Sales Manager - Direct and Channel Teams

About Our Client

We have been retained by our client to help them identify and secure top-tier talent for their expanding commercial structures. Our client is an award-winning, holistic technology services provider and a highly regarded Managed Services Provider (MSP) with a strong national footprint in South Africa. Operating as a key subsidiary within a well-known, large ICT investment group, they benefit from massive financial backing, industry-leading vendor partnerships, and enterprise-grade infrastructure. They have cultivated a supportive, high-performance culture that prioritizes accountability, delivery excellence, and a world-class customer experience.

For exceptional professionals, this environment offers significant growth opportunities, long-term stability, and clear career progression pathways within a premier corporate group.

Position: Sales Manager (Direct & Channel Teams)

Location: Gauteng

Employment Type: Permanent

Reporting to: Managing Director (Direct Report)

Remuneration: Market Related

Purpose of the Position

We are recruiting on behalf of our client for a high-performing, Gauteng-based Sales Manager to drive revenue growth, gross profit, and customer retention across both their Direct Corporate and Channel/Dealer sales divisions.

The successful candidate will report directly into the Managing Director and will be accountable for building a predictable, scalable sales engine and driving Managed Services (MSP) monthly recurring annuity revenue (MRC). This role requires to be able to operate at an executive level, ensuring that the sales ecosystem is performance-driven, measurable, and highly accountable.

Key Performance Areas & Responsibilities

• Revenue & Growth: Achieve monthly, quarterly, and annual revenue and GP targets. Primary KPI is driving Monthly Recurring Cost (MRC) growth vs. once-off sales (NRC).
• Pipeline & Account Ownership: Build and manage a healthy pipeline with a strict 3x minimum coverage. Own sales execution across Direct Sales (Top 100 enterprise/mid-market customers, growing mid-tier accounts) and Channel/Dealer Sales (Top 50 active dealers).
• Team Leadership & Performance: Lead, coach, and manage the Direct and Channel sales teams. Set individual targets, clear KPIs, and performance plans. Enforce an accountability culture and proactively/formally address underperformance.
• Cross-Selling & Solution Focus: Drive upsell and cross-sell initiatives across the group's core offerings: Hybrid Cloud/Hosting, Cyber Security (SOC, SIEM, Firewalls), Connectivity (SD-WAN, GSM), and Microsoft Licensing frameworks.
• Forecasting, Reporting & Governance: Enforce strict CRM/Pipeline sheet hygiene. Deliver accurate weekly, monthly, and quarterly forecasts and present board-level sales reports. Ensure full contractual alignment (MSA, SLA, pricing models) and proper technical handover to Projects and Operations.

Education

• Bachelor's degree in Business, Sales, IT, or a related field (Mandatory).

Experience

• Must be permanently based in Gauteng and able to comfortably travel locally to regional clients and partners (Mandatory).
• Minimum 8–10 years of sales experience within an ICT/MSP environment (Mandatory).
• Minimum of 5 years operating in a formal sales leadership/management role (Mandatory).
• Demonstrated, proven track record across Managed Services sales, Channel sales management, and Enterprise account management.

Technical & Licensing Acumen

• Deep understanding of the Managed Services Provider (MSP) model.
• Thorough knowledge of Cloud & Hosting (IaaS, DR, Backup) and Connectivity systems (Fibre, SD-WAN, GSM, IoT, Radio, Broadband, 5G).
• Familiarity with Cybersecurity frameworks (SOC, SIEM, Firewalls) and Microsoft Licensing programs (CSP and SPLA).

Behavioural Competencies

• Results-driven and highly accountable leadership style.
• Strong commercial and financial acumen with excellent executive-level communication skills.
• High attention to detail and rigid governance discipline under high-pressure environments.

Disclaimer

This job description is only a summary of the typical functions of the job, not an exhaustive or comprehensive list of all possible job responsibilities, tasks, and duties. The responsibilities, tasks, and duties of the jobholder might differ from those outlined in the job description and other duties, as assigned, might be part of the job. The client reserves the right to amend or withdraw this job advert without notice.