About the position
Job Purpose
The Direct Account Manager is responsible for driving business development initiatives, identifying quality leads, and converting opportunities into successful product, service, or solutions deals.
The role focuses on achieving consistent growth in the operating company's customer base and revenue by meeting and exceeding sales targets, contributing directly to business expansion and strategic objectives.
Direct Account Manager will manage their assigned territory as a marketplace - continuously identifying opportunities, building dominance within their market, and maximizing customer penetration through new business acquisition and account growth.
The role requires building long-term client relationships and cultivating service opportunities by leveraging a broad solutions portfolio to deliver measurable business outcomes for clients across industries.
Key Responsibilities
Sales & Business Development
- Develop and execute a territory-based business development strategy.
- Identify, qualify, and convert new sales opportunities into revenue.
- Financially justify solution value using structured business and ROI models.
- Maintain a healthy and sustainable sales pipeline.
- Lead demand-generation activities within the assigned market and solutions portfolio.
- Articulate client compelling business needs and design solutions aligned to stakeholder requirements.
- Differentiate solutions at both business and technical levels.
- Prepare clear and effective executive summaries to support customer decision-making.
- Demonstrate high standards of customer care, ethics, integrity, and delivery against commitments.
Solution Selling Capability
Demonstrate strong solution selling fundamentals:
- Apply advanced probing techniques to uncover customer Needs, Pain points, or Opportunities for Gain (NPG).
- Practice active listening to understand business challenges.
- Evaluate consequences of alternative solutions, including maintaining status quo.
- Link solution features, advantages, and benefits directly to client business outcomes.
- Present compelling value propositions aligned to customer objectives.
- Manage engagements across multiple decision-makers and stakeholders.
Core Responsibilities
Revenue & Performance
- Achieve annual revenue and sales targets.
- Convert qualified opportunities into closed deals and invoiced revenue.
- Track and maintain customer satisfaction levels.
- Monitor and report on pipeline performance, new business growth, and competitive positioning.
- Present progress against sales objectives and targets.
Customer & Market Engagement
- Establish and grow relationships with new and existing customers.
- Support collaborative sales initiatives to expand market reach.
- Drive follow-through on all qualified opportunities.
- Distribute relevant thought leadership and marketing material to customers.
- Continuously educate customers on available services and identify expansion opportunities.
Internal Collaboration
- Work closely with Pricing and Decision Support teams during proposal and quotation development.
- Collaborate across internal business units to support solution delivery.
- Maintain a strong understanding of products, services, and solutions portfolio.
Stakeholder Engagement
Engage effectively with:
- Clients and strategic partners
- Consultants and service providers
- External advisors and subject matter experts
Qualifications, Experience & Skills
Educational Qualifications
- University Degree or College Diploma (preferred)
Professional Development
- Sales development training
- Personal or professional development courses
Experience
- Minimum 5-10 years' experience in solution sales.
- Proven track record of achieving sales targets and growing accounts.
- Experience in solution selling, telecommunications, SaaS, or IT services environments advantageous.
- Demonstrated ability to manage new business acquisition and account development.
- Telco industry exposure beneficial.
Core Competencies
- Strong business acumen
- Solution sales methodologies
- Industry/domain knowledge
- Relationship management and leadership capability
- Excellent presentation and communication skills
- Results-driven mindset
- Strategic and thought leadership ability
- Ability to manage virtual or cross-functional teams
***Salary - R450,000.00 - R700,000.00 (May be negotiable further, based on skills, experience and in relation to current package)
Desired Skills:
