Latest Jobs at First Distribution

MAIN PURPOSE OF POSITION:

• To manage the daily running of the assigned brand/s.  To continuously strive to grow the success of the assigned brands within First Distribution and be closely involved in all areas related to the brand from a sales and operational perspective. To ensure close alignment with the F4C Veeam Product Manager as the owner of the Veeam Aggregation business within the Cloud Division, including ownership of the aggregation income statement, budget, forecasts, vendor interactions, sales, marketing, demand generation and stakeholder coordination for cloud aggregation.

Veeam Brand Manager Job Duties and Responsibilities.

Manage the Brand Sales performance and operational excellence

• Driving revenue and GP targets for the assigned brand/s across the full territory where we have distribution rights.
• Continuously support sales growth in all regions.
• Executing on and aligning with Vendor objectives.
• Driving Vendor Strategy and portfolio within existing and new targeted accounts.
• Understand Vendor strategy, programs and complete portfolio of products.
• Run Quarterly Business Review Sessions with the vendor.
• Partner recruitment and Development – Operational processes
• Build and manage relationship with Vendors team members.
• Understand in detail the vendor's rebate programs and ensure alignment to maximize rebate attainment.
• Report opportunity details to the Vendor on a regular basis (as required by the vendor) showing deal progression and pipeline creation using the CRM (Customer Relationship Management) system.
• Ensure that sales targets are achieved and report any deviations with detailed reasoning.
• Management and ownership of the Veeam Distribution Budget and overall ownership of the Brand P&L, including Veeam Aggregation.
• Balance the income statement and any General Ledger accounts assigned to the brand at least on a monthly basis.
• Manage any stock and ensure optimal stock is purchased and avoid stock aging.
• Understand all Warehousing and Logistics processes associated to assigned brand/s
• Control the Operating profit for the brand in accordance with the budget.
• Pipeline management using CRM – ensure accuracy is maintained at all times.
• Manage pricing and margins to maximise profitability.
• Ensure the accuracy of product codes and pricing.
• Remain updated with product changes and required training certifications.
• Ensure all staff who require training are trained and all certifications are maintained.

Veeam Aggregation and F4C Veeam Product Manager Alignment

• Manage the working relationship and operational interface with the F4C Veeam Product Manager for all Veeam Aggregation matters, while recognising that the F4C Veeam Product Manager is the owner of the Veeam Aggregation business in the Cloud Division.
• Collaborate with the F4C Veeam Product Manager on the Veeam Aggregation Income Statement and Budget within the cloud business, ensuring brand activities support the agreed aggregation commercial objectives.
• Support the F4C Veeam Product Manager with inputs required for forecasts and tracking against the aggregation budget, recognising that the F4C Veeam Product Manager reports directly to the F4C General Manager on these matters.
• Coordinate with the F4C Veeam Product Manager on all vendor interactions and vendor management matters that relate to the cloud aggregation business, ensuring alignment between brand management and aggregation ownership.
• Recognise that the F4C Veeam Product Manager, in consultation with the Veeam Brand Manager, owns all marketing and demand generation activities related to Aggregation.
• Treat the F4C Veeam Product Manager as the central internal point of contact for all stakeholders on all matters related to Veeam Aggregation, and ensure relevant stakeholders are aligned accordingly.

Marketing Management

• Conduct Marketing Planning sessions and take Accountability for the Marketing plan.
• Align Veeam Aggregation marketing and demand generation plans with the F4C Veeam Product Manager, who owns these activities for Aggregation in consultation with the Veeam Brand Manager.
• Work with both EMMC and Vendor Marketing teams to ensure effectiveness of all Marketing activity.
• Partner Enablement (Target, Certifications, growth)
• Develop a Business Development Plan that documents the key sales & marketing strategies and a management system that measures performance and success.
• Align marketing activities in each region appropriately.
• Work on growing the market share.
• Understand the competitive landscape and develop strategies to maintain competitive advantage.
• Ensure customer enablement is run frequently, and customers are always updated with the latest from the vendor.

People Management

• Manage the Sales Specialists and ensure they are performing their role according to defined KPI’s targets etc.
• Ensure Sales processes ae managed end-to-end by all sales staff representing your brand/s.
• Take accountability for the skills/knowledge of all back-office functions and processes including but not limited to: Internal Sales Support, Pre-sales, Procurement, and Logistics.
• Ensure internal stakeholders understand that the F4C Veeam Product Manager is the central point of contact for Veeam Aggregation matters, while the Veeam Brand Manager remains aligned and engaged where brand management input is required.

