Channel Sales Account Manager

1. Job Purpose CDN is seeking an experienced and commercially driven Channel Sales Account Manager to drive the growth and market. penetration of its technology product portfolio across Africa. The successful candidate will develop, recruit, manage, and grow a network of resellers, sub-distributors, system integrators, and technology partners across assigned markets. The role focuses on cybersecurity, network infrastructure, lighting infrastructure, unified communications, and professional AV solutions. The ideal candidate understands the technology distribution ecosystem and has demonstrable experience. selling enterprise technology solutions through channel partners. 2. Product Portfolio and Solution Areas
• Cybersecurity solutions and related enterprise security technologies.
• Network infrastructure and enterprise networking.
• Unified communications and collaboration solutions.
• Professional audio-visual (AV), conferencing, and collaboration solutions.
• Lighting infrastructure and related technology solutions.
• Other enterprise IT infrastructure products and solutions within CDN's portfolio. 3.

Key Responsibilities
• Identify, recruit, and onboard qualified resellers, sub-distributors, system integrators, and technology partners.
• Develop and maintain strong relationships with existing channel partners and build a structured partner network. across Nigeria and other African markets.
• Identify geographical and industry-specific opportunities for channel expansion.
• Establish partner sales targets, monitor performance, reactivate inactive partners, and develop partner growth plans.
• Support partners with product positioning, pricing, quotations, and commercial negotiations.
• Drive revenue growth across CDN's assigned technology portfolio and achieve monthly, quarterly, and annual targets.
• Develop and execute channel sales strategies for cybersecurity, networking, unified communications, lighting infrastructure, and professional AV.
• Identify new business opportunities and develop a sustainable sales pipeline through partners and enterprise accounts.
• Prepare commercial proposals, quotations, and sales presentations; negotiate pricing, margins, and payment terms within approved policies.
• Drive cross-selling and upselling across the product portfolio.
• Work with OEMs and technology vendors to understand product specifications, competitive positioning, and market opportunities.
• Develop go-to-market strategies for new products and coordinate product demonstrations, partner training, and vendor engagement.
• Work with marketing to develop campaigns that generate demand and support channel sales.
• Coordinate technical resources for demonstrations, proof of concepts, and solution presentations.
• Maintain accurate CRM records and submit weekly and monthly sales reports, forecasts, and market intelligence. 4. Required Experience and Qualifications
• Bachelor's degree in Business Administration, Marketing, Computer Science, Engineering, information technology, or a related discipline.
• Minimum of 7 years of experience in technology sales, IT distribution, channel sales, or enterprise technology business development.
• Demonstrable experience managing resellers, distributors, system integrators, or technology partners.
• Experience selling one or more of the following: cybersecurity, network infrastructure, unified communications, professional AV, lighting infrastructure, or enterprise IT solutions.
• Experience working with OEMs, technology distributors, or value-added resellers is an advantage.
• Understanding of B2B sales cycles, channel margins, partner incentives, and distribution models.
• Existing relationships within the IT reseller and system integration ecosystem will be an advantage. 5. Required Skills and Competencies
• Strong B2B sales, negotiation, and channel partner relationship management skills.
• Business development, market expansion, and account planning.
• Ability to understand technical solutions and communicate their commercial value.
• Excellent presentation, communication, and networking skills.
• Sales pipeline, CRM, and forecast management.
• Strategic thinking, commercial awareness, and a target-oriented mindset.
• Ability to work independently and collaboratively across technical, marketing, and operations teams. 6. Key Performance Indicators (KPIs)
• Monthly, quarterly, and annual revenue achievement.
• Number of new active channel partners recruited.
• Revenue generated through channel partners.
• Number of productive resellers and sub-distributors.
• Growth in existing partner accounts and partner retention.
• Sales pipeline value, forecast accuracy, and conversion rate.
• Number of partner training and engagement sessions.
• Market penetration and geographical expansion.
• Product portfolio adoption and cross-selling performance