REF # 1911514

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Cape Town

Territory Account Manager

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If sales is in your blood and you have a proven track record of exceeding targets with experience in software sales, then you may be the perfect fit for a fast-paced IT Solutions Provider seeking their next Territory Account Manager. Your core role will be business development and managing partner accounts based in KwaZulu-Natal & the Eastern Cape. You will be responsible for forecasting, closing and boosting the revenue pipeline from these territories. You must have Matric, at least 5 years Distribution / Reseller experience with knowledge of Security software & Windows products.



Develop and lead the “go to market” plan for your target accounts, with assistance from the Channel Manager. This plan will include activity prioritisation, defining of target accounts, qualifying and agreeing to joint go-to market plans, VIP client management, recruitment of new partners, partner incentive programs, marketing activities.

Work closely with Internal TAM sales team.

Liaise closely with the Marketing Manager to maximise territory coverage and create demand within the territory.

Own and exceed the monthly revenue target. Provide forecasting and update account / opportunity detail in weekly feedback meetings.

Adherence and completion of monthly KPI’s. These include partner visits, new partner signups, account management and review, revenue (billings) growth, as well as additional KPI’s included as the TAM strategy progresses.

Engage directly with the end customer or partner during the buying cycle, as required (by the partner) and appropriate (depending on opportunity size or strategic importance).

Understand and establish relationships with key contacts within partner accounts.

Identify new business drivers that drive territory sales.

Match solutions to the partner’s business needs, challenges, and technical requirements.

Execute solution selling to existing partner base and new prospects.

Process quotations and orders for partner accounts where applicable.

Where necessary, assist customers with product queries, including product troubleshooting.


Partner Lifecycle Management – Ensure smooth recruiting of Partners in the allocated territory:

Application Processing

Introductory Meeting

Sales Training

Creation of Accounts on Education Centre and MSP (where applicable)

Provision of Internal licenses

Arranging technical training

Relationship Management & Support


Escalation of client or partner issues to the Channel Manager –

Any complaints to be escalated timeously.

Queries that need assistance or for which answers cannot be determined to be escalated.


Perform any reasonable tasks / duties requested by management.



Matric / Grade 12 Certificate.

Customer experience, preferably IT.

Networking skills: 5yrs Distribution or reseller experience.

Technical knowledge.

Sales & Account Management skills.

Knowledge of Security software.

Experience with Windows Products.

Successful, proven sales background with solid experience in software sales.

Strong track record of exceeding sales objectives and targets.

Have very good knowledge of the IT ecosystem.

Experience and knowledge of working with channel partners. Ideally includes established relationships that can assist you in quickly growing your territory.



Strong technical and business acumen.

Excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences.

Able to maintain high sales activity levels.

Adept in managing many opportunities simultaneously, high energy, motivated self-starter.

Ability to forecast.

Great relationship skills, tenacity, brand, resilience and presentation skills.

Works well under pressure.

Can work as part of a team.


While we would really like to respond to every application, should you not be contacted for this position within 10 working days please consider your application unsuccessful.



When applying for jobs, ensure that you have the minimum job requirements. Only SA Citizens will be considered for this role. If you are not in the mentioned location of any of the jobs, please note your relocation plans in all applications for jobs and correspondence. Please e-mail a word copy of your CV to and mention the reference numbers of the jobs.

Matric (Grade 12), Permanent

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