Head : Infrastructure

Altron Digital Business; Cape Town; On-site; ZAR 800 000 - 1 200 000; Full time

Job summary

A technology solutions provider is seeking a Sales Manager for IT Infrastructure in Cape Town. The role involves overseeing sales operations, developing strategies for growth, and leading a team in providing IT solutions. Ideal candidates will have extensive experience in sales, particularly within the IT sector, and proven leadership abilities. This role offers competitive compensation and growth opportunities.

Qualifications

• 7-10 years in sales, with 5 years in a managerial role.
• Experience in B2B sales to enterprise clients.
• Proven track record of achieving sales quotas.

Responsibilities

• Oversee all aspects of sales operations in the infrastructure team.
• Develop sales strategies to drive revenue growth.
• Lead and mentor sales representatives.

Skills

Leadership abilities

Technical knowledge of storage

Communication skills

Analytical skills

Coaching skills

Job description

Company Overview

LinkedIN Ad JA templateAtAltron Digital Business, we provide the enterprise‑grade solutions that organisations need to operate, optimise, and transform into a resilient digital business. Our purpose is to use technology to transform today into a simpler, safer and smarter tomorrow. We’re committed to providing the best solutions to save money and help our clients’ business grow with a robust IT ecosystem that supports digital transformation.

Role Summary

Role Summary: As the Sales Manager for IT Infrastructure and the coastal region, you will oversee all aspects of sales operations across the country for the infrastructure team as well as the coastal team, focusing on solutions that address clients’ needs in storage, networking, and Data Centre environments. You will manage team performance, analyse sales metrics to inform decision‑making, foster strong customer partnerships, and provide hands‑on coaching to enhance team capabilities. This position requires a blend of strategic vision, operational excellence, and technical knowledge to drive growth in enterprise, cloud, edge, and colocation markets.

Key Responsibilities

• Develop and execute comprehensive sales strategies to drive country‑wide revenue growth in IT infrastructure products, including storage arrays, networking switches / routers, and Data Centre hardware / software.
• Identify high‑potential markets, set ambitious yet achievable sales targets, and align team efforts with organisational goals to maximise market share.
• Lead a team of sales representatives, providing mentorship, training, and professional development to build skills in consultative selling, technical product knowledge, and negotiation.
• Conduct regular performance reviews, offer constructive feedback, and implement coaching programmes to improve individual and team effectiveness, ensuring high morale and retention.
• Monitor and manage key sales metrics such as pipeline health (Microsoft CRM), conversion rates, win / loss ratios, and revenue forecasts.
• Utilise data analytics tools to generate insights on market trends, customer behaviour, and team productivity; prepare detailed reports for senior leadership to support informed decision‑making and continuous improvement.
• Collaborate closely with Solution Sellers and Key Account Managers (KAMs) on client engagements, contributing to account execution, removing internal blockers, and driving progress.
• Build and deepen relationships with executive decision‑makers in key and strategic accounts, while guiding and supporting Solution Sellers and KAMs through the engagement process.
• Cultivate and maintain strong relationships with these key clients, including C‑suite executives in enterprises, hyperscalers, and service providers.
• Conduct needs assessments and address complex objections to close high‑value deals.
• Ensure exceptional post‑sales support to foster long‑term partnerships and repeat business.
• Design and implement a strategic business growth plan to expand opportunities within the existing customer base, strengthen market presence, and meet financial targets, aligned to Altron Digital Business best practices, processes, and tools.
• Work with Commercial and Bid Management teams to deliver high‑quality, competitive bids to customers.
• Demonstrate strong business savvy in pricing strategies, contract negotiations, and value proposition articulation.
• Collaborate with product management, marketing, and technical teams to customise solutions that meet client requirements while optimising profitability and competitive positioning.
• Provide regular reporting in line with business rhythms defined by the Sales Execution function.
• Partner with the Sales Execution team to support sales enablement, strategic reporting, and the target / quota‑setting process, contributing to a world‑class sales organisation.
• Stay abreast of industry trends in IT infrastructure, including advancements in AI‑driven storage, software‑defined networking, and sustainable data centres.
• Work cross‑functionally with channel partners, vendors, and internal stakeholders to develop go‑to‑market plans, leverage resources for pursuits, and expand business opportunities.
• Conduct win / loss reviews for proposals and tender submissions to drive continuous improvement.
• Drive sales performance and achieve growth targets through effective sales team leadership.
• Establish yourself as a subject matter expert in the infrastructure market and a trusted advisor to customers.
• Act as the go‑to leader for strategic planning and growth initiatives in the infrastructure space, working closely with partners to deliver value‑driven solutions to clients.

Skills and Qualifications

• Proven leadership abilities with a track record of managing sales teams in the IT sector, preferably in infrastructure sales.
• Deep technical knowledge of storage (e.g., SAN / NAS, flash / hybrid arrays), networking (e.g., SDN, Ethernet / IP), and data centre technologies (e.g., virtualization, cooling / power systems, hyperconverged infrastructure).
• Excellent communication and presentation skills, with experience engaging executives and delivering compelling value propositions.
• Strong analytical skills for interpreting sales data, generating insights, and making data‑backed decisions.
• Exceptional interpersonal and coaching skills to be able to motivate teams and build customer trust.

Experience and Requirements

Minimum of 7‑10 years in sales, with at least 5 years in a managerial role focused on IT infrastructure or related technology sales. Demonstrated success in achieving or exceeding sales quotas at a national level, ideally managing teams of 10+ members. Experience in B2B sales to enterprise clients, data centres, or cloud providers, with a history of closing multi‑million‑dollar deals. Prior involvement in team coaching, performance management, and using data insights to drive results.

Equal Employment Opportunity

Altron is committed to diversity and Employment Equity within the workplace. In this regard, the relevant laws and principles associated with Employment Equity will be considered when appointing potential candidates.