Cloud & Cyber Solutions Sales

ONLY APPLY IF YOU HAVE A BACKGROUND SELLING CLOUD, CYBER SECURITY, LAYER TWO RELATED SERVICES

SALARY: R1m ctc guaranteed plus 40% commission

Main Purpose

To maximize revenue opportunities through establishing, developing and maintaining long-term relationships with strategic customers as well as defining and executing sales strategies that focus on increased sales and profitability. Managing strategic accounts and delivering profitable, long-term revenue from nominated accounts. Ensuring delivery of annual revenue targets through delivery of information, communication and technology solutions. Establishing appropriate relationships with customers and leveraging those relationships to achieve financial targets.

Key Performance Areas

1. Deliver on Sales strategy (Target). The Senior Key Account Manager will be assigned customer accounts that sit in the Top company accounts to manage.
2. Robust account plans to achieve sales objectives will need to be delivered.
3. Account plans should include the revenue potential for 1-3 years and the associated strategy to achieve this revenue.
4. Implement commercial strategies and execute in line with company policies.
5. Generate and maintain opportunity pipeline and credible business revenue forecasts to meet sales targets.
6. Present Company services and offerings to assigned/new customers while leading account planning cycles and ensuring that the customers' needs and expectations are met.
7. Proactively assess, clarify and validate customer requirements on an ongoing basis.
8. Implement a detailed sales strategy for all strategic accounts.
9. Track and record sales activities on all accounts on SFDC.
10. Collaborate closely with teams from other departments within Company.
11. Partner with internal cross-functional teams to understand customer goals and key performance metrics.
12. Build and grow client relationships to ensure excellent customer experience.
13. Understand clients' business and generate new ideas to improve the customers' business.
14. Expanding the customer stakeholders beyond ICT to strategic business owners (CMO, CFO, COO, CEO) who own the budget and/or can influence the buying decision.
15. Build trust, credibility, and client referrals.
16. Maintain or improve account profitability by customizing solutions as per customer requirements.
17. Oversee the execution of the complete sales process for all customers, including customer request handling, customer information gathering, finalization of product specification and selection, and SLA negotiation and finalization.
18. Ensure all after-sale customer queries or issues that come through sales department are properly handed over to customer care.
19. Ensure all support departments are adequately briefed on customer details, to enable delivery of the order and adequate after-sales customer support.
20. Conduct business professionally and ethically by adhering to all company policies, procedures, and business ethics codes.
21. Resolve any issues and problems of Company customers and act as an interface between Company customer and the internal teams.
22. Ensure that exceptional customer experience is achieved by timeously escalating interdepartmental problems.
23. Maintain a clear forecast of opportunities and develop a sales pipeline to reach sales targets.
24. Responsible for generating leads and developing a revenue pipeline for the account for the next 1-3 years.
25. Accountability for executing a gap plan if the revenue pipeline does not meet the assigned budget set for each Senior Key Account Manager.
26. Identify and establish relationships in new and existing geography and segments.
27. Provide pre-sales and after-sales assistance in bid/tender processes.
28. Manage customer relationships with allocated and new clients.
29. Deliver presentations and propose consultation-based solutions.
30. Keep abreast of market changes and have a broad understanding of Information, Communication, Cloud, and Technology Services.
31. Utilize market dynamics, competitive pressure, and best practices to formulate new strategic account value propositions.

Key Decisions

1. Decides on account strategy and client account plan.
2. Decides on Proposed Customer Solution.
3. Decides on Partnerships and possible collaboration with OEMs.
4. Decides on customer engagement.
5. Decides on appropriate proposals for relevant clients.

Accountable for:

1. Delivering presentations and proposing consultation-based solutions.
2. Providing pre-sales and after-sales assistance in bid/tender processes.
3. Generating leads and developing a pipeline for selected segments within Company.
4. Customer relationships with allocated and new clients.
5. Tracking and recording sales activities on all accounts on SFDC.

Formal Qualifications Required

Related University degree / Formal Technology qualification - Essential.

Job Related Experience Required

8 years sales experience - Essential.

Job Related Knowledge Required

Business Acumen - Essential. Proficient in MS Office - Essential. In-depth knowledge of the ICT technology environment as regards Cloud, Cyber Security, Layer Two services, etc - Essential.

Job Related Skills Required

Entrepreneurial skills - Essential. Negotiation skills - Essential. Communication skills – written and verbal - Essential. Project management skills - Desirable. Presentation skills - Essential. Proposal Writing - Essential. Planning and organizing skills - Essential.

Desired Skills:

1. Communication
2. Entrepreneurship
3. Negotiation
4. Planning
5. Presentations
6. Project Management
7. Proposal Writing

Employer & Job Benefits:

Commission