Sales Manager (Dedicated Channel Focus in IT sector

Position: Sales Manager (Channel & Dealer Ecosystem in IT Sector)

Location: Gauteng (Based Regionally)

Employment Type: Permanent

Reporting to: Managing Director (Direct Report)

Remuneration: Market Related

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.

Purpose of the Position

We are recruiting on behalf of our client for a highly strategic Channel Sales Manager based in Gauteng to scale, enable, and manage their Indirect / Dealer Sales Division. Reporting directly into the Managing Director, the successful candidate will be required to be able to operate at an executive level, ensuring that the sales ecosystem is performance-driven, measurable, and highly accountable. The core mandate is to build a highly predictable, scalable channel engine that empowers third-party resellers, dealers, and independent IT integrators to successfully sell the group's full ICT and Managed Services stack while securing indirect Monthly Recurring Revenue (MRC) generation.

Key Performance Areas & Responsibilities

• Channel Revenue & MRR Acceleration: Achieve strict indirect sales revenue and Gross Pprofit targets by shifting the dealer network away from once-off hardware or basic telecom drops into high-value Monthly Recurring Cost (MRC) annuity bundles.
• Network Expansion & Enablement: Oversee the strategic expansion of the Top 50 dealer network. Ensure partners are fully enabled, certified, and structurally equipped to market and sell the company's multi-tier stack (Cloud, Security, Hosting, and SD-WAN).
• Channel Governance & Accountability: Implement a structured dealer management framework. Monitor partner metrics, set distinct KPIs, enforce strict contractual alignment (Dealer MSAs, SLAs, pricing architectures), and proactively address underperforming dealer accounts.
• Pipeline & Validation Management: Maintain strict oversight over the channel pipeline sheet (requiring a continuous 3x coverage minimum). Oversee proper backend costings and GP validations for dealer quotes, ensuring formal approvals are met before handovers to operations.
• Cross-Sell Execution: Drive channel revenue across specialized pillars, specifically ensuring dealer adoption of Microsoft Licensing frameworks (CSP/SPLA), Next-Gen Security (SOC, SIEM, Firewalls), and complex connectivity infrastructure.

Education

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

Experience

• Must be permanently based in Gauteng and have existing knowledge of the local IT reseller/dealer landscape (Mandatory).
• Minimum 8–10 years of experience operating within South African ICT/Telecoms channel distribution networks or dealer frameworks (Mandatory).
• Minimum of 5 years successfully operating in a channel sales leadership or team management role (Mandatory).
• Documented track record in scaling reseller networks, developing indirect go-to-market strategies, and managing multi-tier partner ecosystems.

Technical & Licensing Acumen

• Comprehensive understanding of the MSP architecture and wholesale multi-tenancy cloud configurations.
• High competency in multi-vendor licensing frameworks, including Microsoft CSP and SPLA models.
• Deep knowledge of wholesale connectivity lines (Fibre, GSM, SD-WAN, IoT portfolios) and managed security offerings.

Behavioural Competencies

• Outstanding relationship-building and partner-enablement capabilities.
• Strong negotiation and conflict-resolution skills paired with high governance discipline.
• A results-driven mindset capable of motivating external channel entities under target pressure.

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.