Channel Sales Manager - East Africa at Vertiv Co

Description

• Driving sales toward selected IT Resellers in East Africa.
• Recruiting, developing and following up on Distributors and IT Resellers.
• Setting targets, monitoring and managing Distributors & Resellers.

Responsibilities

• Recruit Distributors & Resellers to maximize Vertiv footprint in the Region
• Promote Vertiv brand throughout IT Channel in the Region
• Set targets for Distributors & Resellers and on-board them as per the company standards
• Train and develop Channel Distributors & Reseller sales force where applicable
• Run Workshops:
• Lunch & Learns – introductory workshop, selling Vertiv
• Pre-sales & Sales Workshops – in depth product training
• Demo evaluations on site at different locations
• Planning, accompanying & managing reseller groups on CEC visits (domestic & international)
• Coordination between Vertiv Marketing & Distributors Marketing teams to achieve desired outcome.
• Identify, develop and maintain relationships with Vertiv Product Managers in Distributors Network regarding reseller network, actions completed & planned with resellers etc.
• Organize and participate in Channel Events and co-ordinates the activities with Distributors and key resellers. Includes reseller pipeline management & discussion
• Attend regular meetings with Resellers and maintain strong relationships in the Region.
• Organize Quarterly business reviews with the Distributors
• Provide regular reports to management
• Responsible for an agreed revenue generation

Additional Information

Travel Requirement - 80% of the time.

Desired Skills and Experience
Requirements

Education:

Undergraduate degree in Sales / Marketing or equivalent qualification

Skills/Experience:

• Basic knowledge of UPS/ AC Power/ Thermal Management/Connectivity (PDUs, Rack) infrastructure.
• Excellent people management skills and relationship builder.
• Highly developed communication skills and presentation skills.
• Min 5 years proven track record in management of Channel Sales Business within Vendor / Distributor of IT Channel Field.
• Significant experience in Sales / Business Negotiations.
• Excellent knowledge of the East Africa IT Channel market.
• Market Competitor Knowledge.
• Proficient in Computer Skills (Micosoft Office)
• Proficient in Computer Skills (Software linked to the job)

Language:

English - Expert