Executive: Specialised Sales
6d ago
source : Job Placements

Role Description :

Responsible for driving solution specific sales targets, identifying new sales opportunities within existing and new accounts and identifying and showcasing how the client’s product / solution & capability will meet customer needs.

Key Deliverables :

  • Drive the identification and the development of product / solution specific sales pipeline.
  • Work with the account managers and other internal teams to develop the account specific sales pipeline.
  • Facilitate the sales and servicing process by providing expert subject matter product / solution advice and expertise to internal and external clients.
  • Enable servicing of the client post sale by ensuring that the customer delivery teams are briefed on client / solution specific arrangements / requirements to enable integration and servicing of client.
  • Drive the lead generation and lead qualification process by proactively attending meetings with existing and potential clients to understand their technical and business challenges / requirements and demonstrate how a product / solution set would be best fit to meet their requirements.
  • Leverage customer insights from the marketing function to identify and pursue sales opportunities.
  • Drive the sales conversation by leveraging technical and internal industry expertise and knowledge of the client to perform a customer needs analysis and develop and present tailored product / solution offerings and pricing options to clients.
  • Participate in the sales management process by driving and owning sales opportunities from a technical perspective from opportunity identification throughout the sales process until the contract is signed and the client handed over to the delivery team.
  • Provide leadership and direction to client and capability teams, fully leveraging all direct and indirect resources and ensuring optimal levels of productivity, service, communications, and quality in a matrix environment for assigned clients.
  • Provide product / solutions specific input to proposals including developing commercial and technical documentation showcasing the value proposition of the product / solutions.
  • Manage the identification and mitigation of actual or potential risk within product / solution and provide expert advice and insights to mitigate the potential impact.
  • Ensure compliance to all relevant internal and vendor / OEM’s governance policies, frameworks, standards, processes, systems and tools.
  • Drive cross-team collaboration in product / solution, to bring the best that the product / solution has to offer to all customers.
  • Direct team activities to ensure full collaboration and partnership and leveraging the company’s full complement of resources to support the business.
  • Develop and maintain relationships within product / solution expert community, attend industry / product events and establish a knowledge network to build and maintain reputation as a subject matter expert in product / solution.
  • Maintain processes to ensure adherence to Service Level Agreements (SLAs) and turnaround time with internal and external stakeholders for the product / solution
  • Functional Skills

  • Sales Strategy
  • Sales Analytics
  • Business Development
  • Customer Behaviour Analysis
  • Account Planning & Management
  • Risk Management
  • Vendor Management
  • Qualifications

  • Relevant Degree (NQF7) in IT / Business / Commerce or Sales / Marketing
  • OR NQF 4 (Grade 12)
  • Experience

  • 8-10 years’ experience in the complex consultative specialist ICT sales, of which 2 years is at an executive level. Incumbent must have proven business acumen and a successful track record of meeting sales targets, with experience in C-suite stakeholder engagement.
  • Specific specialisation of Digital related solution / technical sales required.

  • Alternatively, 11 years’ experience as per the above sales experience, of which 3 years is at a senior specialist level.
  • If Highest Qualification at NQF4 then also require 11 years relevant experience, of which 3 years should be at a senior specialist level.
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