Channel Executive

Job Title

Channel Executive

Job Scope

The Channel Executive will develop and execute a regional partner strategy aligned with One Identity’s go-to-market (GTM) objectives. Acting as a key liaison between internal sales teams and partner organizations, you will ensure alignment on pipeline development, enablement, marketing initiatives, and revenue execution.This role requires a proactive, results-driven leader with entrepreneurial mindset, strong executive presence, and excellent communication skills. You must operate independently while collaborating effectively across cross-functional teams.

Main Duties and Responsibilities

Channel Strategy & Revenue Growth

• Develop and execute the regional channel business plan across Africa Region.
• Define and implement market coverage strategy with focus partners.
• Expand routes to market and grow indirect revenue streams.
• Manage and track KPIs, pipeline targets, certifications, and revenue goals.

Partner Development & Enablement

• Build and maintain strategic relationships with system integrators, VARs, and alliances.
• Develop joint business plans and GTM initiatives with partners.
• Drive partner onboarding, enablement, and certification programs.
• Establish capacity plans to ensure delivery excellence and scalability.

Sales Alignment & Opportunity Management

• Collaborate closely with field sales to identify, recruit, and activate partners.
• Support targeted account mapping and strategic opportunity planning.
• Manage deal registration, forecasting, and conflict resolution.
• Identify new sales opportunities through the partner network and support pipeline progression.

Executive Engagement & Governance

• Build executive-level relationships within partner organizations.
• Conduct quarterly business reviews and territory performance assessments.
• Lead operating cadence for business planning, deal reviews, and performance tracking.

Position Requirements

Education

Bachelor’s degree in Sales and Marketing or any other related field.

Experience

• 10+ years of experience in Channel Management, Partner Sales, or enterprise B2B technology sales.
• Proven success managing partner ecosystems in Africa Region excluding North Africa.
• Strong understanding of enterprise IT, cybersecurity, and identity solutions.
• Experience driving partner performance, pipeline growth, and process optimization.
• Strong communication, negotiation, and stakeholder management skills.
• Cultural awareness and ability to operate effectively across African market.
• Willingness to travel across the region (40–50%).

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