Partner Manager - South Africa

Introduction

The Partner Manager is the backbone of the Digital Matter “Partner First” philosophy. As a partner manager, your role primarily is to maintain and grow our ecosystem of DM Partners. You help to develop and execute joint business plans, prepare detailed proposals to help your partners win deals, attend customer visits and trade shows together, and generally support them as the primary link between DM and our partners. You will be assigned a pool of existing partners which you are expected to grow, and you will also have the opportunity to sign up new partners either from inbound leads or prospecting, within an assigned territory.

Duties & Responsibilities

Knowledge:

• Knowledge of managing both direct sales and multi-tiered channel ecosystems.

• Specific, detailed knowledge related to asset tracking, preferably in supply chain management, transportation and logistics or fleet operations

• Strong understanding of the IoT value chain, including hardware, middleware/software, systems integration, and ongoing services.

• Familiarity with connectivity standards such as 3GPP, LPWAN, BLE, GNSS, or LoRaWAN.

Hard Skills/ability to do something:

• Channel management and in particular co-selling through partners

• Sales forecasting

• Business development & prospecting

• Proven ability to sell hardware + SaaS solutions.

• Sales pipeline management from qualification to proposal to close

• Ability to negotiate a win-win for all parties by selling on value rather than price, using detailed ROI-based proposals.

• Ability to articulate technical concepts and align them with the client’s needs

• Ability to ascertain client’s needs and discern the correct product for them and sell that product

• Project management/planning & scheduling

• Cross sell/up sell

Soft Skills/attitude/behaviors:

• Strong relationship-building skills at all levels

• Positive attitude

• Excellent communication & interpersonal skills, both written & verbal

• Attention to detail

• Team orientation/collaboration

• Motivated

• Self-learning

• Process driven/with excellent self-management

• Business/financial acumen

• Problem-solving

• Results driven

Desired Experience & Qualification

EDUCATION (Qualifications, Certifications, Accreditations & Licenses)

• Bachelor's degree in business, technology, or an industry-relevant field is preferred but not mandatory

• Professional sales training (SPIN, Challenger, MEDDPICC etc) at some level is expected for this role

PERSONAL & PROFESSIONAL DEVELOPMENT & TRAINING

• On the job training in the Digital Matter product portfolio

• Personal development plan as discussed and approved with your manager

EXPERIENCE

• 5+ years professional experience with B2B sales and account management, preferably within the telematics or asset tracking ecosystem

• Experience with CRM software

Interested?

Please apply directly on https://digitalmatter.careers.hibob.com

Please upload your CV/Resume; academic record and motivation letter.

Disclaimer: If you don't hear back from us within 30 days of applying, please consider your application successful.