Executive: Specialised Sales

SUMMARY:
Our Client is looking for a Executive: Specialised Sales to join their team.

POSITION INFO:

Role Description:

Responsible for driving solution specific sales targets, identifying new sales opportunities within existing and new accounts and identifying and showcasing how the client’s product/ solution & capability will meet customer needs.

Key Deliverables:

• Drive the identification and the development of product/solution specific sales pipeline.
• Work with the account managers and other internal teams to develop the account specific sales pipeline.
• Facilitate the sales and servicing process by providing expert subject matter product/solution advice and expertise to internal and external clients. 
• Enable servicing of the client post sale by ensuring that the customer delivery teams are briefed on client/solution specific arrangements/requirements to enable integration and servicing of client.
• Drive the lead generation and lead qualification process by proactively attending meetings with existing and potential clients to understand their technical and business challenges/requirements and demonstrate how a product/ solution set would be best fit to meet their requirements.
• Leverage customer insights from the marketing function to identify and pursue sales opportunities.
• Drive the sales conversation by leveraging technical and internal industry expertise and knowledge of the client to perform a customer needs analysis and develop and present tailored product/ solution offerings and pricing options to clients.
• Participate in the sales management process by driving and owning sales opportunities from a technical perspective from opportunity identification throughout the sales process until the contract is signed and the client handed over to the delivery team.
• Provide leadership and direction to client and capability teams, fully leveraging all direct and indirect resources and ensuring optimal levels of productivity, service, communications, and quality in a matrix environment for assigned clients.
• Provide product/ solutions specific input to proposals including developing commercial and technical documentation showcasing the value proposition of the product/ solutions.
• Manage the identification and mitigation of actual or potential risk within product/ solution and provide expert advice and insights to mitigate the potential impact.
• Ensure compliance to all relevant internal and vendor/OEM’s governance policies, frameworks, standards, processes, systems and tools.
• Drive cross-team collaboration in product/ solution, to bring the best that the product/ solution has to offer to all customers.
• Direct team activities to ensure full collaboration and partnership and leveraging the company’s full complement of resources to support the business.
• Develop and maintain relationships within product/ solution expert community, attend industry/ product events and establish a knowledge network to build and maintain reputation as a subject matter expert in product/ solution.
• Maintain processes to ensure adherence to Service Level Agreements (SLAs) and turnaround time with internal and external stakeholders for the product/solution

Functional Skills

• Sales Strategy
• Sales Analytics
• Business Development
• Customer Behaviour Analysis
• Account Planning & Management
• Risk Management
• Vendor Management

Qualifications

• Relevant Degree (NQF7) in IT/Business/Commerce or Sales/Marketing
• OR NQF 4 (Grade 12)

Experience

• 8-10 years’ experience in the complex consultative specialist ICT sales, of which 2 years is at an executive level. Incumbent must have proven business acumen and a successful track record of meeting sales targets, with experience in C-suite stakeholder engagement. Specific specialisation of Digital related solution/ technical sales required.
• Alternatively, 11 years’ experience as per the above sales experience, of which 3 years is at a senior specialist level.
• If Highest Qualification at NQF4 then also require  11 years relevant experience, of which 3 years should be at a senior specialist level. 

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