Global Partner and BD Manager at Salt South Africa

• We are seeking a confident and professional Global Partner & Business Development Manager to own partner engagement and enablement across our international distribution channel.

Distribution Model
Software Provider → Distribution Partner → Channel Partner Network → End Client

• As software is sold through a distribution-led model, this role focuses on enabling and supporting distribution and channel partners rather than directly owning deal closure.
• The successful candidate will serve as a primary point of contact for distribution and partner teams, assisting with product demonstrations, commercial discussions, training, proposal support, and order facilitation.
• Success in this role requires strong virtual relationship-building capabilities, as most engagement will take place across multiple regions and time zones. The role also includes representing the business at industry events, conferences, and partner engagements globally.

Key Responsibilities
Partner Relationship Management

• Act as the primary point of contact for distribution and channel partners regarding product, commercial, and operational queries.
• Build and maintain strong relationships with regional distribution teams and channel partners.
• Drive adoption, engagement, and platform utilization within partner networks.
• Coordinate effectively with stakeholders across multiple countries and time zones.
• Foster long-term partnerships that contribute to sustainable business growth.

Enablement & Training

• Deliver engaging product demonstrations to partners and prospective customers.
• Conduct virtual and in-person enablement programs.
• Develop and maintain partner training resources, including:
• Demo scripts
• Product guides
• FAQs
• Competitive positioning materials
• Objection-handling frameworks
• Support partners in preparing proposals and positioning the platform effectively.
• Ensure partner teams remain informed on product developments and best practices.

Pipeline Visibility & Market Insights

• Monitor partner activity and engagement across the sales pipeline.
• Identify risks, opportunities, and trends within the distribution ecosystem.
• Maintain accurate records of partner interactions and opportunities within CRM systems.
• Gather and share partner, customer, and market feedback with internal teams.
• Support data-driven decisions regarding go-to-market and product strategies.

Brand Representation

• Act as a professional ambassador for the organization and its solutions.
• Represent the business at conferences, trade shows, industry events, and partner functions.
• Build credibility and awareness across the channel ecosystem.
• Travel internationally when required for strategic meetings and events.

Requirements
Essential Experience & Skills

• 3 to 7years’ experience in:
• Partner Management
• Channel Sales
• Business Development
• Customer Success
• Related B2B technology environments
• Experience working through channel partners, distributors, resellers, or indirect sales models.
• Excellent presentation, demonstration, and facilitation skills.
• Strong written and verbal communication abilities.
• Ability to engage effectively with both technical and non-technical audiences.
• Experience collaborating across diverse cultures, regions, and time zones.
• Strong organizational and stakeholder management skills.
• Comfortable operating independently in a hybrid or remote environment.
• Experience using CRM platforms to manage relationships and pipeline activity.
• Willingness to travel internationally on an occasional basis.
• Relevant tertiary qualification or demonstrable success in partner enablement, channel management, or business development.

Preferred Experience
Candidates with the following experience will have an advantage:

• Physical security or access control technology environments.
• Security software platforms or integrated workplace solutions.
• Existing relationships within channel, reseller, or systems integrator networks.
• Creation ofenablement content such as:
• Training programs
• Video content
• Learning materials
• Sales tools
• Experience in distribution-led or reseller-driven go-to-market models.
• Exposure to enterprise software or SaaS environments.