About the position
About the Role
A leading telecommunications solutions provider is seeking a dynamic Account Manager to drive business growth and strengthen market presence within the Platform Solutions environment.
The successful incumbent will be responsible for developing new business opportunities, managing a defined sales territory as a commercial marketplace, and building long-term client partnerships through solution-based selling.
Role Purpose
The Sales Representative is responsible for executing a business development strategy by identifying quality leads and converting them into successful product, service, or solutions agreements.
The role focuses on achieving consistent growth in the platform business customer base and sales revenue through:
- Achievement of sales and revenue targets
- Expansion of market penetration within the assigned territory
- Contribution toward overall strategic business objectives
The territory must be managed proactively, continuously identifying opportunities, closing new deals, and strengthening market dominance.
Key Responsibilities
Platform Sales Management - New Business
- Financially justify solution value using structured business and ROI models.
- Manage and influence stakeholders within complex buying centres.
- Apply advanced Solution Selling methodologies, including:
- Strong probing skills to uncover Needs, Pain Points, or Opportunities.
- Active listening to fully understand client requirements.
- Evaluation of business consequences and alternatives.
- Clear articulation of features, advantages, benefits, and unique value propositions.
- Development of concise Executive Summaries supporting decision-making.
- Maintain high standards of customer care, ethics, integrity, and delivery against commitments.
- Demonstrate political awareness required for complex enterprise sales environments.
- Identify compelling client business needs and design appropriate solutions.
- Drive demand-generation activities within assigned markets.
- Maintain strong internal and external stakeholder networks.
- Provide mentorship, coaching, and operational guidance where applicable.
Core Responsibilities
Sales Management - New Business
- Achieve annual revenue and order intake targets.
- Generate and manage qualified sales opportunities through to closure and invoicing.
- Monitor billing performance and customer satisfaction levels.
- Distribute relevant thought leadership and marketing content to customers.
- Develop product and solution knowledge across OEM and in-house offerings.
- Engage pricing and decision-support teams during proposal development.
- Maintain accurate pipeline reporting and performance tracking against targets.
- Develop new customer relationships through collaborative sales initiatives.
- Support cross-business collaboration to maximise industry opportunities.
- Actively pursue and close qualified opportunities.
- Maintain strong understanding of business unit strategy, growth plans, and risks.
- Collaborate with leadership to develop new revenue-generating solutions.
- Implement key account management practices.
- Identify new market opportunities and innovation prospects.
- Drive cross-selling, upselling, and industry collaboration initiatives.
Governance, Risk & Business Continuity
- Stay informed on industry trends, innovations, and operational best practices.
- Monitor internal and external risks impacting business performance.
- Lead improvement initiatives that increase profitability or reduce risk exposure.
- Uphold the highest ethical and governance standards.
External Parties & Relationship Management
- Manage relationships with partners and service providers.
- Monitor service delivery performance and escalate deviations where required.
Qualifications & Experience
- Business Management Degree/Diploma or equivalent Technical Diploma in IT, Communications, or Transmission.
- Minimum 10 years' progressive professional services experience, including account growth and new business development.
- Minimum 5 years' proven success in selling complex, high-value IT or technology solutions.
- Two-way radio or PoC Radio experience advantageous but not essential.
Key Skills & Attributes
- Strong Business Acumen
- Corporate Governance Understanding
- Solution Sales Methodologies
- Industry & Domain Knowledge
- Entrepreneurial Mindset
- Assertiveness & Leadership
- Attention to Detail
- Conflict Management
- Professional Presentation Skills
- Customer Relationship Management
Competencies
Behavioural Competencies
- Effective Communication & Information Sharing
- Results Driven
- Intellectual Capability
- Complex Solution Sales & Support
- Thought Leadership
- Virtual Team Management
Learned Competencies
- Differentiation & Persuasion Skills
- Prospecting & Lead Generation
- Channel & Key Account Management
- Product & Service Expertise
- Competitive Selling Strategies
Hygiene Factors
- Adaptability to Change
- Continuous Learning & Growth Mindset
- Integrity, Values & Trust
- Logical Thinking
- Passion for Customers and Excellence
***Salary - R450,000.00 - R700,000.00 (Negotiable, based on skills, experience and in relation to current package)
Desired Skills:
