Channel Manager at eShare

About the Role

ESET is a channel-focused business. The Channel Manager’s (CM) main objective is to manage the channel based in all regions and particularly in Eastern Africa – Ethiopia, Kenya, Tanzania, Uganda and Rwanda. The focus is to develop long term relationships and grow business within partner accounts and with any direct customers to increase revenue. The CM has close involvement in strategy and implementation of marketing activities.

Duties and Responsibilities

• Strategy and Business Development
• Develop and lead the “go to market” plan for target accounts, with assistance from the CEO. This plan will include but is not limited to: activity prioritisation, defining of target accounts, partner incentive programs, and marketing activities
• Liaise closely with the Marketing team to maximise territory coverage and create demand within the territory
• Own and exceed the quarterly territory revenue target. This includes forecasting and providing account/opportunity updates
• Identify new business drivers that drive territory sales
• Relationship Building and Management
• Understand and establish relationships with key contacts within partner accounts, matching ESET solutions to the partner’s business needs, challenges, and technical requirements
• Execute solution selling to existing partner base and new prospects
• Where necessary, assist customers with product queries, including product troubleshooting
• Partner Lifecycle Management. This means ensuring smooth recruiting and onboarding of partners in the allocated territory
• Listen to partners and assist them when called upon
• Escalation of client or partner issues to CEO
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  Desired Candidate Profile

Does This Sound Like You?

• You have an Undergraduate Degree in a relevant discipline. A Masters Degree is an added advantage
• You have at least 5 years relevant experience
• You have a high level technical skill-set and are able to talk to partners around technical issues
• You have excellent communication skills to be able to engage the media and the government
• You have an empathetic leadership style
• You are a team player
• You have training and presentation skills
• You are commercially strong with the ability to forecast and negotiate deals
• You are comfortable travelling in and around the Eastern Africa area
• You have a highly professional level of customer service and customer focus, preferably in IT
• You are great at networking and are able to represent your organisation in conferences and events
• Knowledge of Security Software is a plus, especially ESET and cyber security