Channel Partnerships Lead/ Director at Robert Walters

The Role This is a hands-on, high-ownership sales role. You'll be the primary driver of new business across the region—owning the full sales cycle from prospecting to close, working closely with leadership on go-to-market (GTM) strategy, and building relationships with enterprise customers and channel partners across the continent. You won't be handed a polished playbook on day one—you'll help build it. If that excites you, read on.


What You'll Do


Own the end-to-end sales cycle for new enterprise accounts across South Africa & Sub-Saharan Africa—from outbound prospecting and discovery to proposal, negotiation, and close.
Identify, develop, and manage relationships with channel partners including resellers, SIs (System Integrators), and MSPs (Managed Service Providers) to drive partner-led pipeline.
Work closely with leadership to execute the company's GTM motion and competitive displacement strategy against industry incumbents like Datadog and Dynatrace.
Lead discovery conversations that uncover genuine customer pain points—cloud costs, tool sprawl, observability gaps—and position the platform as the solution.
Collaborate with technical pre-sales teams to drive proof-of-value engagements and move deals forward.
Represent the company at industry events, partner forums, and customer meetings across the region.
Feed market intelligence, customer feedback, and competitive insights back into GTM and product teams.
Build and maintain an accurate pipeline with clear visibility on progression and forecasting (experience in Salesforce or HubSpot preferred).


What We're Looking For


5+ years of B2B enterprise software sales experience, ideally in cloud infrastructure, DevOps, or observability solutions.
Proven track record of closing mid-to-enterprise deals in South Africa & SSA markets—you understand how enterprise procurement works in this region.
Experience selling through or alongside channel partners such as resellers, SIs, or MSPs.
Commercially sharp with strong discovery skills—you listen more than you talk and ask insightful questions.
Self-starter mentality—you're comfortable with ambiguity and excited by the challenge of building something from early stages.
Existing network across enterprise tech buyers and channel partners in South Africa and broader SSA region is a strong plus.
Familiarity with observability, monitoring, or cloud infrastructure space is advantageous but not mandatory—curiosity and technical aptitude matter more.
Based in South Africa with willingness to travel across SSA region.


What's In It For You


Competitive base salary with rewarding commission structure.
Early-stage equity opportunity (to be discussed).
Direct access to leadership and real influence over how the commercial motion is built.
A product that genuinely solves real problems—you won't struggle to believe in what you're selling.
Fast-moving environment where ownership is rewarded without politics.