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:
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- Lunch & Learns – introductory workshop, selling Vertiv
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- Pre-sales & Sales Workshops – in depth product training
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- Demo evaluations on site at different locations
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- 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.
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
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