statistics within existing partners’ environments, identifying reductions in sales volumes and following up with the relevant stakeholders timeously to prevent loss of business.

• Proactively meet and engage with partners and the different stakeholders in their business.

• Collaborate with partners to follow up on opportunities identified, to maximize closure rate.

• Comply with guidelines regarding partner engagement, identifying key decision makers, and ensuring that the company’s brand remains at the forefront of their business.

• Deliver partner enablement on the different solution streams and portals.

• Strong collaboration and focus on sales enablement with the partner’s sales team.

• Self-drive to continuously find, engage, and onboard new partners and convert them into a transacting state, while also cross-selling and upselling into your current transacting base.

• Measured and remunerated against financial and non-financial achievements.

Maintain and Develop Good Customer Relationships:

• Strategically align and understand your partner’s strategy.

• Identification of new potential partners to grow and enable them.

• Meet with partners regularly, engaging with decision-makers to establish rapport and build sound relationships – Partner in-person visits are mandatory. (Must be willing to travel locally).

• Utilizing interpersonal skills to develop and maintain strategic partner relationships.

• Conduct strategic presentations internally and externally.

Oversee Service Delivery:

• Comply with order processing guidelines whilst negotiating time frames and pricing with the partner.

• Coordinate implementation of large-scale “rollouts” by liaising with the relevant internal and external resources to ensure that all aspects of the implementation have been catered for according to client requirements.

• Respond to partner requests on time and deliver on the request or query.

• Make sure that configurations on complex solutions sold, are accurately captured so that the correct solution is delivered.

• Communicate and report back on pipeline and forecast.

Operational Administration:

• Assist partners with pricing and contractual information (Always present with the utmost detail to ensure the partners understand all limitations and possibilities).

• Closely monitoring partner account status and payments thereof.

• Monitor that orders are processed accurately and allocated to the correct account.

• Pass credits, when required, ensure the accuracy of information reflected and appropriate for authorization.

• Make sure that the required information on the CRM system is always up to date and opportunities move through the sales process.

• Compile monthly reports as requested by the relevant Manager(s), using figures drawn from the system to reflect productivity and achievement of targets.

Vendor / Brand Requirements:

• Achieve training and vendor certification as requested by the business.

• Comply with vendor-specific requirements regarding reporting, pipeline management, and forecasting.

• Ensure a complete understanding of vendor programs to align and drive vendor-specific focus areas.

• Understand vendor strategy and value propositions to deliver a valuable and engaged positioning of a solution.

Manage Self-development:

• Agree with individual development plans annually with the Manager, focusing on skills gaps identified in performance discussions.

• Attending training scheduled according to the development plan, demonstrating skills and knowledge acquired.
• Ensure that functional knowledge is relevant and continually updated.

• Use initiative to research relevant information to keep abreast of changes and new developments in the field.
• Exhibit a commitment to learning from others within the team.

• Ensure that functional knowledge is relevant and continually updated by attending weekly training sessions when offered.

• Proactively engage internally and externally on the existing and newly introduced changes in the COD and vendor environment.

A more comprehensive job description will be available upon application.

All required qualifications will be verified by an independent provider on behalf of Tarsus.

Please note: The company is under no obligation to fill this position, should you not have had any feedback within 2 weeks of submitting your application, you may consider your application unsuccessful.