JOB PROFILE:

Job Title: Account Manager - Networking and Cyber Security

Division: Durban

Location & Address: La Lucia Ridge, Durban

Reports to: Regional Executive

Direct Subordinates: Internal Account Manager

Total Staff in Function: 2

WORKING RELATIONSHIPS:

Internal:

• Procurement
• Sales Operations
• Brand Operations
• Account Managers
• Systems Engineers / Presales
• Marketing
• Logistics
• Regional Managers

External:

• Vendor
• Resellers
• End Users
• Vendor Alliance Partners

JOB SUMMARY:

Main Purpose of Position:

• To manage, maintain and grow First Distribution’s Networking product sales within the assigned reseller base.
• Perform administrative responsibilities within assigned accounts and brands.

Key Performance Areas:

KPA

PERFORMANCE STANDARDS

Manage the Sales and align with all Brand objectives for Network and Cyber Security Portfolio to partner base.

• Driving revenue targets through targeted set of Small, Medium and large Resellers.
• Driving Relevant Networking and Cyber Security brand Strategy and portfolio within existing resellers but not limited to the business development of New Resellers.
• Display key competencies of knowledge re relevant brand programs and relevant portfolio of products including relevant brand certifications.
• Weekly Business Review Session with Relevant brand managers.
• Weekly Business Review with Line Manager – Sales Manager
• Drive targeted partner development planning
• Drive All Networking and Cyber Security Sales Strategy and overview sessions with Business Partners with the support of the Brand Managers.
• Existing and New (Networking and Cyber Security) partner recruitment and Development
• On-boarding process re Operational processes within focus list with relevant brand managers.
• Build and manage effective relationships with relevant team members
• Ensure the satisfactory execution of the aligned business plan in conjunction with your sales Manager and relevant Brand Manager
• Demonstrate sales growth.
• Manage Demo Accounts – ensure that the reseller’s expectation is managed in terms of Demo Due back dates.
• Report opportunity details to Line Manager (Sales Manager) and brand manager on a regular basis (weekly) showing deal progression and pipeline creation using Customer Relationship Management system
• Ensure that sales targets are achieved and report any deviations with detailed explanations.
• Ensure targeted profit margins are achieved
• Ensure rebate targets are achieved as set out in accordance with sales budgets
• Ensure weekly activities and minutes of meetings are reported to Regional Sales Manager.
• Ensure productivity reports and sales forecasts are submitted to Sales Manager.
• Stay current with industry trends
• Identify and onboard potential new partners

Marketing

• Engage with Resellers and Brand Managers on required Marketing events / initiatives, discuss plans and ensure Brand and Sales Manager Sign off.
• Help drive the expectations and deliverables manage partner marketing plan with Brand Manager
• Engage with brand in Quarterly and Annual Marketing Planning sessions with Relevant brand and (non-Relevant brand Targeted Partners Partner Enablement (Target, Certifications, growth)
• Communicate and pique interest of quarterly/ weekly Promo and Programs and events
• Brand Manager is to - Develop an Account Plan that documents the key sales & marketing strategies and performance and success within the focus list, Senior account manager is to keep partner updated consistently to ensure ROI of Marketing investments.

People Management

• Attend training provided by Networking and Cyber Security Brands to become totally self-sufficient in the sales of Relevant Brands.
• Sales Certifications are to be up to date

Administration

• Load CRM
• Request and evaluation quotes for submission
• Follow up on quotes
• Follow up on operations responses
• Manage SLA with brand operations
• Managing the deal from start to finish

COMPETENCIES:

Knowledge – You must know:

Skills – You must be able to perform:

Attributes – You must in a way that will drive successful performance which is supported by the Company’s values.

• Knowledge of relevant brand products and process.
• Knowledge of vendor structure to have the correct point of contact.
• Knowledge of information management industry in South Africa.
• Knowledge of IT Industry.
• Excel Intermediate
• Demonstrated accuracy and attention to detail with numbers
• Demonstrated confidentiality.
• Ability to deliver on service level agreements.
• Demonstrated ability towards business intelligence.
• Emotional Intelligence.
• Adhere to all policies and procedures that are implemented by the Company.
• Attitude – always demonstrate your best in your role and ensure professional attitude with internal and external customers.
• Respect - demonstrate respect with actions and words to internal and external customers.
• Accountability – accountable for the consequences of your action, both positive and negative.
• Integrity – consistently honest and truthful in dealings with peers, customers, and vendors.
• Teamwork– strive to work productively in co-operation with one another, fostering a healthy atmosphere with mutual support, thus allowing everyone to achieve their own work-related goals.
• Enjoyment – be creative and enrich the working atmosphere.

Internal training associated with competencies:

• Attend all internal and vendor-based training.

Minimum Qualification :

• 2-3 Years in a similar sales or account management role

Minimum Experience:

• Cyber Security Sales Experience, emphasis on FortiGate Brand

Nice-to-have Skills:

• Fortinet Certification

Additional Skills:

• Strong Self Motivational and Empowerment skills.
• Strong Communication Skills.
• Strong Relationship and Self-Management Skills.
• Takes Initiative.
• Works well with all kinds of people.
• Remains calm under pressure.

Physical Requirements:

• Must have own vehicle.

Office Requirements:

• Work-from-office environment.
• Semi-formal dress code.
• Working hours are from 08:00 – 17:00.
• Excellent international business language skills (English), both written and verbal.
• Reliable transport to and from the office.

Note:

• The remuneration package will be discussed during the interviewing process.
• Follow through with a 3-month probation review which will be scheduled by Human Resources monthly.
• You will be required to perform such duties as reasonably required by the business. Your job description may be amended from time to time if it is valid and reasonable.
• You will serve the Company or any Associated Entity in such capacity as management may reasonably require.
• Duties must be performed` faithfully, diligently and to the best of your abilities. You agree to use your best endeavors to promote the best interests of the Company and any Associated Entity.
• You may be required within reason, to work outside of set duties and/or perform in more than one role.

Job Types: Permanent, Full-time

Ability to commute/relocate:

• Durban, KwaZulu-Natal: Reliably commute or planning to relocate before starting work (Required)

Education:

• Bachelors (Preferred)

Experience:

• IT Account Management: 3 years (Required)
• Cybersecurity Product: 3 years (Required)
• Networking Product: 3 years (Required)