Find out everything you need to know about becoming a Channel Manager.

Job Title – Channel Manager

Description

A Channel Manager wins, maintains, and expands relationships with assigned channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives.

Typical Job Activities

Focuses on Upsell, Cross-sell and New Sales utilizing a channel sales approach
Creates leads and pipeline growth through existing and new channel partners
Lead Generation – inbound and outbound (through email, phone and online systems)
Acquires New Channel Partners
Achieves Channel Sales Targets
Required to be out of the office meeting with current and new channel partners and prospecting business opportunities (cold calling)
Provides accurate sales forecast using the sales CRM tool
Compiles of all required Sales collateral for Clients (e.g.: sales proposals, presentations etc.)
Achieves weekly / monthly sales activities to drive sales pipeline
Conducts product demo’s online or in client meetings
Works closely with marketing & inside sales teams
Involves in adhoc sales related projects

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Related Occupations

Marketing manager
Market researcher
Salesperson
Sales representative
Business Development Manager

Educational Requirements

Senior Certificate with matric exemption
For an appropriate B-Degree at a university (Marketing Management)
Senior Certificate for a diploma course at a technikon (Sales Management, Salesmanship, Retail Marketing and Marketing Management)

Compulsory subjects: Mathematics
Recommended subjects: Business Economics, Accounting and Economics

What natural skills and/or aptitudes do I need for this occupation?

Have industry knowledge (Email, Cloud, Email Anti-Spam, Email Archiving, Email Marketing)
Have experience with Internet related software or systems
Have a clear preference for hunting with a touch of farming
Have excellent written, verbal communication & presentation skills
Have excellent negotiations and closing skills
Have a high degree of customer focus
Be target or goal driven
Have a robust personality
Be very professional and presentable
Have good objection handling skills – this requires good product knowledge and business acumen
Be a g good listener
Have a good understanding of people and how to position offerings to them
Be self-motivated
Have a high degree of confidence, without being arrogant
Have the ability to close deals; i.e. a proven track record with a high close rate

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Employment Opportunities

High

Market Competitiveness

High

Income Potential

Moderate

Self-Employment Opportunities

Moderate

International Employment Opportunities

Moderate

Possible Employers

Wholesale and retail stores
Manufacturing firms
Large and small businesses

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Relevant Contact Details

The Institute of Marketing Management
www.imm.co.za/

South African Institute of Management
www.saim.co.za/

Career Progress and Path

Further studies in the specific career field
Further studies in related fields
Experience in specific field
Work performance
General management studies

Possible Career Paths

Management positions in the specific field
Management positions in related fields

Employment Stability

Moderately stable

Reasons to consider this career

I can be of service to people
I can communicate and interact with people
I am very interested in a specific subject or field
I can apply my special skills