Channel Manager – Partner & Revenue Growth (Kenya)

About the role

The Channel Manager will lead partner acquisition, enablement, and revenue growth across East Africa. You will build a strong reseller ecosystem, manage OEM relationships, and drive pipeline generation for cybersecurity, AV, UC and IT solutions.

Key responsibilities

• Identify, recruit and onboard resellers, VARs and system integrators across Kenya and the wider region.
• Develop tiered partner programs (Silver, Gold, Platinum) and maintain an active partner network.
• Own channel revenue targets and build a qualified pipeline for cybersecurity, professional AV, unified communications and core IT infrastructure.
• Collaborate with OEMs such as Logitech, Biamp and cybersecurity vendors to align local execution with vendor goals and secure Market Development Funds.
• Deliver regular product training, certifications, demos, roadshows, webinars and technical sessions to enable partners.
• Monitor competitor activity, market pricing and vertical opportunities, providing strategic insights for expansion.
• Work closely with pre‑sales engineers to support partner deals and ensure proper solution positioning.

Required profile

• Bachelor’s degree in IT, Business or a related field.
• 4–7+ years of experience in channel sales, distribution or B2B tech sales.
• Proven track record in the East African market is a strong advantage.
• Experience working with distributors, OEMs or system integrators and an existing network of resellers in Kenya.

Required skills

• Cybersecurity solutions
• Professional Audio‑Visual (AV) solutions
• Unified Communications (UC) platforms
• Core IT infrastructure technologies