- Reporting to the Regional Business Manager Middle East & Africa, the Channel Sales Manager – Sub-Saharan Africa is responsible for leading and expanding Linx’s channel partner network across Sub-Saharan Africa to accelerate distributor performance, expand market share, and drive strategic key account sales in industrial printing and identification solutions, and will be based in Kenya close to an airport.
In this role, a typical day will look like:
- Developing and executing a robust channel partner strategy aligned with annual sales objectives, fostering win-win partnerships that increase market penetration and strengthen Linx’s brand preference in Sub-Saharan Africa.
- Identifying, evaluating, and onboarding new channel partners in priority markets to broaden Linx’s reach and drive growth across the region.
- Driving distributor performance through regular business reviews, monitoring key metrics revenue, bookings, sales funnel, installed base growth, aftermarket revenue and providing coaching, commercial rigour, and tools to elevate partner sales effectiveness.
- Leading strategic engagement with key end-user customers in collaboration with distributors – developing and managing bespoke key account plans for our Continuous Inkjet CIJ, laser, and thermal printing solutions, and supporting field trials and demo activities to accelerate sales cycles.
- Continuously assessing market trends and competitive landscapes, leveraging customer and market insights to refine product positioning, value propositions, and pricing strategies for the Sub-Saharan Africa market.
- Promoting rigorous use of CRM and sales enablement tools to improve sales pipeline accuracy, forecasting, and visibility, while equipping channel partners with value-driven selling narratives that highlight Linx’s reliability, low total cost of ownership, and high uptime advantages.
The essential requirements of the job include:
- Willingness to travel up to 3 days per week approximately 8 nights away from home per month across Sub-Saharan Africa in order to engage with partners and key customers.
- 5+ years of experience in channel management and industrial B2B sales, ideally in technology, manufacturing, or industrial equipment sectors.
- Proven track record of managing distributor networks and driving partner-led sales growth, demonstrated by meeting or exceeding regional sales targets.
- Demonstrated success in key account management, with the ability to influence and win strategic customer deals directly and through channel partners.
- Degree in Electrical, Mechanical, or Electronics Engineering or a related technical field; an MBA or equivalent business management qualification is preferred.
- Experience working across diverse markets in Sub-Saharan Africa or similar emerging regions, with insight into local market dynamics and cultural awareness.
