About the position
This role is responsible for driving revenue growth through our connectivity and services portfolio through
our African Partners with a key focus on our Infrastructure as a Service cloud offering.
MINIMUM
QUALIFICATIONS:
- CCNP, AWS, Azure Business and sales professional or equivalent
vendor certification
- Thorough understanding of networking (MPLS, SD-WAN, Ethernet
and Internet)
- Business related degree would be an advantage.
MINIMUM EXPERIENCE:
- 6-8 years in sales roles with demonstrable track record of success of
hunting and farming large enterprise accounts.
- Strong network in Enterprise with multi-national corporations
across South African & Africa
- Track record of identifying and converting big deals
OTHER REQUIREMENTS
- Willing and able to travel extensively into Africa and Middle East
essential.
- Fluent in English. French and/or Arabic would be an advantage.
- Must be willing to work flexible hours to accommodate European
and African time zones.
- Must have own transport.
- Valid passport
Key Performance Areas:
- Achieve Sales Targets 40%
- Achieve Partner Reseller Targets 30%
- Funnel and opportunity Management 10%
- Sales Forecasting 10%
- Sales Hygiene 10%
Competency Requirements:
Industry and Product Knowledge:
- Sound knowledge of:
- South Africa and African markets
- ICT sector, products, and services, including technical expertise in selling network services, including SDWAN and IP
- Comprehensive Enterprise sales experience in selling to multinationals & carriers in Africa.
- Ability to understand channel, customer, supplier partners business and technology environment (at industry and corporate level) that influence strategic architecture and technology decisions.
- Understanding of Partner and supplier/customer business and IT strategies, trends and in country regulations.
Skills:
Strategic selling
- Demonstrable expertise in complex solution selling.
- Account and opportunity planning.
- Excellent appreciation of key enterprise and channel players in the designated region with a strong portfolio of deals closed in past.
- Building and maintaining relationships.
Account Management
- Global account management experience.
Prospecting
- Ability to identify market trends and opportunities in Africa.
Compelling Communication
- Strong written skills.
- Exceptional negotiation skills with an ability to influence others.
- Presentation skills.
- Microsoft Office (Word, Excel, PowerPoint, Outlook).
Forecasting and Governance
- Business reporting with specific emphasis on forecasting and funnel management and business review competence.
Behavioral
- Customer accountability and expectation management.
- Excellent business acumen.
- Entrepreneurial skills.
- Able to operate independently.
- High levels of self motivation.
- Results oriented.
- Tenacity and resilience.
- Problem solving skills.
Job Grade:
Key Stakeholder Relationships
Internal:
- Head of Enterprise Sales.
- Sales team.
- Commercial Managers.
- Product & Innovation team.
- Supply Chain.
- Quality Assurance.
External
- Multi-National Corporations.
- Resellers / Master Agents (Channel Partners).
- System Integrators.
- Application Service Providers.
Key Performance Areas:
Achieve Sales Targets Task:
Tasks:
- Achieve new business sales targets by identifying and prioritising on-boarding of new customers / new product revenue streams in the region.
- Achieve Billed Revenue target by cross selling and up selling within allocated base of Customers.
- Present at Big Deal Forum, identify and manage key resources.
- Manage churn by ensuring an effective retention strategy within account base.
- Selling of value-added services and products
Achieve Partner Reseller Targets
Tasks
- Achieve agreed targets by developing sales plans and increasing brand awareness with our clients Partners.
- Stay abreast of latest developments in marketplace and competitor activities.
- Successful integration of all elements of technical and commercial solutions.
- Work with Vendors Channel to train their technical teams on our clients products and cloud platform.
Funnel and Opportunity Management
Task
- Identify prospects and qualify opportunities in order to build adequate cover for pipeline.
- Ensure Opportunity plans are completed for all prospects.
- Ensure opportunities flow through the sales cycle by identifying Customers’ needs and aligning solutions to the requirement.
Sales Forecasting
Task
- Ensure Adequate Cover in Long, Middle and Short-Term Forecasting.
- Ensure your forecast is accurate and in line with set
- Ensure plans are in place to address any gaps.
Sales Hygiene
Task
- Contribute to revenue assurance by managing client renewals, MACD’s and debtors’ days.
- Ensure all information (internal and external) submitted is accurate, on time and in sufficient detail.
- Ensure all meetings have agendas and minutes are taken for follow up action.
- Ensure all client communication is professional and submitted timeously.
- Demonstrate accountability to the client and drive internal delivery across departments.
Key Performance Indicators:
Achieve Sales Target:
- 100% of annual, quarterly, and monthly sales targets.
- Develop and drive prospect list and market expansion.
- 100% of revenue target.
- Compile and lead submission to successful close.
- Ensure churn is in line with company objectives.
- 20% of sales performance is value-added services/ products.
Achieve Partner Reseller Targets
- 100% of annual, quarterly, and monthly sales targets.
- Resolve regulatory issues.
- Identify new business opportunities.
- Commercial models are understood and successfully executed.
- Enhanced Partners problem-solving & selling capabilities on the platform/network.
Funnel and Opportunity Management
- Achieve minimum 2x 10:5:3 ratio such as “Suspect, prospect, opportunity” ratio per quarter (6 qualified opportunities).
- All proposals are professionally submitted timeously.
- Budget and timing are confirmed.
- Risks are identified and mitigated.
- Customer’s needs are met, and deals closed.
Sales Forecasting
- Long term (4 months +) 3 x’s weighting cover.
- Medium term (2-3 months) 2x weighted cover.
- Short term (1 month) 1 x cover, close what was committed.
- Forecast in line with objectives.
- Submit weekly, monthly, and quarterly performance reports.
Tracking Report/BI Tool
- Sales tool
- Sales Reports
- ADP’s
- Activity
- Reports
Sales Hygiene
- Proactive retention management.
- 120 days prior to contract anniversary.
- Accurate forecasting of risk.
- Debtors days <45 days.
- Data integrity.
- Business etiquette.
- Activity tracked on quote tool.
- Proposals and quote submissions.
- Customer satisfaction.
- Within SLA’s.
- Client satisfaction.
Desired Skills:
- Business Development Manager
- MPLS
- SD-WAN
- Ethernet
- telecoms sales
Employer & Job Benefits:
- medical aid
- provident fund
