EHOD: Public Enterprise and Solution Sales

ROLE PURPOSE

This role is responsible for driving revenue growth, improving gross margin performance, and executing strategic sales within the Public Enterprise segment using a solution-oriented selling approach. Additionally, this position oversees a team of sales professionals focused on solutions and is accountable for commercial results, pipeline health, disciplined sales execution, and building trusted relationships with CIOs and IT executives. The Solutions Sales focus is responsible for leading and driving revenue growth through solution led selling of enterprise IT offerings, including cybersecurity, networking, hybrid cloud, unified communications, and managed services.

 The incumbent will ensure that sales activities support customer business objectives, profitable growth, and the company’s strategic portfolio goals. The person in this role provides comprehensive leadership for the segment’s sales function, managing segment ownership, strategic account management, and solution sales execution.

The following requirements reflect the knowledge, skills, and abilities necessary for the role. Reasonable accommodations can be provided to support individuals with disabilities in fulfilling essential functions.


ROLE REQUIREMENT

• Primarily involved in the development, evolution, and approval of the long-term vision across the segment.
• Sets segment strategy and significantly influences business unit strategy.
• Drive profitable growth through effective deal qualification, pricing discipline, and margin management.
• Ensure balanced revenue mix across new business, existing customers, projects, and recurring services.
• Provides leadership to sales team.
• Provides technical guidance to sales team.
• Gives regular, comprehensive and constructive feedback to team and conducts their performance appraisals.
• Proactively seeks feedback from team members and deals constructively with any criticism.
• Adjusts management style to get the best from the individuals within the team
• Delegates work to team members taking into account their capacity, level of skill and exposure to different types of work and complexity.
• Provides clear instructions and direction, with reasonable deadlines.
• Embed a solution led sales approach focused on customer outcomes rather than products.
• Ensure proposals articulate business value, ROI, and risk mitigation, particularly for security and cloud initiatives.
• Promote cross sell and upsell across multiple solution domains.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Formulate and implement high level strategies to drive sales in the identified segment
• Define and execute operational strategy to acquire new customers within the identified segment
• Define and execute operational strategy to grow share of wallet within existing customers in the identified segment
• Drive a high-performance sales culture within the identified segment using a strong sales management system
• Provide mentorship and coaching to salespeople in the achievement of their sales objectives
• Accurately forecast in the weekly cadence to achieve organizational sales and financial objectives
• Track sales team metrics – pipeline accuracy, forecast accuracy and pipeline coverage, target achievement – and coach for performance
• Implement and execute on performance improvement plans for poor performance
• Drive strategic customer engagements at C-level within the identified segment
• Provide input into commercial negotiations for purposes of closing strategic deals.

TECHNICAL / PROFESSIONAL COMPETENCIES

• Solid track record of managing key strategic accounts in both public and private enterprises
• Solid proven track record of achieving sales targets and sales execution
• Solid leadership skills

QUALIFICATIONS & EXPERIENCE

• Grade 12
• Degree qualification (essential)
• Post graduate qualification advantageous
• Solid understanding of the ICT Industry products and solutions including Cloud, Cyber-security and Digital
• For the Public Sector Segment, a solid understanding of PFMA and government buying cycles – ability to interact within all spheres of government at strategic levels
• For Solution Sales – a proven track record in the development of sector specific solutions and the development of a team to support this function
• Excellent verbal and written communication skills
• 10+ years of experience in Sales as well as at management level

LEADERSHIP COMPETENCY REQUIREMENTS

• Exceptional team management skills
• Excellent verbal and written communication
• Ability to delegate efficiently
• Extensive industry knowledge with an eye towards the future
• Diplomacy and patience
• People skills
• Strategic thinking
• Listening
• The ability to set and execute the vision of the company