Vendor Alliance Manager: Security Products – East Africa

Country: Africa    Department: Vendor Alliances & Business Development    Location: Kenya

About the role

To manage and grow our relationships with the top 3 Cybersecurity Vendors in the region. Ownership for the day-to-day business management of sales revenue, market share and profit targets. Development of the channel via existing and new reseller partnerships.

Key Skills

For Exclusive Networks:
  • You will be responsible for the relationship with Fortinet, Sentinel One and Tenable Product focus for your region
  • Develop a vendor plan for your region and drive execution with your team at Exclusive Networks
  • Key contact for the specified vendors within Exclusive Networks, developing relationships at all levels of the vendor organisation.
  • Annual and quarterly business planning and review meetings with vendors and internally with the EXN team.
  • Understand where the vendor complements and competes within the existing vendor landscape.
  • Promote complimentary vendor solutions and articulate the Exclusive Networks message.
  • Working to achieve both individual and team targets against agreed profit requirements
  • Training and enablement of Exclusive Networks team ensuring any accreditations are maintained
  • Managing key accounts alongside the Account Managers
  • Work closely with the internal & external sales teams to set and co-ordinate partner meetings
  • Proactively work with Exclusive Networks and Vendor marketing teams to:
  • Recruit, enable and drive new resellers
  • Develop end user lead generation programs with resellers
  • Implement sales & technical training programs
  • Manage Pipeline, loan process and Stock profile for the vendor
  • Ensure internal systems are update date with vendor pricelists, collateral, discount structures and processes.
  • Producing monthly sales forecast reports and statistics for Exclusive Networks management and the vendor
For the Partners:
  • Ensure you have sufficient partners per country to sell your product
  • Track nett new partners for EXN on a quarterly basis
  • Work with the partner channel manager to on-board the vendor through training and enablement across all relevant departments
  • On-going training to educate the partner on new releases and competitive messaging
  • Support vendor focused activities, such as end user events and focus days
  • The point of contact for escalation
General:
  • The ability to form, build and farm relationships, network effectively and intelligently, internally, within the vendor and partner base.
  • The ability to clearly articulate the vendor message to suit the audience, for example technical, commercial, or financial and gain the buy in of all stakeholders.
  • Ensure that a professional “research driven” approach is adopted to each meeting and opportunity.
  • Liaising with internal departments e.g.: Operations, sales, technical consultants, to fulfil customer needs, such as arranging demonstrations, organising quotes, logistics and customer risk management

Who we are looking for

Experience & Education

(Required Qualifications, Training, and Experience)

Preferred:
  • 2 years’ experience in a Sales, Product Specialist or Vendor Management Role.
  • End User Sales experience. Due to the nature of the role, there will potentially be a need to attend end user meetings.
Essential Skills Required:
  • Minimum 2 years’ experience in an external facing role
  • Highly motivated, with a pro-active approach to their workload
  • Able to work on their own initiative and as part of a team
  • Knowledge of the IT channel and commercial challenges for distribution
  • Target-Orientated
  • Experienced presenting to senior level contacts
  • Clear communication and analytical skills

 


About Exclusive Networks

Exclusive Networks is a global trusted cybersecurity specialist for digital infrastructure helping to drive the transition to a totally trusted digital future for all people and organisations.

Our distinctive approach to distribution gives partners more opportunity and more customer relevance. Our specialism is their strength – equipping them to capitalise on rapidly evolving technologies and transformative business models.

The Exclusive Networks story is a global one with a services-first ideology at its core, harnessing innovation and disruption to deliver partner value. With offices in 43 countries and the ability to service customers in over 150 countries across five continents, Exclusive Networks has a unique ‘local sale, global scale’ model, combining the extreme focus and value of local independents with the scale and service delivery of a single worldwide distribution powerhouse.


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