Responsible for maintaining and developing strong relationships with key vendors, channel partners, internal account managers, and end customers. This role involves end-to-end management of assigned product lines, including inventory planning, product positioning, and pricing strategy. Coordinate and execute various go-to-market activities, drive product sales enablement and training, finalize vendor-funded promotions, and support the achievement of sales and profitability targets. The ideal candidate will serve as a central point of contact, ensuring alignment between vendor objectives and the company's go-to-market strategy within the IT channel ecosystem. Assumes responsibility for researching, developing, and implementing effective sales strategies for assigned IT products and services. This includes market analysis, competitive positioning, and alignment with vendor and company objectives to drive revenue growth and market share within the distribution channel. Market Strategy & Goals Determines market strategies and goals for each assigned product and service. Obtains and organizes sales and product data for use in marketing plans and goal setting. Researches and develops potential customer lists for assigned products. Conducts market research to determine customer needs and potential matches to specific products. Evaluates product marketability related to customer needs. Maintains a current understanding of industry trends and technical developments that affect target markets. Provides market information to management for sales budget development and strategic plans. Targets and forecasting management. Arranges and prepares for vendor QBR's in a timely and professional manner. Promotion and Sales Assists in the selling of the assigned products, and end user engagement. Establishes and maintains industry contacts that provide potential sales leads. Develops long‑term, ongoing relationships. Develops sales and marketing proposals for customers interested in specific products or service. Develops and delivers professional sales presentations for resellers and end users. Closes sales negotiations. Meets established sales quotas and revenue goals. Focuses on partner development through enablement, training, business planning, visits and meetings. Product Records & Materials Assumes responsibility for maintaining and updating all product specific, sales records and materials. Completes scheduled sales reports for management. Prepares and maintains an accurate sales forecast. Records product supply orders and related information. Ensures internal systems are up to date with the latest products and pricing. Develops statistical reports as requested. Timeously completes and submits all related sales, claims and inventory information. Vendor & Stakeholder Relationships Ensures productive and collaborative relationships with vendors, partners and internal and external sales stakeholders. Ensures the delivery of products and services within established timeframes. Works to exceed customer expectations. Ensures customers, third parties, and business alliances are well informed through continual feedback and communication. Ensures that requests and problems are promptly tracked and resolved. Promotes goodwill and a positive image of the company. Ensures that the company's professional reputation is maintained. Ensures that the company's high levels of service are maintained. Ensures that all requirements for Vendor rebates are fulfilled. Preserves, analyzes and expands sales breadth and run rate business. Internal Collaboration & Training Maintains effective communication, coordination, and working relationships with internal team members and management. Coordinates delivery of products and services with logistics, operations and all other related team members. Trains relevant internal team members with the relevant product knowledge required in selling assigned products. Assists company and division as required. Keeps management well informed of activities and significant problems. Additional Responsibilities Ensures Vendor training and certification is completed, achieved and validity is maintained. Stays informed of developments and changes in the industry and the market. Attends related training as required. Completes all company mandatory training timeously. Completes special projects as assigned. Follows any reasonable and lawful instruction related to work given by an authorized person. Qualifications Relevant degree or diploma in sales, marketing or business studies is advantageous. Valid driver's license and own vehicle is essential. Assigned product certification. Required Knowledge Proven knowledge and experience in related product set. Proven knowledge and experience of related Network security. All key network security functions, including advanced threat protection, firewall, SSL, DDoS, Load Balancing and Application Security and Delivery. A solid understanding of cyber security solutions. Strong grasp of product sales processes and go‑to‑market strategies within the IT distribution environment. Knowledge of customer service and support workflows, with the ability to collaborate effectively across sales and technical teams to ensure Vendor and Partner satisfaction. Experience Required Minimum of three years' experience as a Channel Manager or in a combined marketing and sales role within the IT distribution or technology sector. Proven successful track record in managing Vendor relationships, achieving Vendor and Company KPIs and driving and achieving sales growth. Skills & Abilities Strong sales and marketing capabilities with a focus on driving results. Well organized with excellent planning and time‑management skills. Exceptional oral communication, presentation, and negotiation skills. Analytical thinker with solid problem‑solving abilities. Sufficient technical knowledge of the IT distribution industry and product portfolios. Strong commercial business acumen, understanding market dynamics and financial implications. Competent in administrative tasks and processes, ensuring accurate documentation and follow‑up. Values Demonstrates and embraces Westcon‑Comstor values of Ambition, Integrity, Partnership & Accountability. Recruitment and Selection of candidates will be according to the Company's Employment Equity Targets. #J-18808-Ljbffr