5 x Partner Business Manager | IoT.nxt

Job opening:
5 x Partner Business Manager

Role: Professional Partner Network – Partner Business Manager

Department: Professional Partner Management

Location: Centurion, Pretoria

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Job Title / Reporting to:

Partner Business Manager 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, building and managing IoT.nxt relationships with key strategic partners. In this role, you will work with cross-functional teams from IoT.nxt Partner Program, Partner Acquisition, Partner Enablement, Partner Marketing, Presales, Solution Engineering, Delivery and Sales Operations functions, as they will be key resources for you to leverage to attain and exceed partner sales performance goals. The Partner Business Manager will grow IoT.nxt’s business with partners through strategic partner planning, development, driving sales acceleration and pipeline generation activities.

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

  • Help IoT.nxt implement its PPN strategic initiatives to support the Company’s rapid evolution as a Global IoT Platform leader.
  • Develop strategic relationships with key business leaders at each partner.
  • Represent and present IoT.nxt and Partner value proposition.
  • Own strategic relationship with designated partners.
  • Act as custodian of your partner organisations in IoT.nxt.
  • Ensure that assigned partners are adequately equipped with IoT.nxt sales and technical knowledge to perform optimally.
  • Drive IoT.nxt focus to increase revenues and mindshare
  • Lead from the front as the main conduit for indirect pipeline generation and business development for IoT.nxt partners.
  • Identify opportunities that will lead to Partner Initiated Deals and POCs.
  • Author business plans to define and ultimately obtain and surpass annual target goals.
  • Arrange account mapping sessions and meetings with IoT.nxt internal stakeholders and relevant partner representatives to define territory plans.
  • 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


  • Exemplary relationship building skills, with proven ability to drive lasting relationships of mutual value with partners and sales team.
  • Cross-functional experience with sales, field marketing, enablement, operations, delivery, support.
  • 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.
  • 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 navigate and accelerate the partner’s adoption of our technologies.
  • 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:

  • 5+ years working experience in the IT industry.
  • 5+ years in a customer or partner facing role (ex. Customer Service, Sales, Consulting).
  • 3+ years successful experience in Partner Account Management, Partner Development, Partner Relationship Management and/or Channel Management.
  • Strong analytical competencies and a capacity to communicate and present
  • An ability to identify and champion win-win scenarios
  • High energy - brings innovative ideas to the team and champions best practices
  • A proven capability to work in a team and collaborate
  • Expertise and acumen in forging initiatives and go-to-market sales pipeline development plans with business partners
  • Exemplary relationship building skills, with proven ability to drive lasting relationships of mutual value with partners and sales team.
  • 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.


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


  • 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.


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

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