REQUIREMENTS

Internal training associated with competencies:

• During the first week of your employment, you'll be presented with a meticulously crafted learning map designed to seamlessly guide you through your on-the-job training experience.

Minimum Qualifications:

• Matric
• Diploma or Degree in IT will be advantageous.
• 3 - 5 years of experience in a Brand Management role within the ICT distribution industry.

Skills and Abilities:

• Remains calm under pressure.
• Proven account management or other relevant experience.
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including executive and C-level
• Experience in delivering client-focused solutions based on customer needs.
• Proven ability to manage multiple projects at a time while paying strict attention to detail.
• Excellent listening, negotiation, and presentation skills.
• Excellent verbal and written communication skills.
• Self-motivated and able to thrive in a results-driven environment.
• Natural relationship builder with integrity, reliability, and maturity
• Ability to prioritize among competing tasks.
• Critical thinking and problem-solving skills
• Excellent time and project management skills. You're always looking to improve inefficient processes.
• Keen attention to detail and adherence to deadlines.

Office Requirements:

• Office-based working environment.
• Semi-formal dress code.
• Working hours are from 08:00 – 17:00.
• Excellent international business language skills (English), both written and verbal.
• Reliable transport to and from the office.

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Main Purpose of Position

• As the Indirect SMB Sales Lead, the role is responsible for owning, managing, and driving AWS Indirect Partner Sales initiatives and programs across the AWS partner ecosystem, as well as with focus participating partners. This includes the execution of partner-led sales motions, demand generation activities, pipeline governance, opportunity management, partner engagement, vendor engagement, performance management, program reporting, and operational governance. The role also serves as the central point of accountability for ensuring that partners actively participate in and execute against the requirements, commitments, objectives, and outcomes defined in applicable AWS and First Distribution program documentation.
• The role is responsible for contributing towards the successful achievement of First Distribution's obligations, commitments, performance objectives, growth initiatives, and strategic outcomes under applicable AWS Strategic Collaboration Agreements, AWS Partner Programs, Partner-Led Sales Programs, marketing plans, enablement frameworks, partner development initiatives, business plans, and related operational documentation, as may be amended, revised, replaced, expanded, or withdrawn by the Employer, AWS, or associated stakeholders from time to time.
• As a Partner Development Manager (PDM), the role also operates as part of the AWS Brand Team, working closely with Brand Technical Operations, Professional Services, Utility and Billing Services, Marketing, Leadership, Public Sector stakeholders, AWS stakeholders, and AWS Partners. The role is responsible for onboarding, enabling, accelerating, and growing both new and existing AWS Partners while driving partner capability development, customer acquisition, cloud consumption growth, and recurring revenue expansion.

Key Responsibilities

AWS Partner Development Responsibilities

• Deliver AWS business growth and revenue performance across assigned AWS Partners in accordance with business objectives and strategic plans established by the Employer.
• Successfully recruit, onboard, retain, develop, and grow new and existing AWS Partners.
• Develop, maintain, and execute Partner Development Plans and growth strategies for assigned AWS Partners.
• Drive partner adoption of AWS programs, benefits, competencies, specializations, enablement initiatives, certifications, and go-to-market programs.
• Support partners in building, scaling, and optimizing successful AWS practices.
• Assist partners in identifying, developing, and closing cloud opportunities while supporting customer acquisition and cloud consumption growth.
• Act as the primary business contact and trusted advisor for assigned AWS Partners.
• Collaborate with AWS technical, sales, marketing, and operational stakeholders to drive partner success.
• Deliver demonstrations, workshops, readiness assessments, training, enablement programs, webinars, and consulting engagements where required.
• Contribute to the planning and execution of marketing, enablement, and demand-generation initiatives that support partner growth and business development objectives.

Indirect Sales Lead Responsibilities

• Own and drive the execution of all AWS Indirect Partner-Led Sales initiatives, programs, and partner engagement models delegated to First Distribution.
• Establish, implement, manage, and continuously improve partner-led sales motions and operating frameworks.
• Drive partner participation, engagement, accountability, and performance within all assigned programs.
• Support partners in building repeatable cloud sales practices, customer acquisition strategies, and structured go-to-market approaches.
• Facilitate joint business planning, growth planning, territory planning, and strategic execution activities with partners.
• Work closely with participating partners to ensure achievement of agreed objectives, obligations, commitments, targets, milestones, deliverables, and business outcomes as defined within applicable program documentation and operational frameworks.
• Ensure participating partners remain compliant with program governance requirements, participation prerequisites, operational commitments, reporting standards, and program policies.
• Manage and govern all partner-led sales opportunities and associated pipeline activities in accordance with AWS and First Distribution requirements.
• Drive the adoption and maintenance of structured sales lifecycle management processes across participating partners.

