Senior Executive Sales Account Executive

Hewlett Packard; Johannesburg; On-site; ZAR 1 200 000 - 1 800 000; Full time

Job summary

A global technology company is seeking a Senior Executive Sales Account Executive responsible for engaging with C-level stakeholders in financial services, telecommunications, and defence sectors. This role demands sophisticated skills in relationship management, strategic planning, and value-based selling. Candidates should possess a bachelor's degree in a relevant field and a proven record of success in senior sales roles. This position offers an opportunity to influence executive decisions and lead transformative IT engagements in a dynamic environment.

Qualifications

• Bachelor’s degree in Business or IT required; Master's preferred.
• Proven success in senior sales roles focusing on IT strategy.
• Relevant industry certifications, such as ITIL or Cloud Solutions, are advantageous.

Responsibilities

• Engage with C-suite executives to identify business challenges.
• Develop account strategies that align tech investments with ROI.
• Lead complex negotiations and foster long-term client relationships.

Skills

Executive Relationship Management

Industry Expertise

Strategic Planning & Vision

Value-Based Selling

Advanced Negotiation Mastery

Influential Leadership

Holistic IT Strategy Development

Communication & Presentation Excellence

Ethical and Professional Integrity

Education

Bachelor’s degree in Business, Information Technology, or related field

Master’s degree preferred

Relevant industry certifications (e.g., ITIL, Cloud Solutions)

Job description

Role Overview

The Senior Executive Sales Account Executive is a pivotal leader responsible for orchestrating high-value IT engagements with C-level stakeholders across financial, telecommunications, and defence sectors. This role demands a sophisticated understanding of market dynamics, the ability to translate complex IT solutions into measurable business outcomes, and the strategic foresight to influence executive decision-making at the highest organisational levels.

Key Responsibilities

• Engage directly with CEO, CIO, and other C-suite executives to identify business challenges and shape IT strategies that drive organisational transformation.

• Develop and execute account strategies that align technology investments with ROI and TCO objectives, ensuring measurable value delivery.

• Lead complex negotiations, securing mutually beneficial partnerships and long-term client relationships.

• Monitor and interpret IT market trends to anticipate client needs and maintain competitive advantage.

• Design and present holistic IT solutions that address sector-specific business imperatives and regulatory requirements.

Required Skills and Expertise

• Executive Relationship Management: Demonstrated ability to develop and sustain trusted partnerships with CEOs, CIOs, and other high-level executives, leveraging professional gravitas and interpersonal finesse to navigate complex decision‑making environments. Outstanding listening and consultative skills to understand and anticipate the nuanced needs of senior stakeholders.

• Industry Expertise: Vast and up-to-date knowledge of current IT market dynamics, regulatory frameworks, and technological innovations, particularly within the financial services, telecommunications, and defence sectors. An adeptness for identifying sector‑specific opportunities and threats, translating market intelligence into actionable business strategies.

• Strategic Planning & Vision: Proven experience in designing and executing sophisticated sales strategies that deliver value beyond immediate solutions. Ability to envision long‑term growth and transformation, aligning sales initiatives to broader organisational objectives and industry trajectories.

• Value‑Based Selling: Mastery in quantifying and effectively communicating the strategic benefits of solutions, including ROI and TCO, with the ability to tailor messages to the priorities and pressures of diverse executive audiences. Skilled in articulating business cases that resonate with financial, operational, and strategic imperatives.

• Advanced Negotiation Mastery: Track record of successfully leading high‑stakes negotiations for multimillion‑dollar contracts. Ability to employ advanced negotiation tactics, build consensus, and resolve conflicts, always aiming for win‑win outcomes that foster enduring client relationships.

• Influential Leadership: Exceptional capacity to influence executive thinking, challenge status quos, and champion innovation. Proven ability to guide C‑suite leaders through strategic transformation, earning their confidence and buy‑in for visionary IT initiatives.

• Holistic IT Strategy Development: Expertise in developing comprehensive IT roadmaps, integrating emerging technologies with legacy systems, and ensuring seamless alignment with the enterprise’s strategic direction. Ability to assess organisational readiness and guide clients through complex transformation journeys.

• Communication & Presentation Excellence: Superior ability to simplify complex technical concepts and convey them in compelling narratives tailored to senior audiences. Adept at facilitating high‑impact meetings, delivering persuasive presentations, and crafting executive‑level communications that inspire action.

• Ethical and Professional Integrity: A steadfast commitment to maintaining confidentiality, honesty, and the highest professional standards, ensuring trust and reliability in every client interaction.

Industry Sector Focus

• Deep sector knowledge and established networks within financial services, telecommunications, and defence.

• Ability to navigate complex industry landscapes and regulatory environments.

Personal Attributes

• High emotional intelligence and situational awareness, enabling effective engagement with executive stakeholders.

• Resilience, adaptability, and composure in fast‑paced, dynamic contexts.

• Self‑motivated, proactive, and consistently driven to achieve results.

• Commitment to continuous professional development and lifelong learning.

Qualifications

• Bachelor’s degree in Business, Information Technology, or related field; Master’s degree preferred.

• Relevant industry certifications (e.g., ITIL, Cloud Solutions, Strategic Sales Management) are advantageous.

• Proven track record of success in senior sales roles with a focus on IT strategy and C‑level engagement.