Channel Lead - Microsoft Africa

Epsidon Technology Holdings

  • Nairobi
  • Permanent
  • Full-time
  • 27 days ago
MAIN PURPOSE OF THE POSITION:The main purpose of the Channel Lead – Microsoft Africa is to grow First Distribution’s Microsoft presence in Kenya by building a strong, scalable partner ecosystem. This role drives channel alignment enables revenue growth across Microsoft Cloud, Modern Work, and Security solutions, and ensures consistent execution of Microsoft programs. The Africa Lead will focus on partner readiness and enablement, strengthen regional partner relationships, and accelerate market penetration in alignment with First Distribution’s Africa expansion strategy.CHANNEL LEAD – MICROSOFT AFRICA DUTIES AND RESPONSIBILITIES:Channel Development & Expansion
  • Build and execute a structured channel growth strategy for Kenya.
  • Recruit, onboard, and support new Microsoft partners, driving Net Partner Acquisition (NPA).
  • Strengthen relationships with key resellers, distributors, and alliances to scale Microsoft cloud adoption.
  • Expand First Distribution’s local footprint in alignment with the Africa hub strategy.
Business Development & Microsoft Alignment
  • Ensure ongoing alignment with Microsoft Kenya field teams and MCC teams.
  • Drive co-selling, partner activation, and regional campaign execution.
  • Support cloud modernization initiatives across Azure, Security, and Modern Work solutions.
  • Identify pipeline opportunities and grow consumption revenue in line with FD and vendor targets.
Partner Enablement & Technical Coordination
  • Guide partners across Microsoft programs, competencies, profitability models, and incentives.
  • Facilitate partner education and readiness activities, including workshops, certifications, and enablement sessions supported by regional technical teams.
  • Leverage internal Centers of Excellence (Security, Migration, Azure Engineering) to accelerate partner capability development across Kenya.
Sales Execution & Revenue Growth
  • Motivate partners to build, sell, and deploy advanced Microsoft solutions across cloud workloads.
  • Achieve regional revenue targets for ACR (Azure Consumed Revenue), NCA (Net Customer Acquisition), and security/modern work growth metrics.
  • Work collaboratively with regional managers and product specialists to drive demand generation and close partner opportunities:
  • Regional Revenue Ownership and Growth - Own and deliver the Microsoft practice revenue and profitability targets across the region by driving partner consumption, licensing growth, and cloud adoption aligned to Microsoft Brand priorities.
  • Regional Market Coverage and Travel - Travel regularly across countries in the region to engage partners, support strategic opportunities, and drive regional Microsoft practice growth.
Relationship Management
  • Establish First Distribution as a leading Microsoft value-added distributor in Kenya.
  • Maintain long-term strategic relationships with partners, supporting them through sales cycles, solution design, and account planning.
  • Serve as the primary point of contact for Kenya-based vendors, partners, and customers.
Operational Leadership
  • Ensure accurate reporting, compliance, and administration around CSP, incentives, and order fulfilment.
  • Ensure Accurate forecasting & reporting on a monthly basis.
  • Manage internal coordination across sales, operations, and the broader Microsoft business unit.
  • Oversee brand folders, product updates, announcements, and operational readiness.
Thought Leadership & Representation
  • Represent First Distribution in Microsoft partner forums, field engagements, and regional events.
  • Deliver insights, competitive positioning, and market intelligence.
  • Promote best practices for Microsoft Copilot, AI, security, and cloud transformation
REQUIREMENTS:Internal training associated with competencies:
  • During the first week of your employment, you'll be presented with a meticulously crafted learning map designed to seamlessly guide you through your on-the-job training experience.
REQUIREMENTS:
  • 5+ years Microsoft ecosystem experience (distribution, partner management, cloud sales, or vendor-level engagement).
  • Deep understanding of Microsoft CSP, Azure, Modern Work, and Security programs.
  • Proven experience in developing and managing a channel within Kenya.
  • Strong network within Microsoft Kenya and the local channel ecosystem
  • Preferred Microsoft certifications (Azure, Security, M365 Fundamentals/Solutions)
  • Experience working in an Africa-wide or regional cloud distribution environment.
SKILLS AND ABILITIES:
  • Strong Self-Motivational and Empowerment
  • Strong Communication
  • Strong Relationship and Self-Management
  • Takes
  • Works well with all kinds of
  • Remains calm under pressure
ABILITY TO MEET JOB REQUIREMENTS:
  • Fluent in English.
  • Own reliable transport.
OFFICE REQUIREMENTS:
  • Remote based
  • Working hours are from 08:00 – 17:00.
  • Excellent international business language skills (English), both written and verbal.
NOTE:
  • This is a permanent position subject to a successful three-month probationary period.
  • You will be required to perform such duties as reasonably required by the business.
  • Your job description may be amended from time to time if it is valid and reasonable.
  • You will serve the Company or any Associated Entity in such capacity as management may reasonably require.
  • Duties must be performed` faithfully, diligently, and to the best of your abilities.
  • You agree to use your best endeavors to promote the best interests of the Company and any Associated Entity.
  • You may be required within reason, to work outside of set duties and/or perform in more than one role.

Epsidon Technology Holdings