About the position
We are seeking an accomplished Sales Director to lead the sales function for South Africa and the Rest of Africa and own the region's sales, order booking and revenue targets across leading private-sector and Government/Public Sector enterprises.
This is a multi-country sales leadership role with full accountability for the annual sales plan, order bookings, revenue and pipeline health. The primary focus is a hunter role (winning new logos and leading strategic pursuits), complemented by an enablement role for existing customers – supporting the account teams, which report to the Business Group (BG) organization and hold primary ownership of those customers – alongside management of the BDM team.
Key Responsibilities
- Own and deliver the sales, order booking (TCV) and revenue targets for South Africa and the Rest of Africa.
- Define the go-to-market strategy, priority countries, target sectors, priority accounts and annual sales plan for the region.
- Expand coverage across Rest of Africa markets (e.g., Kenya, Nigeria and other high-potential countries) through direct presence, channel and alliance partners.
- Lead, coach and manage a team of Business Development Managers; set individual targets, territories and account coverage.
- Recruit, develop and retain high-performing sales talent and build a strong sales culture.
- Drive new-logo acquisition across private and Government/Public Sector clients, and support growth of existing strategic accounts in partnership with BG account teams.
- Build and sustain relationships with CEOs, CIOs, CTOs, CDOs and senior government stakeholders.
- Enable and support the account teams for existing customers in the country – primary ownership of these customers sits with the account teams reporting to the BG organization; the Sales Director provides country-level relationship support, market insight and senior leadership connects.
- Support BG account teams in account mining – identifying cross-sell, up-sell, renewal and extension opportunities and bringing in country capabilities, partners and local relationships to increase wallet share.
Key Success Measures
- Achievement of order booking / Total Contract Value (TCV) target for South Africa and Rest of Africa.
- Achievement of regional revenue target and revenue growth, including growth in Rest of Africa markets.
- New logos acquired and growth in strategic accounts.
- Contribution to revenue growth in existing customers through enablement of BG account teams (wallet share, renewals, cross-sell and up-sell).
- Feedback from BG account teams on the effectiveness of country-level enablement and stakeholder support.
Requirements - 15+ years of overall professional experience, including significant experience in enterprise sales and business development in the technology sector.
- 5+ years in a sales leadership role, managing a team of BDMs / account managers with a country or multi-country quota.
- Strong knowledge of the South African market and key African markets with an established senior-level network across private and government sectors.
- Demonstrated success in originating and closing large, complex IT services, consulting or digital-transformation deals
Desired Skills:
- sales
- Revenue targets
- Lead
- coach
- country-level stakeholder management
- South African market and key African markets
Desired Qualification Level:
About The Employer:
