Channel Sales Account Manager

Established in 2001, RSAWEB is South Africa’s fastest growing internet service provider (ISP) with a focus on providing connectivity to home customers, and a wide array of technology solutions to businesses. We are obsessed about ensuring all our customers receive the best possible digital experience and exceptional customer service. Thousands of customers have given RSAWEB a 5-star rating, with an average rating of 4.7 out of 5 on Google – the best-rated ISP in South Africa. We are extremely proud of winning KFM’s Best of the Cape Awards: Best ISP in 2021 and 2022 being one of the fastest streaming ISPs on Netflix and a consistently top-rated ISP on MyBroadband. These accolades are not for nothing, as we constantly strive to improve our products, services, and solutions to enhance each customer’s experience. Having invested heavily in infrastructure, RSAWEB has built a strong presence in South Africa with Data Centres in Johannesburg and Cape Town.

Our Products and Services:

• Fibre-to-the-Home (FTTH)
• Fibre-to-the-Business (FTTB)
• Enterprise connectivity
• Mobile connectivity and data management
• Cloud infrastructure and more!

At RSAWEB, we are passionate about using our creativity, to provide innovative solutions and services, that allow our customers to succeed in all areas of life. We believe that we are in the business of connecting customers and businesses with each other and a world of infinite possibility and opportunity, through technology. Our mission transcends our values through every customer, every interaction, every connection, every day.

Our values:

• We Build Trust and Ownership
• We Honour & Respect People
• We Cultivate Passion & Creativity
• We Innovate Feverishly
• We Go the Extra Mile
• We Believe in Humility
• We Communicate Openly & Honestly
• We Make it Fun
• We Teach, Grow & Learn
• We Do More, With Less

Where will the successful candidate fit in?

The Channel Account Manager is responsible for driving revenue growth and expanding RSAWEB's FTTH reseller network across South Africa. This is a commercially focused, hunter-first role requiring an individual who has personally built channel relationships within the South African fibre and connectivity industry, and who can demonstrate a proven track record of signing new reseller partners and exceeding sales targets.

Beyond the Western Cape, the role demands a national outlook, actively identifying, engaging, and onboarding FTTH resellers in underserved regions and growing RSAWEB's footprint through existing industry connections and proactive prospecting.

The Channel Account Manager also retains full ownership of their assigned partner accounts, ensuring partners are enabled, compliant, satisfied, and consistently growing their contribution to revenue. They act as the primary point of contact and trusted commercial partner for all resellers in their portfolio, managing the full account lifecycle from onboarding through to retention and expansion.

This role suits someone who is self-driven, thrives under high targets, and brings a ready network of ISP and reseller contacts to the table from day one.

Key Objectives

• Partner Acquisition & Business Development (National Hunting)
• Proactively identify, prospect, and sign new FTTH resellers across all major South African provinces, with a focus beyond the Western Cape.
• Leverage existing industry relationships and networks to accelerate new partner onboarding and pipeline generation.
• Build and execute a national channel growth strategy in collaboration with the Channel & Outbound Sales Manager.
• Attend relevant industry events, trade shows, and networking forums to represent RSAWEB and generate new leads.
• Onboard a minimum of 2–3 new active reseller partners per quarter contributing meaningful pipeline growth.
• Negotiate partner agreements, commercial terms, and enablement plans with prospective resellers.

Account Management & Partner Retention

• Build and maintain productive, professional relationships with key personnel across all assigned partner accounts.
• Serve as the primary escalation point and trusted advisor for top-tier reseller partners.
• Conduct monthly check-ins with all top-tier accounts and quarterly business reviews to assess performance and alignment.
• Assess, clarify, and validate partner needs on an ongoing basis to ensure RSAWEB remains the preferred wholesale provider.
• Maintain a partner satisfaction rating of ≥90% in quarterly surveys.
• Coordinate internal resources (support, service, management) to meet partner performance objectives.

Sales Enablement & Revenue Growth

• Drive sales through partner organizations to end-users in collaboration with partner sales teams.
• Train reseller partners monthly on RSAWEB products, pricing, promotions, and sales processes.
• Lead joint partner planning, setting performance objectives, financial targets, and quarterly milestones.
• Achieve assigned monthly, quarterly, and annual sales and profitability targets.
• Maintain ≥95% forecast accuracy on all partner account projections.
• Identify upsell and cross-sell opportunities within existing accounts to maximize revenue per partner.

Compliance, Operations & Reporting

• Ensure 100% of active partners remain aligned to RSAWEB compliance requirements within agreed timeframes.
• Submit accurate partner account plans and reports on time with zero major errors.
• Resolve channel conflicts efficiently with fewer than 5 escalations per quarter due to channel conflict.
• Respond to partner requests within 24 hours on 95% of cases.
• Lead solution development to address end-user requirements, coordinating company and partner personnel, with 85% partner satisfaction on proposed solutions.

Requirements

Education & Experience

• Bachelor’s degree in Business, Sales, Marketing, or related field (preferred).
• 5–8 years’ experience in channel sales, partner management, or account management within the South African telecoms, connectivity, or FTTH industry.
• Demonstrated track record of personally hunting and signing new FTTH or ISP reseller partners nationally — not just managing inherited accounts.
• Proven history of meeting or exceeding high-value sales targets in a channel or wholesale environment.
• Existing network of contacts within the South African FTTH reseller, ISP, or connectivity distribution ecosystem (essential, not advantageous).
• Previous experience in a leadership or team management role.

Skills & Competencies

• Deep understanding of FTTH channel sales models, reseller ecosystems, and wholesale fibre commercial structures.
• Strong hunter mentality — comfortable with cold outreach, pipeline building, and closing new partner agreements.
• Excellent communication, negotiation, and relationship-building skills at a senior commercial level.
• Ability to analyse data, prepare commercial reports, and develop actionable growth strategies.
• Strong conflict resolution skills with the ability to manage escalations diplomatically.
• Coaching and mentoring capability to develop a high-performing sales team.
• Highly organized with strong time-management and prioritization skills in a multi-account environment.

Technical Knowledge

• Proficiency in CRM and sales management tools (e.g. Salesforce, HubSpot, Zoho, or equivalent).
• Proficient in MS Office Suite (Excel, PowerPoint, Word).
• Strong understanding of the South African fibre/connectivity/telecoms industry landscape — including key FTTH network operators, reseller models, and competitive dynamics (essential).

The perks

• Medical Aid (Discovery)
• Reduced Gap Cover Rates (Turnberry Premier)
• Retirement Annuity Contribution (Allan Gray)
• Medical Insurance (Momentum - Health4Me)
• Discounted Internet Connectivity
• Free Employee Wellness Programme (Lyra)
• Team Buildings
• Exposure to latest industry technologies and standards
• Lastly, a work environment that rivals the very best!

If you have not heard from us within 2 weeks of submitting your application, please consider your application as unsuccessful.

Application Question(s):

• Valid Drivers License
• Do you have a reliable vehicle?
• What is your notice period?
• What is your current CTC? (salary + benefits)
• What is your CTC expectation?

Education:

• High School (matric) (Preferred)

Experience:

• Channel Sales: 5 years (Preferred)
• ISP : 5 years (Preferred)
• Team Lead: 2 years (Preferred)

Work Location: In person