Account Executive - Large Enterprise

Dell Technologies Inc.; Johannesburg; On-site; ZAR 1,500,000 - 2,800,000; Full time

Benefits offered by this job

Medical Aid

Retirement plan with risk benefits (di

Adoption and surrogacy support

Job summary

Dell Technologies Inc. in Johannesburg is seeking a dynamic leader to head LexisNexis South Africa's corporate sales strategy.

You will drive revenue growth, oversee Sales Managers, and guide Account Managers and Business Development Managers to acquire, retain and expand key customers. The role focuses on transitioning from traditional content selling to consultative, workflow-led solutions, including Lexis+ AI and productivity tools, with strong emphasis on stakeholder engagement and

Qualifications

• Significant B2B sales leadership experience across complex enterprise environments.
• Proven ability to lead Sales Managers or multi-layered commercial teams.
• Demonstrated success delivering revenue growth through new business, renewals and expansion.
• Experience selling into corporate, enterprise or regulated environments.
• Strong consultative, value-based and solution selling, with pipeline management expertise.

Responsibilities

• Develop and execute corporate sales strategies, identifying priority industries, growth opportunities and target accounts.
• Own revenue performance across new business, renewals and account expansion, improving forecasting, pipeline quality and win rates.
• Lead, coach and develop Sales Managers to strengthen accountability and execution.
• Embed consultative selling across teams, positioning AI-enabled productivity tools.
• Drive strategic account planning, stakeholder engagement, customer retention and cross-selling opportunities.
• Improve prospecting, opportunity qualification, discovery and new business conversion.
• Establish disciplined sales operating rhythms, including pipeline reviews and forecasting.
• Partner with Product, Marketing, Customer Success, Finance and senior leadership to improve customer outcomes.
• Monitor market trends, customer needs and competitive developments.

Skills

B2B sales leadership

Sales leadership

Consultative selling

Solution selling

Pipeline management

Stakeholder engagement

Revenue growth

Forecasting

Job description

Johannesburg
Full time
R
About the Role
Lead LexisNexis South Africa's corporate sales strategy, revenue growth and commercial execution. Oversee Sales Managers responsible for Account Managers and Business Development Managers, driving customer acquisition, retention, expansion and high-performing sales teams.
Champion the transition from traditional content selling to consultative, workflow-led solutions, including Lexis+ AI, Protege and AI-enabled productivity tools.
Key Responsibilities

• Develop and execute corporate segment sales strategies, identifying priority industries, growth opportunities and target accounts.
• Own revenue performance across new business, renewals and account expansion, improving forecasting, pipeline quality and win rates.
• Balance short-term revenue opportunities with complex, longer-cycle strategic deals.
• Lead, coach and develop Sales Managers, strengthening accountability, performance management and sales execution.
• Embed consultative, value-based and workflow-led selling across teams, positioning Lexis+ AI, Protege and productivity solutions.
• Drive strategic account planning, stakeholder engagement, customer retention and cross-selling opportunities.
• Improve prospecting, opportunity qualification, discovery and new business conversion.
• Establish disciplined sales operating rhythms, including pipeline reviews, forecasting, deal coaching and customer risk assessments.
• Partner with Product, Marketing, Customer Success, Finance and senior leadership to improve customer outcomes.
• Monitor market trends, customer needs, competitive developments and AI adoption opportunities.

Requirements

• Significant B2B sales leadership experience, ideally within SaaS, legal technology, compliance, risk, enterprise software or information services.
• Proven experience leading Sales Managers or multi-layered commercial teams.
• Demonstrated success delivering revenue growth through customer acquisition, renewals and expansion.
• Experience selling into corporate, enterprise or regulated environments.
• Strong consultative selling, solution selling, commercial strategy and pipeline management expertise.
• Legal industry experience advantageous but not essential.

Key Capabilities

• Strategic commercial leadership and disciplined execution.
• Strong people leadership, coaching and performance management.
• Excellent forecasting, pipeline inspection and deal management.
• Ability to balance immediate revenue delivery with sustainable long-term growth.
• Understanding of AI-enabled workflows, productivity solutions and value-based selling.
• Strong commercial judgement, problem-solving and executive stakeholder engagement.
• Knowledge of complex corporate buying processes and multi-stakeholder decision-making.

About the Team
LexisNexis Legal & Professional serves customers in more than 150 countries and is part of RELX. The business applies AI and advanced technologies to help transform the legal market, guided by RELX Responsible AI Principles.
About the Business
LexisNexis Legal & Professional provides legal, regulatory, and business information and analytics that help customers improve productivity, make informed decisions, achieve better outcomes, and advance the rule of law.
Work in a Way That Works for You
We support work-life balance through wellbeing initiatives, shared parental leave, study assistance, and sabbaticals. Flexible working hours help you manage your day in a way that supports your responsibilities and productivity
Working for You
Benefits in South Africa include Medical Aid, a retirement plan with risk benefits-including disability, critical illness, life and funeral cover-and modern family benefits such as adoption and surrogacy support.
We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. (access benefits specific to your location.
We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact .
We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.