Channel Partner Manager

Key Responsibilities

• Channel Partner Strategy: Developing and executing a robust channel partner strategy aligned with annual sales objectives, fostering win-win partnerships that increase market penetration and strengthen Linx’s brand preference in Sub-Saharan Africa.
• Partner Onboarding: Identifying, evaluating, and onboarding new channel partners in priority markets to broaden Linx’s reach and drive growth across the region.
• Performance Management: Driving distributor performance through regular business reviews, monitoring key metrics (revenue, bookings, sales funnel, installed base growth, aftermarket revenue) and providing coaching, commercial rigour, and tools to elevate partner sales effectiveness.
• Strategic Engagement: Leading strategic engagement with key end-user customers in collaboration with distributors – developing and managing bespoke key account plans for our Continuous Inkjet (CIJ), laser, and thermal printing solutions, and supporting field trials and demo activities to accelerate sales cycles.
• Market Assessment: Continuously assessing market trends and competitive landscapes, leveraging customer and market insights to refine product positioning, value propositions, and pricing strategies for the Sub-Saharan Africa market.
• Sales Enablement: Promoting rigorous use of CRM and sales enablement tools to improve sales pipeline accuracy, forecasting, and visibility, while equipping channel partners with value-driven selling narratives that highlight Linx’s reliability, low total cost of ownership, and high uptime advantages.

Requirements and Qualifications

• Willingness to travel up to 3 days per week (approximately 8 nights away from home per month) across Sub-Saharan Africa in order to engage with partners and key customers.
• 5+ years of experience in channel management and industrial B2B sales, ideally in technology, manufacturing, or industrial equipment sectors.
• Proven track record of managing distributor networks and driving partner-led sales growth, demonstrated by meeting or exceeding regional sales targets.
• Demonstrated success in key account management, with the ability to influence and win strategic customer deals directly and through channel partners.
• Degree in Electrical, Mechanical, or Electronics Engineering (or a related technical field); an MBA or equivalent business management qualification is preferred.
• Experience working across diverse markets in Sub-Saharan Africa (or similar emerging regions), with insight into local market dynamics and cultural awareness.