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| Job description |
| Channel Sales Leader will work with business partners (BPs) and value added distributors (VADs) in West Africa and help drive our Middleware business. The responsibilities are: • Drive VADs with Middleware BP recruitment • On board new BPs through new VADs • Develop and track BP plans • Arrange, schedule and drive BP Sales & Technical enablement • Co-own opportunities with BPs and drive to closure • Involve technical sales for technical support • Own and drive Middleware channel strategy in West Africa territory • Drive BP accreditations • Drive BP co-marketing activities • Drive BP opportunity identification and events • Pass leads to BPs for progression and closure • Work with BPs on field requirements (sales plays, competitive take outs) • Work with MEA brand leadership on initiatives to support field or brand strategy (sales plays, competitive take outs) • Identify and recruit MSPs in the territory • Drive ASL / xSP revenue through MSPs and ISVs in territory • Drive SaaS revenue through BPs and VADs in territory |
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