Channel Manager

We are seeking a dynamic and results-driven Channel Manager to lead and expand our Microsoft Surface partner channel. In this role, you will drive revenue growth and channel expansion by building a healthy, qualified pipeline, onboarding and activating resellers, enabling partners through targeted training and toolkits, and ensuring disciplined operational execution.

Key Responsibilities

• Sales Performance & Target Delivery: Achieve monthly, quarterly, and annual revenue targets (e.g., R30.76M baseline) through disciplined reseller channel execution. Drive strong revenue growth across quarters and increase attach rates for accessories and extended warranties (targeting a 40% attach rate).
• Pipeline & Account Management: Maintain weekly pipeline hygiene compliance with clear opportunity staging, next steps, and realistic close dates. Accelerate deal progression by conducting proof-of-concepts, trials, and live demos (targeting ~15 per quarter) while conducting regular account engagement touchpoints across key partners.
• Reseller Onboarding, Segmentation & Activation: Maintain a comprehensive reseller database aligned with Microsoft account lists. Classify and segment partner tiers (Strategic, Managed, Breadth), onboard new strategic resellers with complete starter kits within two weeks of signup, and drive active revenue generation across the reseller base.
• Training & Partner Readiness: Plan and deliver comprehensive onboarding and product enablement sessions (~20 sessions per quarter). Drive partner certification rates and maintain up-to-date, co-branded sales enablement toolkits for reseller sales teams.
• Marketing & Campaign Execution: Collaborate with resellers to execute targeted co-marketing demand generation campaigns. Oversee regular partner marketing communications, maintain email/promotional cadences, and track open rates, click-throughs, and campaign conversions to optimize ROI.
• New Channel & Strategic Initiatives: Expand into non-traditional channels (Retail and Telco), lead monthly check-ins with newly onboarded partners to remove operational blockers, and actively manage monthly deal registrations, renewals, and partner loyalty program participation.
• Operational Excellence & Compliance: Align weekly stock and inventory forecasting against pipeline demand. Manage deal registration approvals, handle monthly finance provision submissions, oversee end-to-end RMA/warranty administration, and resolve operational blockers swiftly.
• Reporting & QBR Contribution: Ensure high CRM data hygiene and submission timeliness. Deliver key reseller performance metrics, market insights, and strategic updates for Quarterly Business Reviews (QBRs).

Requirements & Qualifications

• Experience: 3–6+ years in channel sales, partner development, or business development within the technology sector.
• Education: Diploma or Degree in Business, Marketing, IT, or a related field (advantageous).
• Skills: Strong expertise in channel sales motions, CRM discipline, quoting, deal registration, and forecasting tools (e.g., Excel, Monday.com, or CRM platforms).