A
Director Channel Sales
Azentio
Nairobi, KE
Full-time
Posted 1 month ago
Job Description
Job Summary
The Director – Channel Partner will be responsible for expanding Azentio’s presence in the African ERP market by building and managing a robust partner ecosystem. This role requires a seasoned professional with a proven track record in channel sales, ERP market knowledge, and the ability to drive revenue growth through strategic partnerships. The focus will be on manufacturing and distribution sectors, with responsibility for partner recruitment, enablement, and sales execution across Africa.
Key Responsibilities
Partner Management
• Develop, strengthen, and manage relationships with existing partners in Africa
• Provide ongoing training, enablement, and support to ensure partner success
• Conduct regular performance reviews and implement initiatives to maximize partner contribution
Work with the enablement team to deliver knowledge sessions and create pull within the partner ecosystem
Partner Recruitment
• Identify, recruit, and onboard new channel partners aligned with Azentio’s growth strategy.
• Drive execution of a comprehensive partner recruitment plan across Africa
• Negotiate and finalize reseller agreements.
Sales Execution
• Achieve and exceed sales targets through partner-led opportunities
• Collaborate with partners on joint sales and marketing activities
• Support partners through the entire sales cycle to close deals successfully
Market Development & Analysis
• Conduct detailed analysis of the African ERP market, with emphasis on SMBs in manufacturing and distribution
• Monitor competitive landscape and define strategies to ensure Azentio’s leadership
• Represent Azentio at industry forums, events, and conferences to strengthen brand presence
Reporting & Governance
• Provide accurate forecasts and performance updates to leadership
• Track partner KPIs and share insights to drive growth and improvement.
Qualifications & Skills
• Bachelor’s degree in Business, Sales, Marketing, or related field (MBA preferred)
• 12+ years of experience in channel/partner management, preferably in the ERP or enterprise software industry
• Demonstrated success in scaling partner ecosystems and achieving sales quotas
• Strong understanding of the Africa ERP market, with established network in the partner community
• Excellent communication, presentation, and negotiation skills
• Proactive, entrepreneurial mindset with strong execution capability.
• Ability to manage multiple stakeholders and thrive in a dynamic, high-growth environment
• Willingness to travel.
Desired Attributes
• Passion for building long-term partner relationships and driving joint success
• Analytical thinker with strong problem-solving skills
• Collaborative leader who can influence without authority
• Self-driven, high-energy, and goal oriented
The Director – Channel Partner will be responsible for expanding Azentio’s presence in the African ERP market by building and managing a robust partner ecosystem. This role requires a seasoned professional with a proven track record in channel sales, ERP market knowledge, and the ability to drive revenue growth through strategic partnerships. The focus will be on manufacturing and distribution sectors, with responsibility for partner recruitment, enablement, and sales execution across Africa.
Key Responsibilities
Partner Management
• Develop, strengthen, and manage relationships with existing partners in Africa
• Provide ongoing training, enablement, and support to ensure partner success
• Conduct regular performance reviews and implement initiatives to maximize partner contribution
Work with the enablement team to deliver knowledge sessions and create pull within the partner ecosystem
Partner Recruitment
• Identify, recruit, and onboard new channel partners aligned with Azentio’s growth strategy.
• Drive execution of a comprehensive partner recruitment plan across Africa
• Negotiate and finalize reseller agreements.
Sales Execution
• Achieve and exceed sales targets through partner-led opportunities
• Collaborate with partners on joint sales and marketing activities
• Support partners through the entire sales cycle to close deals successfully
Market Development & Analysis
• Conduct detailed analysis of the African ERP market, with emphasis on SMBs in manufacturing and distribution
• Monitor competitive landscape and define strategies to ensure Azentio’s leadership
• Represent Azentio at industry forums, events, and conferences to strengthen brand presence
Reporting & Governance
• Provide accurate forecasts and performance updates to leadership
• Track partner KPIs and share insights to drive growth and improvement.
Qualifications & Skills
• Bachelor’s degree in Business, Sales, Marketing, or related field (MBA preferred)
• 12+ years of experience in channel/partner management, preferably in the ERP or enterprise software industry
• Demonstrated success in scaling partner ecosystems and achieving sales quotas
• Strong understanding of the Africa ERP market, with established network in the partner community
• Excellent communication, presentation, and negotiation skills
• Proactive, entrepreneurial mindset with strong execution capability.
• Ability to manage multiple stakeholders and thrive in a dynamic, high-growth environment
• Willingness to travel.
Desired Attributes
• Passion for building long-term partner relationships and driving joint success
• Analytical thinker with strong problem-solving skills
• Collaborative leader who can influence without authority
• Self-driven, high-energy, and goal oriented
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