Channel Account Manager

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.

Job Title: Channel Account Manager

Location: South Africa

Employment type: Consultant

Who We Are

At SOTI, we are committed to delivering best in class mobile and IoT device management solutions. We are looking for out of the box thinkers that appreciate the art of creating great software. To us, being visionary is more important than doing things the way they’ve always been done.

What We’re Looking For

We’re looking for an experienced Channel Account Manager who is passionate about technology and driven by delivering business growth.

What’s in it for you?

The People - Our people are our most important resource. From our humble origins in our founder’s basement, to our industry leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasises personal growth, continuous innovation, and fun.

The Growth - Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big!

The Technology - You’ll get the chance to work with leading edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams. You will work alongside SOTI’s partners which include leading tech giants that will keep you on the cusp of emerging technologies

What You’ll Do

• Manage Top Platinum Partners: Oversee relationships with key platinum partners, ensuring effective collaboration and alignment with SOTI’s goals.
• Ensure NPI Adoptions for all CAM’s Region: Drive adoption of new product introductions (NPIs) within the assigned region.
• Drive Deal Registrations: Facilitate partner deal registrations to track and manage sales opportunities.
• Conduct QBRs with Partners: Regularly engage in Quarterly Business Reviews (QBRs) with partners to assess performance and identify growth opportunities.
• Expand Partners’ Ability to Sell SOTI ONE: Work closely with partners to enhance their capabilities in selling SOTI ONE solutions.
• Work with Executives of Partners: Cultivate strong relationships with partner executives to foster successful partnerships.

Experience You’ll Bring

• 3-5 Years Channel Experience: Demonstrated experience in channel management, preferably within the technology industry.
• Background in Mobility and Software Sales: Understanding of mobility solutions and software sales processes.
• 5+ Years of Sales Experience including Direct Sales: Proven track record in sales, including direct customer interactions.
• Salesforce CRM Experience: Familiarity with Salesforce CRM tools.

Success Factors

• Enablement: Equip partners with necessary tools and resources for successful selling. Conduct joint sales calls and offer technical support.
• Management: Maintain ongoing communication with partners. Set targets and KPIs to drive sales performance.
• Relationship Building: Establish trust and rapport with partners.
• Effective Communication: Clearly convey the program’s value to partners.
• Business Acumen: Understand partner businesses and align with SOTI’s goals.
• Sales Skills: Drive sales through the channel.

Core KPIs:

• Sales: Evaluate success based on Partners sales performance.
• Partner Satisfaction: Ensure partners are satisfied and continue doing business with SOTI.
• Partner Enablement: Provide resources for effective selling. Goal is to enable and activate partners to sell SOTI ONE Products.

Strategies for Success:

• Build Strong Relationships: Strengthen partnerships by fostering effective communication.
• Be Proactive: Initiate outreach to partners. Schedule QBR’s on site with partners to provide Business Updates, review Sales, Marketing initiative and provide Sales Training.
• Understand Partner Business: Identify areas where SOTI solutions can add value and drive new customers to SOTI.
• Set Targets and KPIs: Drive commitment and sales growth

Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.

Use of Artificial Intelligence in Hiring:

SOTI uses AI tools to support parts of our recruitment process, such as reviewing resumes, screening qualifications, and creating interview questions. These tools assist our team only-final hiring decisions are made by people, not automation. For privacy-related questions, please contact [email protected].

If you want to bring your ideas to life, apply at SOTI today.

#LI-MD1

If you want to bring your ideas to life, apply at SOTI today.

Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.