Emmanuel Sechaba Mothibedi
Centurion
Summary
Experienced Channel Manager with a strong background in driving sales growth across technology solutions in Africa. Skilled in building lasting partnerships and understanding market trends. Committed to delivering excellent customer service and achieving business objectives.
Overview
21
21
years of professional experience
Work History
Regional Channel Manager- Africa
Spirent Communications
08.2022 - Current
- Develop and manage a robust channel partner pipeline across the Africa region, with a primary focus on Network Lab Test and Assurance solutions, including 5G, Ethernet, Cloud, SaaS, PNT, Wi-Fi 6/7, and Cybersecurity (SD-WAN compliance testing).
- Drive revenue growth across Africa by enabling and expanding business through GSI (Global System Integrator) partners.
- Build and strengthen external customer relationships while collaborating closely with core sales teams to align customer strategies and engagement plans that support Spirent’s business objectives.
- Facilitate clear and timely communication on strategic and tactical issues impacting customers and partners, ensuring alignment and effective decision-making.
- Maintain deep, up-to-date knowledge of industry trends, emerging technologies, and competitive dynamics that influence target markets.
- Develop market strategies and customer-specific goals across the full Spirent portfolio, with strong understanding of account strategies, objectives, and long-term plans.
- Own the accuracy of sales forecasting by demonstrating full command of the sales lifecycle—from initial engagement to procurement and close.
- Recruit, onboard, train, and enable new channel partners to accelerate market penetration and solution adoption.
- Willingness to travel extensively: 70% domestic travel with additional international travel as required.
Channel Sales Specialist
Nashua Limited
08.2019 - 06.2022
- Manage sales performance per allocated region.
- Collaborative liaison between customer, channel and partner on connectivity, cloud, SaaS and data security solutions.
- Support channel, partner, and customer in solution offering.
- Maximize performance of monthly sales targets, budgets, goals for channel and partner.
- Close, manage & drive opportunities to customers to exceed quotas.
- Develop sales plan with the Franchise holder and measure conversion rate.
- Drive cloud, connectivity, security including print and collaborative solution selling together with the Franchise and Customer.
- Experience in Partner sales or business development within the Software / IaaS/ Cloud / SaaS markets.
- Provide guidance in generating professional service revenue streams, independent of equipment and software sales.
- Maintain and grow profitability within the Franchises and customer as assigned in allocated portfolio.
- Aggressively pursue and close new business, yet building trust, loyalty, and solid long-term relationships with key decision-makers.
- Build and enhance customer relationships.
- Deliver customer excellence in everything you do.
- Delegate authority and responsibility with accountability and follow-up.
- Effectively prioritize multiple tasks, projects, and deadlines simultaneously.
- Manage 30,60,90 sales forecast with an accurate pipeline.
- Extensive travel and networking ability.
Channel Manager
Liquid Telecom
05.2017 - 08.2019
- Establish and maintain relationship with new including assigned partner accounts.
- Provide training and product update for all connectivity, security, and cloud solutions to partners.
- Developing a solid Data Centre opportunities and pipeline.
- Drive incentive and strategic plans with partner accounts.
- In-depth understanding of the current market trends, competitors in the market and associated segment for business development.
- Provide full understanding knowledge of Sub-marine, Terrestrial & Satellite Telecommunications market & technology to assigned partner accounts.
- Single point of contact for the Liquid Customer Experience including deployment project of solutions ordered.
- Drive IoT opportunities with channel partners.
- Generating Sales Revenue and achieve set agreed targets.
- Top Channel Manager for FY2019
Channel Account Manager
Internet Solution
01.2016 - 03.2017
- Establishing productive relationships with assigned partner accounts.
- Maintain profitable Fibre and Internet Access sales volume and strategic objective toward target.
- Provide training for partners on Layer 2 and layer 3 Fibre products including Broadband.
- Assist partners with presentations and tender response solutions.
- Managing 30/60/90 sales forecast with an accurate pipeline.
- Ensure partner compliance with partner agreement.
- Proactively recruit new Fibre qualifying partners.
- Ensure joint planning process to assist partner to achieve financial target and profitable fibre margins.
- Managing support services to meet partner objectives and expectation.
- Manage reports on partner monthly review.
Internal Account Manager( Contract)
Vodacom
05.2015 - 12.2015
- Generating revenue within SME and SOHO segments.
- Increase revenue by signing up new line contracts within the existing segment (Data, Voice, Smart packages, Fibre links and broadband solutions).
- Increasing revenue by cross selling and upselling within the existing segments.
- Increase revenue by selling VAS.
- Retain the existing base in a form of contract upgrade renewals.
- Responsible and accountable for maintenance of the existing base in a form of analysing usage, contract term, VAS, correct username, cost centre, etc.
