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
Customer Behaviour Analysis
Account Planning & Management
Relevant Degree (NQF7) in IT / Business / Commerce or Sales / Marketing
OR NQF 4 (Grade 12)
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.