Channel Manager at Altron Bytes Systems Integration

Job Description

• The Channel Manager responsible for managing and growing relationships with partners, resellers, and distributors that sell Altron HealthTech’s products or services. This role focuses on indirect sales through third-party channels rather than direct sales to customers.
• Within Altron HealthTech, we have a network of Dealers and Bureaus who on-sell our offerings to the Healthcare industry and in some cases, provide first line support for our solutions. In addition, we have solution providers who have integrated our solutions into their offerings and offer the combined solution to the Healthcare market as Value Added Resellers. Collectively we call these our Partners.

Key accountabilities of the role:

• Develop and implement a channel sales strategy that aligns with the company’s overall business objectives.
• Work with partners (e.g., resellers – HealthTech’s Dealer Network and Bureau Network, Value added Resellers, etc) to create joint business plans, marketing campaigns, and sales initiatives.
• Build tactical plans to support the strategy with input from the partners.
• Build and maintain strong relationships with channel partners.
• Serve as the main point of contact for partners, addressing their needs, resolving issues, and providing support.
• Train and educate partners on the company’s products, solutions, and sales strategies.
• Provide partners with the tools, resources, and marketing materials needed to sell effectively.
• Identify and recruit new partners to expand the company’s reach and market penetration.
• Drive sales through the channel by setting targets, tracking performance, and providing incentives to partners.
• Monitor the performance of channel partners, ensuring they meet sales targets and adhere to the company’s standards.
• Analyze data and provide reports on channel performance, identifying areas for improvement.
• Collaborate with internal sales, marketing, and product teams to align channel activities with the company’s broader goals.
• Ensure that partners have the necessary technical and sales support to be successful.
• Identify new market opportunities and work with partners to enter new geographic regions or industry verticals.
• Develop strategies for launching new products through the channel.
• Ability to drive sales through partners and negotiate favorable terms.
• Strong interpersonal skills to manage and nurture partner relationships.
• Ability to develop long-term strategies for growing the channel network.
• Understanding of the software or technology being sold to effectively support partners.
• Ability to analyse sales data and make data-driven decisions.

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Educational Qualifications:

• Business Management degree or equivalent NQF 7 qualifications would be advantageous, but emphasis will be placed on understanding of Healthcare and sales track record in a Channel Partner environment

Years of Experience

• At least 3 years progressive experience within a professional services business, including the demonstrated ability to manage, deliver and grow accounts. 
• At least 3 years’ experience in technology solutions sales with a documented successful track record in selling services goods and products.

Other requirements

• Good Business Acumen 
• Solution Sales Methodologies 
• Relevant Industry/Domain knowledge 
• Entrepreneurial 
• Assertiveness 
• Attention to detail 
• Conflict management 
• Professionalism 
• Presentation 
• Customer relationship management 
• Healthcare Knowledge
• Active listening
• Relationship management

Competencies

Behavioural Competencies

• Communicating and Informing
• Results Driven
• Intellectually capable
• Thought Leadership
• Able to speak up

Learned Competencies

• Differentiation, Justification and Powers of Persuasion
• Account Management
• Product/Service knowledge
• Selling Against Competition

Education

• Bachelor's Degree: Business Management