- Responsible for conducting campaigns within the existing base.
- Achieving set strategic target.
- Implementation of service improvement plans based on customer’s concern.
- Responsible for account planning and conduct regular service reviews with the customer in an effort to support service planning.
- Ensuring that the services and SLA related requests are aligned to the MAA, SLA and commercial agreement.
- Create and manage relationship with customer and Vodacom’s stakeholders.
- Negotiate at the appropriate level within Vodacom to ensure customer’s requirements are met and fulfilled.
- Partner with customer to create and develop industry best practise by creating long term relationship between customer and Vodacom.
Account Manager
Inter Active Technologies
06.2012 - 01.2015
- Achievement of a pre-agreed sales target for a pre-determined period, across any allocated and/or self-identified sales opportunities.
- Ensuring profitability/margins of sales into corporate business.
- Penetrating competitor markets.
- Ensure effective customer satisfaction and after-sales care, and capitalize on existing accounts.
- Develop and capitalize on new business opportunities.
- Perform internal and customer-facing presentations.
- Build a sizable pipeline to ensure on-going new business opportunities, and report on this on a weekly basis.
- Prepare for strategic account planning.
- Keep an up-to-date proposal list with the Bid Office.
- Prepares the bidding documents for RFQ/RFI/RFP.
- Managing major account on call centre to business intelligent tools.
- Signing of new accounts like Sanlam Health, Transnet, Edcon, Hollard and ABSA.
- Resurrecting African based partnership on outsourcing business.
- Contributing over R30mil on business turnover.
Dealer Channel Manager
Nashua Mobile
02.2007 - 04.2011
- Retention and growth of existing customer base.
- Achieve set targets.
- Establish, maintain and maximise relationship building for both Public Sector, Enterprise, Retail and partner channel.
- Interaction with Public Sector DG’S, Enterprise exec’s and dealers on future needs/ Future Needs Analysis.
- Accurate proposals via written confirmation including validity date.
- Identification and signing of a prospective dealer channel.
- Prepare dealer commission figures for monthly payments.
- Coordinates delivery of products and services with distribution.
- Develop and update product promotional material with suppliers.
- Regular visit to dealer corporate client and resolve any outstanding issues.
- Channel performance, training and development on converged solutions, handsets, VOIP solution and hardware, LCR, ADSL, Neotel, GSM, Wimax, Blackberry server solution, APN/VPN, 3G and HSDPA data products including SMS Gateway product.
- Identified new dealer channels (Panasonic, Talk IP, Newcor Comm).
- Key account managed (Eskom-Menlyn, SAB Isando, SARS- Megawatt Park, National Dept. of Water Affairs).
- Converged solution voip deal for Protea Hotel group.
- Always achieved monthly set target of new 100 connections through all my channels.
- Managed to assist all channels to minimise exposure on their expired base.
- Assist all channels with closing of deals and customer relations.
Account Manager
GijimaAST
10.2005 - 01.2007
- Outsourcing and development of new business in Public sector, SME and retail market.
- Maintaining and servicing existing client relationships from Public sector, SME, Large enterprise.
- Perform quarterly reviews with key accounts.
- Selling of all Philips PABX communication packages.
- Assisting with installation of PABX, VPN and other softwares (Juniper, Oracle, MS).
- Travelling on weekly basis to provincial departments out of Gauteng.
- Completing of all administration document for Telkom on behalf of a client.
- Generation and presentation of proposals for clients.
- Reason for leaving: Career growth and development.
Education
Certificate - Sales Management
UCT
Cape Town01.2016
ND Chem Eng - Chemical Engineering
Peninsula Technikon
01.1997
Matric -
Johannesburg Tutorial College
01.1994
Skills
- Relationship building
- Market analysis
- Sales forecasting
- Strategic planning
- Customer service excellence
- Partner training and support
- Revenue growth strategies
- Solution selling
- Communication skills
- Problem resolution
- Territory management
- Analytical mindset
- Customer relationship building
- Customer retention techniques
- Performance monitoring
- Competitor research
Custom Section
7604025357080
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Regional Channel Manager- Africa
Spirent Communications
08.2022 - Current
Channel Sales Specialist
Nashua Limited
08.2019 - 06.2022
Channel Manager
Liquid Telecom
05.2017 - 08.2019
Channel Account Manager
Internet Solution
01.2016 - 03.2017
Internal Account Manager( Contract)
Vodacom
05.2015 - 12.2015
Account Manager
Inter Active Technologies
06.2012 - 01.2015
Dealer Channel Manager
Nashua Mobile
02.2007 - 04.2011
Account Manager
GijimaAST
10.2005 - 01.2007
Certificate - Sales Management
UCT
ND Chem Eng - Chemical Engineering
Peninsula Technikon
Matric -
Johannesburg Tutorial College