Re-seller Manager, Sales, Middle East at Platinum Careers

 Team/Division:  IT Channel

 Location: Lagos, Nigeria

 Line Manager: ITS Sales Manager, MEA

Purpose of the Role

• Responsible for driving sales toward selected IT resellers in Middle East & Levant Region.
• Recruit, develop and follow up on IT resellers.
• Set targets, monitor and manage Resellers

Customers

• Internal: Sales, Pre-Sales, CoE, IT, Marketing
• External: End Users, Distributors

Main activities

Recruit Resellers tmaximize Company footprint in Region. (Reseller Registrations targets tbe set)

Target Market:

• New Resellers
• Reviving Dormant resellers
• Growth of existing resellers
• Domain Reseller market share maintenance & expansion
• Market analysis & updates tbe completed by resource
• Train and develop Channel Reseller sales force where applicable

Workshops:

• Lunch & Learns – introductory workshop, selling company products
• Pre-sales & Sales Workshops – in depth product training
• Demevaluations on site at different locations
• Planning, accompanying & managing reseller groups on CEC visits (domestic & international)
• Select right product mix and manage possible conflict with other Channel resellers as well as direct key
• channel accounts (end users like Etisalat). (Managing Deal registrations)
• Promote company brand throughout IT Channel.
• Coordination between Company Marketing & Reseller marketing teams

Company Partner Portal Champion:

• Maintaining loyalty
• Maintaining business / reseller membership level
• KPI tupgrade registered resellers thigher levels
• Identifying, developing and maintaining relationships with Company funded heads in Distributors Network
• regarding reseller network, actions completed & planned with resellers etc
• Organizes and participates in Channel events and co-ordinates the activities with Distributors and key
• resellers. Includes reseller pipeline management & discussion
• Visit a minimum of 30 Resellers per week.
• Weekly reporting with Line Manager

Additional Responsibilities

• Support to Company Regional manager regarding Channel partners in those regions.
• Responsible for a revenue target of USD6m
• Key member of sales team and excellent working relationship with rest of sales.

Experience / Skills / Other

• Mandatory
• Undergraduate degree in sales/marketing or equivalent qualification.
• Basic knowledge of UPS/ AC Power/ Thermal Management/Connectivity (PDUs, Rack)
• infrastructure.
• Excellent people management skills and relationship builder
• Highly developed communication skills / presentation skills
• Good Microsoft Office tools skills
• Valid UAE/International Driving license
• Market Competitor Knowledge a must

Desirable

• MBA degree
• Fluent in Arabic / Hindi
• Background in Electrical Engineering

Experience

Essential

• 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 Middle East & Levant reseller market

Desirable

• 10 years + experience
• Vendor experience

Language

• Fluency in English written & oral
• Advantage Arabic/Hindi Conversational

Travel
Travel expected 80 % out of the office (both domestic & international)