New Business sales and Executive

PURPOSE:

The purpose of this role is to bridge the gap between the potential customers' needs and the services/ products that the organization offers, that can fulfil the customers' needs and generate revenue and profits for the organization

FORMAL EDUCATION: 

Grade 12 (NQF 4) Tertiary qualification in Computer Science, Information Technology or related fields (NQF 6)

EXPERIENCE: 

• 5+ years' experience in business development and selling within a consulting and professional services organization and progressive sales experience in the Information Technology Outsourcing market, selling at C-level and knowledge and experience in selling managed services solutions.

• Successful track record of quickly qualifying and pursuing new opportunities tied to Data Center Transformation, Outsourcing and End User Services. Exposure to cloud, security and mobility solutions in closing complex deals is preferred.

• History of exceeding quotas and demonstration sales development with complex sales supporting mission critical applications. Understand business drivers within the industry and emerging marketplace trends.

• Worked across a matrix organization to achieve objectives; this include other divisions, alliance partners and staff roles

• Strong industry experience, technical sales skills and a thorough knowledge of the marketplace, competition, industry segment and suppliers in order to leverage the Gijima value proposition.

• Excellent communication and presentation skills.

TECHNICAL / LEGAL CERTIFICATION: 

• Sales and/or Business Development certification will be beneficial

• Other technical certifications and qualifications will be beneficial

• Financial Management certification will be beneficial

• Certifications or a working understanding in Conceptual Selling - Miller Heiman, SPIN Selling, Challenger, Target Account Selling (TAS) will be beneficial

RESPONSIBILITIES: 

• Business Development for Strategic/Transformational Enterprise Level Systems Integration solutions.

• C-level Client engagement, ability to understand business context and shape sales of Technology solutions, work with ambiguity in a fast paced environment where innovation, change and agility are the new norm.

• Creation of compelling sales collateral aligned to market and client needs, identification of enterprise level opportunities.

• Must be a self-starter and initiative taker, completely comfortable and proficient at all aspects of pipe-line generation, opportunity and account planning C-level relationship building, achievement of sales targets.

• Ownership of sales process remaining accountable for outcomes from concept to close. Able to think conceptually and enlist support from key stakeholders within Gijima organization. Excellent communication and presentation skills.

• Build and maintain C-level and key client Relationships.

• Achieve Sales, Revenue and Profit Objectives/Targets

• Understand client business context and challenges and map Gijima offerings to these

• End to end ownership of Sales Process

• Creation of compelling sales collateral aligned to market and client needs,

• Providing timely and accurate feedback to Gijima team

• Enlisting support from key stakeholders within Gijima

• Maintaining an accurate view of pipeline

• Ability to successfully operate and navigate across landscapes

• Demonstrate excellent communication and presentation skills.

• Generate annual orders to meet or exceed assigned targets by driving strategic, mission critical IT solutions to new logos/greenfield accounts

• Grow new business by aggressively identifying and closing complex sales opportunities across an assigned geography

• Represent Gijima's portfolio of services by preparing sales and relationship strategies; finance committee materials, executive level prospect presentations and business transformation deals that result in a new way for clients to do business.

Key Competencies: 

Financial Perspective 

• New business relationships and opportunities Engaging with current and potential clients. Creating connections for new business opportunities

• Revenue Growth Understand client budgets, competition, pricing parameters, solution intent. Ensure that pricing and solution offered are in linewith client budget and requirements

• Close Outsource/ services sales opportunities Customer Perspective

• Client Engagements Understand the client requirements, identify a need and convey business value of solution, schedule engagements with clients Engagewith clients and resolve issues satisfactorily Establish and maintain good business relationships with key stakeholders 

• New business relationships and opportunities

• Following up on new business opportunities Internal Perspective

• Public Relations Enhances organization reputation

• Reporting At least twice weekly updating of activities on Salesforce of all opportunities. Detailed call reports on every customer and partner call hel