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Enterprise Sales Manager

4 months ago

Johannesburg, South Africa Recru-it Full time
Key Performance Areas:
  • Achieve Sales Targets (Net MRR)                                                                              40%
  • Retain Existing business                                                                                          15%
  • Cross Functional Co-ordination to Support Customer Engagement/Account Plan Management 15%
  • Sales Reporting â Accurate forecasting of Committed & Expected Numbers                15%
  • Product Knowledge                                                                  15%
 
Competency Requirements:
Industry and Product Knowledge:
  • Excellent appreciation of key Corporate and Enterprise players in the designated region, with a strong portfolio of closing deals in past
  • Technical expertise in selling Corporate and Enterprise WAN Solution and services including layer 2, layer 3, IP and SDWAN
  • Government sector knowledge an advantage
  • Knowledge of regional market conditions
 
Skills:
Sales
  • Demonstrable expertise in complex solution selling.
  • Track record of building strong relationships across customer business functions
  • Regional trade show experience and planning
  • Ability to identify key customer stakeholders for existing and newly developed products/services.
 
Account Management
  • Revenue defence; accomplished in retention and cross-sell and up-sell of services.
  • Adept at building and executing Account Plans (APâs)
 
Prospecting
  • Ability to identify market trends and opportunities.
 
Compelling Communication
  • Strong written skill
  • Exceptional negotiation skills with an ability to influence others.
  • Presentation skills
  • Microsoft Office (Word, Excel, PowerPoint, Outlook)
 
Forecasting and Governance
  • Sales reporting discipline, including pipeline and opportunity management.
 
Behavioral
  • Results oriented.
  • Ability to plan and execute Customer responsiveness.
  • Ability to influence others.
  • Able to operate independently.
  • High levels of self motivation
  • Initiative
  • Tenacity and resilience
  • Problem solving skills.
 
Minimum Qualifications:
  • Matric
  • Business related degree would be an advantage.
  • Industry recognized product certification
 
Minimum Experience:
  • 5+ years in Corporate and Enterprise sales environment
  • Good network across regional corporate and enterprise customers
  • Good sales and technical knowledge of WAN Solutions - including SDN technologies, SDWAN and IP
  • Demonstratable expertise in complex solution selling.
 
Other Requirements:
  • Multilingual would be advantageous.
  • Valid passport
  • Own transport
  • Flexible working hours to accommodate European / African time zone for internal and external customer obligations.
  • Willing and able to travel internationally and attend trade shows.
 
Job Grade:
  • D1
 
Key Stakeholder Relationships
Internal:
  • VP Global Sales
  • Regional Directors
  • Sales team
  • Commercial Managers
  • Product & Innovation team
  • Operations
  • Finance
  • HR
 
External
  • Customers
  • Prospects
 
Key Performance Areas:
Achieve Sales Targets (Net MRR)
Tasks:
  • Achieve new business development sales target.
  • Achieve Billed Revenue target.
  • Lead, and support on regional growth opportunities.
  • Identify and prioritize on-boarding of new customers / new product revenue streams in the region.
  • Develop and actively manage customers achieving revenue growth.
  • Identify and orchestrate at least one big deal.
  • Determine root causes and implement corrective action to reduce credits and cancellations.
 
Retain Existing Business
Tasks  
  • Target 18% churn rate per annum
  • Manage regional contribution towards P&L, review financial data and implement steps to increase revenue.
  • Ensure execution of customer ADPs and orchestrate peer to peer relationships.
  • Present and execute regional strategies to drive our clientâs presence and capability.
 
 
  • Communicate upside, risks and threats within deals to all relevant internal departments.
 
Sales Reporting
Tasks
  • Provide timely and accurate sales reports demonstrating planning and execution to deliver growth.
  • Weekly reporting to line manager
  • Manage and contribute towards our clientâs key customer Account Development Plans
 
Product Knowledge and Solutions
  • Demonstrate competence in selling our clientsâ products and solutions.
  • Attend internal training and submit assessments as required.
  • Accurate understanding of Customerâs technical and commercial requirements
 
Key Performance Indicators:
Achieve Sales Targets (Net MRR)
  • Consistent, sustainable growth in revenue and margin
  • Regional growth opportunities
  • New business development Negotiation skills Product / portfolio positioning
  • Growth and retention of key accounts
  • Account Development planning.
  • Present at Big Deal Forum and identify / manage key resource.
  • Address issues that erode new contribution
  • Downward trend in âavoidableâ credits and cancellations
 
Tracking Report /BI Tool
  • Our clients Sales Tool
  • Weekly sales dashboard / Pipeline
  • Master Service Agreement (MSA)
  • Our clients Tool & Weekly reporting
  • Big Deal Forum / Sales Tool
  • Sales revenue and Churn Reports
 
Retain Existing Business
  • Achieve sales churn targets.
  • Proactively manage and mitigate out-of-term contracts.
  • Develop and execute the ADP (where relevant)
  • Orchestrate internal stakeholders to maximize relationship.
  • Develop tangible business opportunities.
Tracking Report /BI Tool
  • Sales reporting
  • 120 day renewal report
  • AP
  • Sales Pipeline
 
 
Cross Functional Co-ordination to support   Customer Engagement
  • Mitigation of risks
  • Deliver within contract terms and SLA
  • Shared learnings and insights
  • Effective and collaborative team player
 
Tracking Report /BI Tool
  • Sales reporting / Big Deal Forum
  • Sales Weekly All Hands / Sales Reporting
 
Sales Reporting
  • Ensure sales pipeline is always up to date and accurate (Sales Bible)
  • Meaningful interpretation and analysis of account portfolio
  • Accurate forecasting of Committed & Expected Numbers
  • Achievements planned activity and issues requiring remedial action.
  • Identify trends and maximize financial contribution from Customer accounts.
 
Tracking Report /BI Tool
  • Our clients Sales Tool
  • Sales Bible
  • Weekly sales report
  • ADP
 
Product Knowledge and Solutions
  • Efficient collaboration across internal departments
  • Assessment of competence submitted to required standard.
  • Alignment between Customerâs technical and commercial requirements and what is delivered.
 
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