Job Description

ROLE DESCRIPTION
Assumes responsibility as an Account Manager - Microsoft, based in Durban. The successful individual will be responsible for proactively growing and developing Microsoft Focused Partners through high touch engagement and selling.
Your Key Responsibilities DUTIES & RESPONSIBILITIES
Assumes responsibility for proactively developing and growing Microsoft focused Partners through high touch engagement and selling.

• Manage and grow strategic Partner accounts across multiple Vendors, aligning with Partner strategy and technology needs.
• Build strong 3-way relationships (Partner, Vendor, Westcon-Comstor) to drive mutual business growth.
• Identify cross-vendor opportunities, support with specialists, and promote Westcon-Comstor and Vendor offerings.
• Conduct Quarterly Business Reviews, track sales goals, and follow up on Partner opportunities.
• Deliver product updates, drive digital tool adoption, and participate in Vendor focus days and sales presentations.
• Maintain knowledge of Partner commercials and ensure quota achievement.

Assumes responsibility for execution and excellence on sales administration.

• Ensure accurate data entry (Partner/end user info, sales stage, close date, opportunity owner) in SalesCentral.
• Maintain up-to-date records of Partner interactions, transactions, and inquiries.
• Provide accurate sales forecasting and participate in regular sales meetings.
• Respond to Partner queries professionally and within SLA timelines.
• Manage and resolve order-related and finance queries, ensuring Partner satisfaction.
• Provide product information across the Microsoft stack (M365, Azure, D365, BizApps, etc.).
• Monitor and manage system holds and promotion creation (Freshdesk, SBA, MDM).
• Track backlog, update Partners on delivery expectations, and conduct regular POS and backorder checks (SalesCentral, Power BI).
• Escalate unresolved issues via workflow tools and record actions taken.
• Continuously develop product knowledge and attend all required meetings.

Assumes responsibility for establishing & maintaining good business relations with assigned Vendors.

• Develop and maintain Vendor relationships in conjunction with relevant channel manager (s) that produce referral business opportunities.
• Establish productive Vendor relations to ensure quality of service to Partners.

Assumes responsibility for maintaining effective communication, coordination and working relations with Westcon-Comstor Team Members and management.

• Keep management updated on key activities, competitive shifts, and major issues.
• Provide regular forecasts on long-term sales and product needs.
• Collaborate with internal teams (Channel, Presales, Marketing, Backoffice) to support Partners.
• Attend all required meetings and assist team members as needed.

Assumes responsibility for related duties as required or assigned.

• Remains up to date on industry trends and market changes.
• Attends required training, completes certifications, and special projects.
• Follows all lawful work-related instructions from authorized personnel.

Qualifications / Requirements PERSON SPECIFICATION
Education

• Matric.
• Tertiary education is preferred.
• Microsoft Foundational Certifications a required minimum

Knowledge

• Strong understanding of Microsoft solution models (Cloud, CSP, Azure) and ability to position and sell the full MS stack.
• Ability to identify opportunities with OEMs and navigate the sales cycle effectively.
• Knowledge of product positioning, competitive landscape, sales and marketing strategies, and customer support processes.

Experience

• 5+ years of proven Sales Account Management experience.
• 3+ years of expertise in Microsoft Licensing, Cloud, CSP, and Azure solutions.
• Demonstrated success in growing Partner business and driving revenue.
• Strong background in Customer Relationship Management and Service.

Desired Skills, Abilities & Attributes

• Strong business acumen, competitive insight, and execution excellence.
• Proficient in technology and Microsoft Office.
• Excellent communication, presentation, and negotiation skills.
• Detail-oriented with strong problem-solving, multitasking, and organizational abilities.
• Builds strong relationships and handles confidential or high-pressure situations with tact.
• Skilled in capturing accurate Partner data and adapting to changing demands.

Values

• Demonstrates and embraces Westcon-Comstor values of Ambition, Integrity, Partnership and Accountability,

*** Recruitment and Selection of candidates will be according to the Company's Employment Equity Targets***
About Us

Skills Required