About the position
ENVIRONMENT:
A leading Cloud Solutions Specialist is seeking a Head of Sales which is a senior leadership role responsible for defining, driving, and executing their entire revenue growth and retention strategy. This role owns national revenue targets for new business acquisition and existing customer growth, with a primary strategic focus on the Unified Communications as a Service (UCaaS) and Contact Center as a Service (CCaaS) portfolios. Reporting directly to the CRO, this individual provides leadership and management oversight to the regional sales teams and specialized revenue functions. In the capacity of Regional Executive, the individual will provide an overall leadership presence and management oversight for the entire Gauteng branch, supporting the businesses objectives by driving business focus and motivation across all regional teams. In addition to the direct management responsibility for the sales team, they will act as the primary regional Leadership representative for the company.
DUTIES:
Revenue Acquisition and Growth:
Strategic Direction & Market Leadership
- Defining the optimal national go-to-market strategy and commercial policy to significantly grow market share in UCaaS and CCaaS and agree with key stakeholders.
- Ensure the successful implementation of the strategy
- Maintain executive-level insight into competitive landscapes, technological shifts, and the South African tech industry to inform the executive team and coordinate with Product and marketing thereon.
- Direct the creation of tactical national sales plans, cascading objectives through the organization to ensure collective target accomplishment.
Revenue & Growth Ownership
- Ensure the successful achievement of all national revenue targets, encompassing new enterprise acquisition and expansion of the existing base.
- Personally lead negotiations and close key strategic, high-value enterprise-level accounts.
- Manage the revenue retention responsibility between the Business Development Leaders (BDL) and Customer Experience Leaders (CEL).
Sales Operations & Governance
- Ensure that sales targets are achieved and individual sales performance are met and improved where necessary
- Define and manage the sales reporting framework, providing timely and accurate performance metrics and forecasting.
- Develop and enforce sales policies, processes, and commission structures to optimize efficiency across the sales life cycle.
- Provide executive support for the resolution of complex or escalated commercial engagements.
Leadership & Management
- Provide leadership to the national Business Acquisition organization, including regional sales heads and specialist teams including the digital channels
- Oversee the sales talent strategy, including recruitment, performance management, and continuous professional development.
- Lead by example to foster a high-performance, accountable, and collaborative sales culture.
Regional Executive: Gauteng
- Provide executive leadership presence and oversight for the entire Gauteng branch.
- Drive business focus and motivation across all regional teams.
- Act as the primary regional representative of the Company’s executive leadership team.
- Provide executive support for the resolution of escalations in other regional functions, including customer operations.
REQUIREMENTS:
- Education: Relevant tertiary qualification (e.g., bachelor’s degree in business, Commerce, or Engineering) is essential.
- Experience: 12+ years in sales with a strong track record of exceeding multi-million Rand targets, including 5+ years in senior sales leadership.
- Industry Knowledge: Deep understanding of the South African tech/telecoms industry, specifically UCaaS, CCaaS, and the broader Customer Experience (CX) sector.
- Commercial Acumen: Strong business acumen in strategic business development, executive-level CRM, and commercial forecasting.
ATTRIBUTES:
- Executive Presence: Exceptional communication and public speaking skills required to engage with C-level executives and board members.
- Negotiation Mastery: Proven ability to negotiate complex commercial terms for high-value enterprise contracts.
- Analytical Mindset: Capacity to interpret complex sales performance data and translate insights into actionable national strategy.
- Digital Proficiency: Mastery of sales enablement tools (CRM, forecasting), Google Workspace, and a comprehensive understanding of the technical landscape.
Change Leadership: Skill in guiding teams through new initiatives, technology shifts, and organizational transformations.
Desired Skills:
- Analytical
- Communication
- Customer Service
- Troubleshooting
About The Employer:
A leading Cloud Solutions company.
