Channel Partnerships Lead/ Director

About the Company This organization is a next-generation observability platform helping enterprises gain full-stack visibility across their cloud, applications, and infrastructure—all in a single platform, at a fraction of the cost of legacy players. The platform is natively integrated with all six major clouds—AWS, Azure, GCP, Alibaba, Tencent, and Huawei—making it uniquely positioned for enterprises running multi-cloud environments across the African continent. It is AWS Marketplace listed, SOC 2 certified, and recognized as an AWS Partner of the Year for 2025. The company is growing fast and looking for a hungry, commercially sharp Channel Partnership Lead to help build its presence across South Africa (priority 1) and the wider Sub-Saharan African region. 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.