Indirect Sales - Manager Job

OVERVIEW

Group
Government Products

Division
Government Digital Products Sales

Department
Digital & Indirect Sales

Unit
Indirect Sales

ABOUT THE ROLE
The role exists to lead the Indirect Sales Unit by developing and managing reseller and partner ecosystems, driving revenue growth through indirect sales channels, and expanding the reach of government digital products. The role ensures effective channel performance, partner engagement, sales target achievement, and sustainable business growth while maintaining strong compliance with commercial agreements, governance requirements, and organizational objectives.

KEY ACCOUNTABILITIES & ACTIVITIES – Strategy

Key Accountabilities

1. Indirect Sales Strategy & Performance

   • Develop and execute the indirect sales strategy and annual sales plans in alignment with Government Digital Products Sales objectives.
   • Monitor sales performance, KPIs, pipeline health, and revenue achievement across reseller and partner channels.
   • Identify improvement opportunities and implement corrective actions to achieve approved sales targets and business objectives.

2. Reseller & Channel Partner Management

   • Develop, manage, and expand relationships with resellers, distributors, and channel partners.
   • Evaluate partner performance against agreed targets, service standards, and contractual obligations.
   • Implement partner enablement and development initiatives to improve sales capabilities and market coverage.

3. Partner Sales Growth & Business Development

   • Identify, qualify, and pursue new partner-driven business opportunities to expand product reach and market penetration.
   • Support the development of business cases, commercial proposals, and growth initiatives with channel partners.
   • Collaborate with business sectors and product divisions to maximize indirect sales opportunities and revenue growth.

4. Presales & Opportunity Management

   • Oversee the preparation of technical and financial proposals in coordination with relevant stakeholders.
   • Support opportunity qualification, bid management, and partner-driven sales pursuits.
   • Ensure customer and partner requirements are addressed throughout the sales lifecycle.

5. Commercial Agreements & Contract Management

   • Lead reseller onboarding, contracting, renewal, and performance management activities.
   • Coordinate with Legal Affairs and relevant stakeholders to ensure effective contract execution and compliance.
   • Monitor contractual commitments, commercial risks, and partner obligations to protect business interests.

6. Customer & Partner Relationship Management

   • Build and maintain strong relationships with strategic partners, resellers, and customers.
   • Address escalations, complaints, and operational challenges to ensure partner and customer satisfaction.
   • Establish effective communication channels that strengthen long-term business relationships and collaboration.

7. Channel Enablement & Market Expansion

   • Develop partner enablement programs, product awareness initiatives, and sales readiness activities.
   • Collaborate with Marketing and Product teams to increase product visibility and partner engagement.
   • Support the expansion of government digital products through new channels, markets, and partnership models.

8. Team Leadership & Operational Excellence

   • Lead, coach, and develop unit employees to achieve performance objectives and capability growth.
   • Establish performance measures, monitor team effectiveness, and ensure compliance with policies and procedures.
   • Drive continuous improvement initiatives to enhance partner experience, operational efficiency, and sales effectiveness.

9. Policies, Processes & Procedures

   • Follow all relevant departmental policies, processes, standard operating procedures, and instructions so that work is carried out in a controlled and consistent manner.
   • Comply with all relevant safety, quality, and environmental management policies, procedures, and controls to ensure a healthy and safe work environment.

10. Information Security

    • Comply with all relevant information security practices and standards to ensure data integrity and confidentiality.

JOB SPECIFICATIONS

Academic and Professional Qualifications

• Bachelor’s Degree in Business Administration, Marketing, Information Technology, Management Information Systems, or equivalent.
• Professional certifications in Sales Management, Channel Management, Business Development, or Strategic Account Management are preferred.

Years and Nature of Experience

• 7+ years of relevant experience in sales channel management, business development, account management, or technology sales.