Partner, Vendor and AWS Engagement

• Own all partner and vendor stakeholder engagements associated with assigned programs and partner portfolios.
• Establish, maintain, and drive all required program cadences, governance reviews, pipeline reviews, performance reviews, enablement sessions, business reviews, reporting sessions, and strategic engagements.
• Build and maintain strong executive, business, operational, technical, sales, and marketing relationships across AWS, partners, customers, and internal stakeholders.
• Coordinate and facilitate cross-functional collaboration between AWS, internal teams, and external partner organizations.
• Serve as the primary escalation point for partner-related business, operational, performance, governance, and program-execution matters.

Pipeline, Opportunity & Performance Management

• Own, manage, govern, and report on all allocated Indirect AWS and partner-referred opportunities.
• Drive pipeline creation, pipeline progression, opportunity qualification, forecasting accuracy, and sales execution excellence.
• Ensure accurate opportunity management, reporting, data quality, hygiene, and compliance within applicable AWS and First Distribution systems and processes.
• Monitor, analyze, report on, and drive performance against program objectives, operational requirements, and business outcomes.
• Provide regular reports, business updates, forecasts, performance reviews, business insights, and executive-level summaries.

Demand Generation, Marketing & Enablement

• Own and drive demand generation activities with assigned AWS Partners.
• Support partners in developing and executing marketing plans, campaigns, customer events, workshops, webinars, and other demand-generation initiatives.
• Collaborate with internal and external marketing teams to align initiatives with business objectives and strategic priorities.
• Drive partner enablement, readiness, capability development, certification attainment, skills development, and program adoption.
• Ensure all funding, incentives, benefits, rebates, discounts, and investments are governed, managed, supported, and administered in accordance with Employer and AWS program requirements, policies, and approval processes as may be amended from time to time.

Strategic Collaboration Agreement & Program Governance Responsibilities

• Support and drive execution activities that contribute towards the achievement of First Distribution's obligations, commitments, objectives, deliverables, performance measures, and strategic outcomes under applicable AWS Strategic Collaboration Agreements and related program documentation.
• Ensure partners understand, adopt, and execute against the requirements of applicable partner programs and initiatives.
• Coordinate activities that support achievement of business goals, revenue objectives, customer acquisition requirements, enablement objectives, partner development goals, marketing objectives, and operational commitments as set out in the applicable program documentation and guides, as may be amended or changed by the Employer from time to time.
• Ensure participation in all governance, review, reporting, and planning activities required by applicable AWS and First Distribution programs.
• Maintain awareness of all current and future AWS programs, strategic initiatives, sales motions, partner requirements, business frameworks, and operating models relevant to the role.

Key Performance Indicators

Performance will be measured against:

• Achievement of agreed business objectives, partner development goals, revenue growth objectives, customer acquisition outcomes, demand generation objectives, pipeline development goals, operational requirements, enablement outcomes, governance responsibilities, program adoption objectives, and strategic business priorities.
• Performance against applicable AWS Partner Programs, Strategic Collaboration Agreements, Partner-Led Sales initiatives, business plans, scorecards, operational frameworks, partner development plans, and related program documentation, as may be amended, revised, expanded, replaced, or withdrawn from time to time.
• Compliance with operational processes, governance standards, reporting requirements, partner management responsibilities, and business execution expectations.

Qualifications & Experience

Requirements

• Grade 12 (Matric) required.
• Tertiary qualification in Information Technology, Computer Science, Commerce, Business Management, Sales, Marketing, or related disciplines preferred.
• Minimum five years' experience in Software Sales, Cloud Sales, Business Development, Account Management, Channel Development, Partner Development, Alliance Management, or related fields.
• Knowledge of AWS programs, cloud technologies, cloud business models, and partner ecosystems preferred.
• AWS certifications advantageous.

Skills & Competencies

• Strong commercial, business development, sales, and partner management capabilities.
• Excellent relationship-building and stakeholder-management skills.
• Strong communication, presentation, facilitation, and influencing skills.
• High levels of ownership, accountability, and initiative.
• Strong planning, organizational, and time-management skills.
• Ability to work independently and collaboratively across multiple teams and stakeholder groups.
• Strong commercial and strategic thinking capability.
• Ability to perform effectively in fast-paced and high-pressure environments.

Additional Requirements

• Fluent English communication skills, both verbal and written.
• Own reliable transport and a valid driver's licence.
• Willingness and ability to undertake local and international travel when required.
• Advanced Microsoft Office proficiency.
• Ability to work from an office-based environment and comply with Company policies and operational requirements.