Key Account Manager – Channel, Licensing and Connectivity

About

Our Client in the ICT and Technology Industry is seeking to employ a Key Account Manager – Channel, Licensing and Connectivity to join their team based in Durban, KZN.

Requirements

• Minimum 5 years’ experience in ICT account management or channel sales
• Proven Microsoft licensing experience (CSP model exposure required)
• Experience selling and managing connectivity solutions (Fibre, DIA, Wireless, MPLS, SD-WAN)
• Strong understanding of channel sales environments and partner ecosystems
• Track record of achieving revenue and gross profit targets
• Commercially strong with margin awareness
• Own vehicle and valid driver’s licence
• Microsoft certifications (MS-900, AZ-900) – advantageous
• Existing relationships in Johannesburg ICT reseller market – advantageous
• Exposure to cloud infrastructure and managed services – advantageous

Responsibilities

Partner Network Management and Protection

• Manage and grow an assigned portfolio of reseller partners
• Protect and enforce partner-of-record positions
• Ensure deal registration compliance
• Conduct quarterly business reviews with key partners
• Build strategic, long-term relationships at decision-maker level
• Prevent channel conflict and margin erosion

Revenue and Margin Management

• Drive revenue growth while maintaining gross profit thresholds
• Monitor margin performance and address leakage
• Structure commercial proposals aligned with pricing policy
• Maintain accurate forecasting and pipeline discipline

Microsoft Licensing and Cloud Portfolio

• Manage full CSP lifecycle (new business, renewals, expansions)
• Advise partners on licensing optimisation and compliance
• Promote Microsoft 365, Azure, and related cloud solutions
• Work with internal licensing desk for accurate billing and renewals

Connectivity Portfolio Development

• Promote fibre, DIA, wireless, and other connectivity services
• Bundle connectivity with cloud and voice solutions
• Coordinate with provisioning teams and carriers for deal viability
• Assist partners in positioning multi-layer ICT solutions

New Partner Development

• Identify and onboard high-quality new reseller partners
• Assess commercial viability and ensure governance compliance

Note: Please note that should you not receive a response within two weeks of applying, you may consider your application unsuccessful.