Channel Sales Manager – Partner Management (IoT)

About the role

We are seeking a Channel Sales Manager to lead partner development for a global IoT and asset tracking technology company expanding across Africa. Based in Johannesburg, you will own the partner ecosystem, driving acquisition, enablement and revenue growth across distributors, resellers and system integrators.

Key responsibilities

• Develop and execute a channel strategy to expand market presence in Africa.
• Identify, recruit and onboard new strategic partners, distributors, VARs and system integrators.
• Manage ongoing relationships, providing training, resources and joint‑selling support.
• Drive partner‑led revenue by setting targets, monitoring performance and implementing growth initiatives.
• Collaborate with internal sales, product and marketing teams to align offerings with partner needs.
• Analyse market trends and competitor activity to refine the partner portfolio.
• Prepare regular reports on partner performance and pipeline health.

Required profile

• Proven experience in partner or channel management within IoT, asset tracking, telematics or related sectors.
• Demonstrated track record of generating revenue through partner ecosystems.
• Experience working with distributors, VARs, MSPs or system integrators.
• Strong understanding of the African market landscape.
• Excellent communication, negotiation and relationship‑building skills.
• Self‑motivated and able to work independently in a fast‑growing environment.

Required skills

• IoT
• Asset Tracking
• Fleet Management
• Telematics
• GPS/GNSS
• Cellular IoT
• LPWAN
• LoRaWAN
• Connectivity
• Industrial IoT
• Logistics Technology