Senior Partner Account Manager

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Role Purpose/Business Unit:

• The Senior Partner Account Manager (SPAM) is responsible for driving partner channel objectives and collaborating with internal and external stakeholders, including partner and customer relationships, with the objective to grow and defend the allocated base across the complex product base, and translating into sales.

• The SPAM is responsible for management of the allocated partner distribution, and the execution of required strategies that is geared towards the achievement of sales targets, customer experience, partner training on products, validation of minimum required information for partner solutions, service management and strategic objectives of the partner channel, meeting annual targets on sales, revenue, inflow, growth, profitability margins etc.

Your responsibilities will include:

Sales & Stakeholder Management

• Primary owner of the relationship for the partner portfolio
• Develop a healthy, productive and respectful relationship with all business partners (on the allocated base) based on integrity and professionalism.
• Acquire a thorough understanding of key partner/customer needs and requirements by formalising and validating Customer Requirements Definitions for complex solutions.
• Drive channel objectives across the partner base to meet annual targets
• Develop and grow partner relationships to create new value and opportunities.
• Provide valuable inputs for developing a sales plan and monitoring its implementation across the partner base
• Develop contact strategies and partner account plans (PAP) with the partner sales managers to support opportunities to closure
• Drive partner engagements by creating visibility, collaborating, building and maintaining relationships to meet sales targets and strategic partner channel objectives
• Performance management of partners and stores on the allocated partner base
• Develop a pipeline of prospects together with the partner base, which are systematically qualified, managing the decision-making process to ensure sales prospects are closed

• Attend key end-customer meetings with partners to enhance the visibility and strength of the partner relationship with Vodacom
• Lead pricing discussions with the Products and commercial teams and share market insights gathered from Partners' feedback on competitors' activities
• Support open service tickets and issues, and facilitating escalations were required to ensure partner/customer satisfaction
• Own escalated partner & customer complaints, for the allocated distribution, from a service perspective.
• To support finance & credit control in recovering overdue and non-payment by clients.
• Ensure the correct products and services are delivered to customers in a timely manner as per the customer needs and objectives.
• Drive continued communication between business partners executives and key customers to maintain Vodacom’s market position as a Trusted Technology Advisor.
• Play an integral part in generating new sales that will turn into long-lasting relationships.
• Provide and/or facilitate partner training on all relevant portals and systems; complex products and product demos and proof of concepts (POCs)
• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
• Address all commission queries, cancellations, billing discrepancies and credit notes until completion

Reporting

• Prepare monthly/ Weekly Run Rate and Demand Management
• Perform Sales Analysis for the allocated partner base and store base
• Annual Sales Strategy & Budget Planning
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key metrics (partner account planning)
• Forecast and track key account metrics across the allocated partner base
• Prepare reports on partner base, and top accounts, providing recommendations to maximize sales as per the identifying trends, gaps and opportunities. (Strategic partner account Planning & Customer Account Planning with partners)

The ideal candidate for this role will have:

• Degree /Equivalent
• A minimum of 5+ years’ work experience in a Sales and Service experience in the telecommunications or technology related environments e.g. (ICT) with demonstrated experience in:
  
  • Partner Channel / distribution management
  • Strong understanding of Indirect sales models & partner ecosystems
  • Strong understanding of fixed and cloud technologies, networks, fixed and cloud market dynamics and sales
  • Ability to build & grow relationships

Technical Competencies 

• Experience in solution selling within enterprise customers
• Proven track record in managing business partners and driving sales through business partners
• Deep understanding of the customer’s business, it’s market and industry alongside key decision-makers and influencers in account organisation
• Ability to translate customer’s objectives and strategy into relevant Vodacom Business propositions
• Successful track record of managing multi- industry sales and demonstrate profitable revenue growth

Behavioural Competencies 

• Partner management: Maintaining and growing partner relationships & partner distribution, focussing on driving sales through partners and meeting partner channel objectives
• Customer Focus: Prioritizing customer needs and delivering excellent service
• Accountability: seeks feedback and identifies opportunities for improvement or innovation
• Collaboration: Actively fosters collaboration, seeks input and effectively partners
• Resilience: Actively seeks opportunities for growth, demonstrates a strong commitment to self-improvement and has a growth mindset
• Flexibility: uses various techniques to influence others (lobbies, approaches decision makers, finds sponsors)
• Organizational Savvy: Demonstrates strong understanding of assigned strategy for the Business/ Function and creates strong team alignment to the strategy.

We make an impact by offering:

• Enticing incentive programs and competitive benefit packages
• Retirement funds, risk benefits, and medical aid benefits
• Cell phone and data benefits, advantages fibre connection discounts, and exclusive staff discounts offered in collaboration with partner companies

Closing date for Applications: 29 September 2025. 

The base location for this role is Vodacom Midrand Campus.

The company's approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.
Vodacom is committed to an organisational culture that recognises, appreciates, and values diversity & inclusion.