About the position
Our client, a leader in the mining technology solutions industry, is currently seeking to hire 2 x Solution Sales Managers to join their growing team in Bryanston, Johannesburg.
The Solution Sales Manager is a high-impact, customer-facing executive responsible for driving digital transformation and strategic growth through high-value solution selling, long-term account stewardship, and market expansion within the mining sector. By establishing and nurturing strategic relationships at the executive level, this role orchestrates complex, value-driven sales campaigns, aligning advanced technology platforms with customer operational and strategic objectives.
Minimum Requirements:
- Bachelor's degree in Engineering, Business, or Technology
- Post Graduate degrees (MBA, MSc.) - strongly preferred
- SPIN/ Challenger Certification - preferred
- 5+ years' experience in Solution Sales and Customer Relationship Management
- Mining and/or Technology Consulting experience - preferred
- Open Technology and Cloud Solution experience
- SalesForce or other CRM Solution experience
Main duties will include, but are not limited to:
Key Responsibilities
Relationship and Stakeholder Management
- Establish and nurture long-term trusted relationships with C-level and operational decision-makers, influencing strategic decision-making.
- Develop and execute detailed stakeholder management plans, including targeted engagement strategies for Executive, Management, and Operational stakeholders.
- Conduct comprehensive needs assessments, aligning strategic mining objectives with the client's solution roadmap.
- Cultivate a network of decision influencers, including Distributors and third-party partners, to foster integrated solutions.
- Build strong working relationships with regional and corporate stakeholders, to drive the level of cross-functional collaboration required to execute sales strategies.
Sales Execution
- Assume ownership of assigned sales objectives, with accountability for revenue, margins, customer satisfaction, and long-term strategic growth.
- Develop 3- to 5-year technology migration plans, strategically designed to move existing customers to new technologies and commercial models e.g., the Modular Ecosystem with Software as a Service (SaaS).
- Collaborate closely with regional and global teams, security partners, and hardware/software suppliers to craft integrated, future-proof digital transformation plans.
- Maintain comprehensive and accurate sales information in the company's CRM tool (SalesForce). The CRM is used for managing and reporting on all sales-related information, in accordance with established policies and procedures.
Solution and Platform Sales Leadership
- Lead complex, value-based consultative selling processes for the new open technology platform and associated apps, emphasizing ROI, operational improvements, and data analytics.
- Develop tailored business cases that clearly articulate ROI; deliver compelling presentations to executive stakeholders.
- Use advanced solution design techniques, including third-party integrations, platform customization, and data analytics, to meet bespoke customer needs.
- Create detailed customer Roadmaps with measurable value initiatives, ensuring alignment between the customer's digital transformation and operational goals.
Market Development and Opportunity Generation
- Identify new market segments and customer opportunities; develop strategies to penetrate these markets.
- Develop executive-level strategic alliances and partnerships to unlock new channels and vertical markets.
- Lead bids, tenders, and proposals, including leading cross-functional teams in proposal development and negotiations.
- Assume ultimate ownership of the sales pipeline, including lead generation and opportunity management from creation to close.
- Deliver on assigned sales, revenue and strategic regional objectives.
Technical Acumen and Solution Development
- Deeply understand and articulate technical aspects of our core solutions, platform and ecosystem applications, including hardware, software, third-party integrations, and data analytics.
- Collaborate with product and engineering teams to influence product development based on customer feedback.
- Stay ahead of industry trends, emerging technologies, and competitive solutions to maintain market leadership.
- Oversee technological implementations, ensuring customer teams are trained and capable of maximizing solution value.
Leadership, Mentoring and Cross-Functional Collaboration
- Work closely with sales, marketing, product management, engineering, and service teams to align customer strategy with product development and delivery.
- Lead internal knowledge sharing to ensure team consistency and continuous improvement.
Safety, Compliance, and Governance
Embed safety, environmental, and risk management standards in all customer engagements.
- Ensure adherence to customer and company governance policies, including contractual obligations and legal compliance.
- Ensure all safety hazards, near misses and/or safety incidents are reported according to company policy.
Role Competencies
- Strategic Thinking and Industry Insight
- Demonstrates deep understanding of mining sector dynamics, industry trends, and future technologies.
- Visualizes long-term customer and market evolution, aligning solutions accordingly.
- Solution and Value-Based Selling
- Excels at crafting tailored business cases focusing on ROI and operational impact.
- Uses advanced consultative techniques to influence C-level decision-makers.
- Leadership and Collaboration
- Leads cross-functional teams to deliver integrated solutions and customer success strategies.
- Coaches and mentors team members, fostering high performance and professional growth.
- Change Management and Innovation
- Embraces change, facilitating transformations and platform adoption within customer organizations.
- Proactively introduces innovative ideas, influencing product development and market positioning.
- Communication and Influence
- Articulates complex technical solutions clearly to executive stakeholders.
- Negotiates effectively, securing buy-in and long-term commitments.
Suitable candidates are encouraged to send their updated CV to [Email Address Removed] for immediate consideration
Desired Skills:
- mining technology
- SaaS
- Solution sales
- solution selling
- sales
- sales strategy
- business development
- CRM
- tailored solution
- earthmoving
- construction
- Consulting
- MBA
Desired Work Experience:
Desired Qualification Level:
