ROLE PURPOSE

Nexio is a specialist ICT solution provider that helps clients build, support, and manage their IT infrastructures. We have operations in all 9 provinces across the country, over 200 clients and over 600 employees and as a Level 1 BBBEE we put to practice our commitment to South Africa’s transformation agenda, we are at the forefront of digital transformation and cybersecurity. Our solution sets will assist our customers in their digital transformation journey   

Our established national footprint coupled with our unrivalled experience in the emerging markets and our exceptional technical offerings achieve our goals of profitability, operational agility, and client satisfaction. By joining our talented Nexio team, you will have the opportunity to become part of our national organization that offers you the opportunity to grow and develop your career.  

At Nexio, we have identified five major reasons why our people want to work for us: 

a) They get rewarded for their efforts 
b) They have opportunity to work with high energy team  
c) They form part of the Vodacom/Vodafone Group  
d)There are opportunities to grow their careers 
e) They build trust and Lead with a competitive culture 

The Sales Specialist - Managed Services is tasked with driving revenue growth, maximizing margin, and expanding the market presence of Nexio solutions and services within managed services channels. This role is pivotal in identifying, onboarding, and managing new and existing partnerships with ICT providers, professional boards, and partners with complementary capabilities, channelling these efforts to strengthen indirect sales and services. The ideal candidate will excel in developing strategic partner relationships, managing complex channel ecosystems, and leading partner training initiatives to ensure full partner alignment with Nexio’s offerings. This position also requires extensive territory analysis to capitalize on opportunities across specific regions, making a significant impact on sales objectives and market penetration.

ROLE REQUIREMENT

• Channel Strategy Planning: Develop and refine a strategic plan for expanding the existing network of indirect and alternate channels, focusing on onboarding ICT, managed services, and complementary partners.
• Onboarding of New Partners: Implement a structured onboarding process that effectively integrates new partners, providing them with the training, product knowledge, and resources needed to succeed with Nexio solutions.
• Implement Vertical Solutions with Partners: Work collaboratively with strategic partners to deploy targeted solutions tailored to specific industry needs, ensuring alignment with each partner’s customer base.
• Customer Segmentation and Targeting: Strategically position Nexio’s products and services in alignment with customer segmentation, optimizing offerings to fit the demands of different markets and industries.
• Sales Presentation and Proposal Delivery: Conduct high-level presentations and proposal pitches to decision-makers within partner and client organizations, conveying value propositions and ensuring strategic alignment with Nexio’s business goals.
• Revenue Strategy Development: Design and implement initiatives aimed at increasing net sales revenue through indirect channels, focusing on a balanced approach to partner growth and customer acquisition.
• Margin Management: Utilize financial insights to maintain and grow margins by strategically managing discounts, refining product/channel mix, and selecting high-impact customer segments.
• Territory and Opportunity Analysis: Conduct detailed territory analysis to identify untapped partner opportunities within specific regions, leveraging data to make informed decisions on growth potential and partner alignment.
• Partner Training and Enablement: Provide targeted training to partners, ensuring they are fully equipped to sell, service, and deliver Nexio solutions effectively, enhancing revenue generation and customer satisfaction.
• Partner Identification and Proposal: Identify and onboard new alternate strategic channel partners that align with Nexio’s growth objectives, providing partners with a clear value proposition and business growth plan.
• Product Knowledge Transfer and Development: Enhance product knowledge and business acumen among channel partners through tailored training programs and regular updates on Nexio’s solutions and services.
• Commercial Model Customization: Work closely with each partner to develop a unique commercial model that aligns with their capabilities and market reach, optimizing revenue generation potential.
• End-to-End Partner Onboarding and Engagement: Oversee the full partner lifecycle, from initial onboarding to ongoing relationship management, ensuring continuous alignment with Nexio’s standards and goals.
• Performance Monitoring and KPI Management: Track partner performance against set KPIs, regularly assessing both qualitative and quantitative metrics, and offering feedback for improvement where needed.
• Sales Strategy Contribution: Provide insights and feedback to inform the central sales, marketing, and solution strategies, contributing to a cohesive approach that supports indirect channel growth.
• KPI Dashboard Management: Develop and maintain a comprehensive monthly dashboard tracking key performance indicators, including onboarding outcomes, new partnerships, knowledge transfer activities, and sales metrics.
• Forecasting and Pipeline Management: Manage sales forecasting and pipeline metrics for alternate and indirect channels, ensuring alignment with revenue goals and supporting demand planning accuracy.
• Territory Analysis and Data-Driven Decision-Making: Utilize data and analytics to identify high-potential regions, product opportunities, and partner growth areas, optimizing strategy based on empirical insights.
• Relationship Development at Executive Levels: Establish and nurture relationships with partners’ executive teams, building trust and alignment with Nexio’s vision and channel goals.
• Customer Experience Oversight: Work closely with partners to ensure high-quality customer experiences within indirect channels, adhering to defined service level agreements (SLAs) and ensuring customer satisfaction.
• Partner Incentive Program Management: Contribute to the design, execution, and management of partner incentives, creating programs that align with sales goals and enhance partner motivation.
• Base and Target Allocation: Oversee target setting and allocation across indirect channels, ensuring partners are supported with achievable goals aligned to Nexio’s objectives and market conditions.

PROFESSIONAL COMPETENCIES

• Sales Targets Achievement: Consistently meet or exceed sales targets through effective partner channel management.
• Partner Onboarding Success: Lead the onboarding process for new partners, ensuring a seamless integration into Nexio’s ecosystem and enabling full product proficiency.
• Strategic Pipeline Growth: Build a robust pipeline of strategic partners aligned to Nexio’s long-term growth plan, maximizing partner reach and market penetration.
• Weekly and Monthly Reporting Accuracy: Deliver comprehensive reports detailing partner performance, sales outcomes, onboarding progress, and forecasting metrics.

QUALIFICATIONS & EXPERIENCE

• Bachelor’s degree in commerce, Technology, or a related field.
• Minimum of 8 years in sales and channel management, with at least 2 years in account management and 3 years specifically in channel and partner management.
• Prior experience in managed services and ICT sector experience is advantageous, supporting a deep understanding of solutions sales and customer management.
• Strong financial acumen, forecasting, and business development skills; demonstrated expertise in strategic relationship building, solution sales, and stakeholder management.
• Ability to lead partner engagements, manage team interactions, and cultivate strong relationships with executive-level stakeholders.