Sales Specialist: Managed Services at Nexio

ROLE REQUIREMENT

• Channel Strategy Planning: Develop and refine a strategic plan for expanding the existing network of indirect and alternate channels, focusing on onboarding ICT, managed services, and complementary partners.
• Onboarding of New Partners: Implement a structured onboarding process that effectively integrates new partners, providing them with the training, product knowledge, and resources needed to succeed with Nexio solutions.
• Implement Vertical Solutions with Partners: Work collaboratively with strategic partners to deploy targeted solutions tailored to specific industry needs, ensuring alignment with each partner’s customer base.
• Customer Segmentation and Targeting: Strategically position Nexio’s products and services in alignment with customer segmentation, optimizing offerings to fit the demands of different markets and industries.
• Sales Presentation and Proposal Delivery: Conduct high-level presentations and proposal pitches to decision-makers within partner and client organizations, conveying value propositions and ensuring strategic alignment with Nexio’s business goals.
• Revenue Strategy Development: Design and implement initiatives aimed at increasing net sales revenue through indirect channels, focusing on a balanced approach to partner growth and customer acquisition.
• Margin Management: Utilize financial insights to maintain and grow margins by strategically managing discounts, refining product/channel mix, and selecting high-impact customer segments.
• Territory and Opportunity Analysis: Conduct detailed territory analysis to identify untapped partner opportunities within specific regions, leveraging data to make informed decisions on growth potential and partner alignment.
• Partner Training and Enablement: Provide targeted training to partners, ensuring they are fully equipped to sell, service, and deliver Nexio solutions effectively, enhancing revenue generation and customer satisfaction.
• Partner Identification and Proposal: Identify and onboard new alternate strategic channel partners that align with Nexio’s growth objectives, providing partners with a clear value proposition and business growth plan.
• Product Knowledge Transfer and Development: Enhance product knowledge and business acumen among channel partners through tailored training programs and regular updates on Nexio’s solutions and services.
• Commercial Model Customization: Work closely with each partner to develop a unique commercial model that aligns with their capabilities and market reach, optimizing revenue generation potential.
• End-to-End Partner Onboarding and Engagement: Oversee the full partner lifecycle, from initial onboarding to ongoing relationship management, ensuring continuous alignment with Nexio’s standards and goals.
• Performance Monitoring and KPI Management: Track partner performance against set KPIs, regularly assessing both qualitative and quantitative metrics, and offering feedback for improvement where needed.
• Sales Strategy Contribution: Provide insights and feedback to inform the central sales, marketing, and solution strategies, contributing to a cohesive approach that supports indirect channel growth.
• KPI Dashboard Management: Develop and maintain a comprehensive monthly dashboard tracking key performance indicators, including onboarding outcomes, new partnerships, knowledge transfer activities, and sales metrics.
• Forecasting and Pipeline Management: Manage sales forecasting and pipeline metrics for alternate and indirect channels, ensuring alignment with revenue goals and supporting demand planning accuracy.
• Territory Analysis and Data-Driven Decision-Making: Utilize data and analytics to identify high-potential regions, product opportunities, and partner growth areas, optimizing strategy based on empirical insights.
• Relationship Development at Executive Levels: Establish and nurture relationships with partners’ executive teams, building trust and alignment with Nexio’s vision and channel goals.
• Customer Experience Oversight: Work closely with partners to ensure high-quality customer experiences within indirect channels, adhering to defined service level agreements (SLAs) and ensuring customer satisfaction.
• Partner Incentive Program Management: Contribute to the design, execution, and management of partner incentives, creating programs that align with sales goals and enhance partner motivation.
• Base and Target Allocation: Oversee target setting and allocation across indirect channels, ensuring partners are supported with achievable goals aligned to Nexio’s objectives and market conditions.

PROFESSIONAL COMPETENCIES

• Sales Targets Achievement: Consistently meet or exceed sales targets through effective partner channel management.
• Partner Onboarding Success: Lead the onboarding process for new partners, ensuring a seamless integration into Nexio’s ecosystem and enabling full product proficiency.
• Strategic Pipeline Growth: Build a robust pipeline of strategic partners aligned to Nexio’s long-term growth plan, maximizing partner reach and market penetration.
• Weekly and Monthly Reporting Accuracy: Deliver comprehensive reports detailing partner performance, sales outcomes, onboarding progress, and forecasting metrics.

QUALIFICATIONS & EXPERIENCE

• Bachelor’s degree in commerce, Technology, or a related field.
• Minimum of 8 years in sales and channel management, with at least 2 years in account management and 3 years specifically in channel and partner management.
• Prior experience in managed services and ICT sector experience is advantageous, supporting a deep understanding of solutions sales and customer management.
• Strong financial acumen, forecasting, and business development skills; demonstrated expertise in strategic relationship building, solution sales, and stakeholder management.
• Ability to lead partner engagements, manage team interactions, and cultivate strong relationships with executive-level stakeholders.