EBU Manager: Indirect Sales at Cell C

Purpose of the Job:

• Cell C is a challenger in the B2B tech industry, providing cutting-edge solutions that empower businesses to thrive in the digital age. We are committed to excellence, innovation, and growth, and we are seeking a dynamic and experienced EBU Manager – Indirect Sales focused on growing and scaling our Indirect channel to join our team. This role will focus on developing and expanding our channel partner relationships to drive revenue and market presence.
• The EBU Manager – Indirect Sales will be responsible for developing and executing a comprehensive sales strategy that leverages channel partners to achieve revenue targets. This role requires a strategic thinker with a deep understanding of the tech industry and a proven track record of success in B2B sales through channel partnerships.

Main Responsibilities

Channel Strategy & Development

• Develop and implement a strategic plan for channel partner sales to achieve revenue growth and market expansion nationally
• Identify, recruit, and onboard new channel partners, while nurturing and expanding relationships with existing partners including Business In Retail
• Design and implement indirect sales strategies to achieve enterprise revenue and margin target.
• Identify, onboard, and develop strategic channel partners across corporate, government, and multinational segments
• Drive adoption of advanced telecom solutions (cloud, connectivity, unified communications, IoT, cybersecurity) through indirect channels

Client Relationship Management

• Build and maintain strategic relationships with C-level executives and decision-makers in key accounts
• Ensure customer satisfaction through proactive engagement, solution alignment, and service excellence
• Act as escalation point for enterprise clients to resolve complex issues

Team Leadership and Development

• Lead, mentor, and develop a high-performing Partner Account team, fostering a culture of accountability, collaboration, and continuous improvement
• Set performance objectives, monitor KPIs, and ensure accountability
• Foster a collaborative culture that emphasizes partner success and consultative engagement

Indirect Sales Management

• Manage indirect sales budgets, forecasts, and profitability.
• Negotiate partner agreements, rebates, and incentive structures
• Ensure compliance with pricing policies, discount structures, and risk management frameworks

Performance Monitoring and Reporting

• Establish and manage a robust pipeline of opportunities with channel partners, ensuring timely and accurate forecasting and reporting
• Drive the development and execution of joint business plans with key channel partners, including setting targets, monitoring performance, and optimising partner performance.
• Conduct regular business reviews with channel partners to ensure alignment on goals, performance metrics, and mutual growth opportunities

Collaboration and Cross-functional Alignment

• Collaborate with cross-functional teams (e.g., marketing, product, sales enablement and customer success) to create compelling value propositions and go-to-market strategies for channel partners
• Build and maintain strong relationships with key channel partners and distributors
• Provide partners with sales enablement tools, training, and marketing support
• Act as the primary liaison between the company and channel partners, ensuring alignment of objectives

Market and Competitive Analysis

• Stay abreast of industry trends, competitive landscape, and emerging technologies to inform sales strategies and partner engagement
• Monitor industry trends, competitor activity, and regulatory changes in South Africa’s telecom sector
• Provide input into product development and go-to-market strategies tailored for indirect channels
• Champion digital transformation initiatives that empower partners to deliver enterprise solutions

Qualifications

• Bachelor’s degree in business, Marketing, or a related field; MBA preferred

Experience

• 10+ years of experience in B2B Direct sales, with at least 5 years in a senior leadership role within the tech industry
• Minimum of 10 years of experience in B2B sales, with at least 5 years in a senior leadership role focusing on channel partners within the tech industry
• Proven track record of achieving and exceeding sales targets through channel partnerships.
• Proven track record in managing partner ecosystems and driving enterprise sales through indirect channels
• Experience in negotiating complex partner agreements and incentive structures
• Strong understanding of the tech industry, including trends, competitive landscape, and key players
• Exceptional leadership and people management skills, with the ability to inspire and drive a high-performance sales team
• Excellent strategic planning, analytical, and problem-solving skills
• Strong communication and interpersonal skills, with the ability to build and maintain relationships with internal and external stakeholders
• Ability to travel as needed to meet with channel partners and attend industry events