Senior Channel Manager: Specialist Channels

About

Accountable to drive revenue growth and retention by designing and executing strategies for specialist sales channels (partners, resellers, distributors). The key responsibilities are to recruit, onboard, and manage relationships with key partners, establish joint business plans, and achieve sales targets while ensure brand presence and consistency. Responsible to lead direct sales team to drive market share growth per channel, per region.

Job Responsibilities

• Strategic Growth: Develop and operationalize channel strategies to achieve quarterly revenue, customer acquisition, and market expansion goals.
• Partner Management: Manage the full lifecycle of partners, including recruiting, onboarding, training, and building long-term, high-value relationships.
• Performance Optimization: Monitor key performance indicators (KPIs) such as ROI, channel revenue, and partner pipeline, conducting business reviews to drive performance. Manage direct sales team performance.
• Internal Collaboration: Work with internal teams (Sales Operations, Marketing, CVM, IT, Commercial Finance, Regional Development, Openserve) to align channel activities with CSB objectives.
• Marketing Alignment: Collaborate with marketing to execute campaigns, ensure brand consistency, and manage Channel Marketing activities (e.g., promotional materials, events).
• People Management: Guide direct sales team to achieve organizational goals through effective leadership, including recruitment, performance management, and nurturing a positive, engaging, and collaborative work culture.
• Conflict Resolution: Mitigate channel conflict through structured rules of engagement and negotiation.

Core Competencies

Functional Knowledge

• Business & Commercial Planning
• Sales
• Marketing
• Performance Management/ Monitoring
• Market & Customer Insights
• Telecommunication Industry Standards & Practise
• Telkom Products & Services

Functional Skills

• Analytical
• Communication
• Cross-functional teams
• Data-driven mindset
• Financial Management
• Leadership

Competencies (Behaviour)

• Market Leadership – Develop expertise, influence stakeholders and seize market opportunities.
• Business Leadership – Drive strategic execution and achievement of business targets.
• People Leadership – Empower, influence and direct teams to deliver results.
• Personal Leadership – Embrace change, teamwork and alignment to organisational values.

Education

NQF 6: National Diploma/ Advanced Diploma/ Certificate

Experience

7 Years relevant experience, of which at least 2 years on management level

Additional Information

Qualification and experience:

• Qualification in Business, Sales & Marketing or a related field.
• Experience in sales, channel management, or business development within tech or telecom sectors, of which at least 2 years on management level.

Special Requirements

• Valid Drivers license
• Willing to travel

Physical Requirements

• None

Key Stakeholders

• Internal: Marketing, Finance, Regions, Openserve
• External: Channel Partners