Africa Sales Country Partner Business Manager

About the Role
This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an office.

Job Description:

Job Family Definition:
Serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with business priorities. Drives end-to-end revenue, profitability, and pipeline through joint business plans and data-driven sales efforts. Articulates both global and local business strategies to effectively “sell with”, “sell to”, and “sell through” the Partner, creating a scalable selling ecosystem. Develops knowledge of Partner priorities, industry trends, IT landscape, IT investment strategy, priorities, and Technology to differentiate from competitors. Coordinates and executes activities with the Partner, leveraging specialists when needed. Aligns field sales to drive increased value for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem. Leads strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty. These jobs focus on selling to customers through the Partner as an extension of the salesforce, typically through work that occurs outside offices.

Management Level Definition:
Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision-making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Responsibilities:

• Serves as a trusted advisor to the Partner (e.g. Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in Partner's ecosystem in alignment with business priorities.
• Drives end-to-end revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
• Articulates both global and local business strategies to effectively "sell with," "sell to," and "sell through" the Partner, creating a scalable selling ecosystem.
• Develops solid knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, priorities, and Technology and communicates value of the portfolios and solutions to better differentiate from competitors.
• Demonstrates business and sales leadership by building mutually beneficial relationships with one or many Partners to grow market share.
• Coordinates and executes activities with the Partner, leveraging specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements. Drives marketing strategy through the customer.
• Works to ensure that partners are aware of, and compliant with, SBC requirements for Partners, including applicable legal obligations.

Education and Experience:

• University or Bachelor's degree preferred, or equivalent experience.
• Typically 4-8+ years of selling experience.
• Solid experience in selling to partners desired.

Knowledge and Skills:

• Technology Acumen: Solid awareness of current technology trends and related strategy and ability to articulate same to Partner.
• Sales Acumen: Able to influence the partner to take actions that create increased value. Effectively exercises selling skills such as identifying potential opportunities, utilizing appropriate sales platforms and resources, and formulating and proposing solutions with the goal of expanding business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner.
• Account Management: Solid understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and strategies, creating increased business opportunities and value.
• Portfolio Knowledge: Solid understanding of products and how they can deliver value to customers in contrast to competitors. Ability to select the best product for the customer's needs, maximizing value for both the customer and the business.
• Partner Industry Acumen: Solid understanding of Partner industry, trends, competitors, and the channel.
• Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Solid understanding of the Partner's relationships and needs.
• Financial Acumen: Solid understanding of financial accounting concepts such as income statements, balance sheets, revenue projections, etc. to assess customer financial health, identify potential risks, and position value propositions of solutions.
• Sales Forecasting: Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.
• Communication: Professional, clear, and effective verbal and written communication.
• Time Management: Ability to prioritize and effectively meet deadlines.
• Creativity and Entrepreneurship: Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance sales efforts.

What We Can Offer You:
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.