Job opening:
2 x Partner Business Director

Job Title / Reporting to:

Partner Business Director reporting to the Group Head: Professional Partner Network, located in Centurion, Pretoria.

Job Purpose:

In this role, you will be a key part of the Professional Partner Network Team, managing IoT.nxt relationships with World leading partner/s to develop successful and profitable outcomes for our joint customers, and for our respective companies. The Partner Business Director candidate will be responsible for managing and driving unprecedented growth with select Strategic Partner/s. This Partner Business Director would come to the role with a successful track-record of managing an Alliance partnership, with a focus on business development, enablement, cost models, financial selling, and business negotiations. This candidate will lead from the front, communicate openly, and set the example of a positive and collaborative working relationship, orchestrating all IoT.nxt parties around a single, clear, multi-year Account strategy. The Partner Business Director will manage the Partner relationship as a long-term P&L business, rather than an opportunity, delivering consistent, predictable, and sustainable revenues.

Key Result Areas: (Major Accountabilities) - Key Performance Indicators (SMART)

• Help IoT.nxt implement its PPN strategic initiative to support the Company’s rapid evolution as a Global IoT Platform leader.
• Develop strategic relationships and facilitate multi-level engagement with key personnel at Partner/s.
• Develops long term c-level relationships, strong governance, and top-to-top partnership.
• Act as custodian of the Partner/s in IoT.nxt.
• Ensure that Partner/s are adequately equipped with IoT.nxt sales and technical knowledge to perform optimally.
• Drive IoT.nxt focus to increase revenues and mindshare and expand IoT.nxt footprint.
• Orchestrates account strategy, incorporating Software, Hardware, Services, Support/Maintenance, and Channels.
• Completes long-term technology and business strategy planning with Partner/s.
• Creates barriers to entry for competitors, protecting IoT.nxt’s customer base.
• Drives adoption of premium support services.
• Mitigates risk (Partner and IoT.nxt) through adoption of leading methodologies/programs and Account Management best practices
• Provides leadership around Value management and Value realization.
• Communicate and align with senior leadership internally and externally to provide business updates.
• Work with Partner Program team to ensure partner compliance.
• Work in conjunction with the leadership team of the Professional Partner Network to identify areas of improvement / address issues.

Knowledge, Skills, Experience

Knowledge:

• Exemplary relationship building skills, with proven ability to drive lasting relationships of mutual value with partners and sales team.
• Ability to be a team player as well as work independently.
• Organized, able to multi-task and lead multiple concurrent projects and drive initiatives in a fast-paced environment with ever-changing priorities.
• You possess business insight, strong analytical, troubleshooting, problem-solving, and project management skills.
• Able to speak in front of senior audiences as well as write clearly, concisely, and compellingly and create channel content and value proposition for a variety of user groups.
• Ability to set goals and drive to successful completion. You take responsibility for actions/outcomes, and you are accountable for successes and failures.
• Ability to travel up to 50% of the time.
• Business level English: Fluent
• Local language: Fluent, Business Level
• Local market knowledge and understanding
• Solid familiarity with Microsoft Office tools, including Excel and PowerPoint.
• Knowledge in CRM systems (preferably Salesforce.com), PRM Systems (such as Allbound, AppDirect, Channeltivity, ChannelXperts, Computer Market Research, Comviva,
• Impartner, Magentrix, Mindmatrix, Oracle, Salesforce, Webinfinity, Zift Solutions or ZINFI Technologies).

Professional Experience:

• 8+ years working experience in the IT industry.
• 5+ years of business experience in Sales or Consulting with complex software / IT solutions or 5+ years of Large Account Management experience / leading account teams.
• 3+ years successful experience in Strategic Alliance Partner Management, partnering Global Strategic Services Partners, System Integrators, Service Providers in North
• Americas/Latin America/Europe/Middle East/Sub-Saharan Africa/South Africa* [delete n/a regions].
• Experience in Business Consulting Management or Value Engineering preferred.
• Several years of large Account Management required
• Cross-functional experience with sales, field marketing, enablement, operations, delivery, support.

Educational Background:

• Bachelor’s degree; MBA/graduate degree a plus.

Leadership Capabilities:

Change Management

• Develops workable implementation plans.
• Communicates changes effectively.
• Builds commitment and overcomes resistance.
• Prepares and supports those affected by change.
• Monitors transition and evaluate results.

Leadership:

• Exhibits confidence in self and others.
• Inspires respect and trust.
• Accepts feedback from others.
• Gives appropriate recognition to others.

Judgment:

• Displays willingness to make decisions.
• Exhibits sound and accurate judgment.
• Supports and explains reasoning for decisions.
• Includes appropriate people in decision-making process.
• Makes timely decisions.

Motivation:

• Sets and achieves challenging goals.
• Demonstrates persistence and overcomes obstacles.
• Measures self against standard of excellence.
• Takes calculated risks to accomplish goals.