Executive : Technology Sales

FOR INTERNAL APPLICATIONS ONLY - PLEASE DO NOT SHARE WITH EXTERNAL CANDIDATES Role : Executive : Technology Sales Department / Division : Go To Market Location : Head Office : IBG, Midrand Reporting to : Chief Revenue Officer (CRO) Interviews for shortlisted candidates will take place, in Midrand, between : 1-3 December 2025 1 Role Purpose The Executive : Technology Sales is responsible for leading and accelerating all hardware and software sales across Gijima’s customer base and across all industries. This executive plays a pivotal role in driving technology revenue by aligning customer technology needs, market trends, OEM offerings, and Gijima’s platform-aligned growth strategies. The role ensures that technology sales directly support customer growth plans, digital transformation journeys, and long‑term technology roadmaps. Through deep collaboration with the Commercial Engines (Private Sector Sales, Public Sector Sales, Customer Success, and Industry Office), OEM partners, and internal Operating Model Structures (OSMs), this executive develops and executes high‑impact go‑to‑market strategies that fuel aggressive revenue growth. 2 Key Responsibilities Technology Sales Strategy & Execution Define and execute Gijima’s national Technology Sales Strategy, covering hardware, software, licensing, OEM bundles, and hybrid platform solutions. Drive annual and quarterly sales planning aligned to CRO revenue targets. Develop targeted sales plays for priority technologies (e.g., Cloud hardware, cybersecurity appliances, networking gear, digital workspace devices, enterprise software, AI‑enablement tools). Embed technology sales into customer transformation roadmaps and CoE value chains. Market Insight, Intelligence & Trend Analysis Continuously analyse global and local technology trends—AI, cloud, cybersecurity, hyperautomation, modern networking, enterprise software, licensing models. Translate these trends into actionable sales opportunities and account strategies. Provide industry‑specific insights that help customers modernise, optimise, and secure their environments. Advise Sales and Industry teams on shifts in technology adoption, pricing, and market shifts. Collaboration Across Commercial Engines The Executive : Technology Sales must collaborate deeply with all major commercial engines : Private Sector Sales Identify technology‑led growth opportunities within enterprise and corporate accounts. Build large‑scale technology proposals + bundles aligned to Private Sector needs. Public Sector Sales Shape technology propositions for national, provincial, and municipal government. Ensure compliance with SITA frameworks, Treasury regulations, and public procurement processes. Customer Success Management (CSM) Align technology sales with existing customer consumption and growth plans. Leverage customer health metrics and QBR insights to identify expansion opportunities. Industry Office Develop industry‑specific technology architectures and solution plays (Health, Mining, Retail, Banking, Government, Automotive, Energy). Build sector‑aligned technology roadmaps that support platform solution adoption. This collaboration ensures insight‑driven, customer‑aligned, technology‑led revenue growth. OEM & Partner Ecosystem Collaboration Build and manage executive relationships with key OEMs, technology vendors, and distributors. Jointly develop co‑branded go‑to‑market strategies, partner‑funded campaigns, and demand‑generation programs. Negotiate strategic discounts, partner rebates, OEM incentives, and joint business plans to improve margin performance. Ensure that Gijima becomes a preferred and high‑performing partner in the OEM ecosystem. Operating Model Structures (OSMs) Enablement Collaborate with OSMs to package technology offerings, define profitable pricing models, and ensure alignment with Gijima 2.0 commercial and platform standards. Support OSMs with technology insights, vendor models, licensing changes, and sourcing strategies. Ensure seamless delivery handover and integration into Gijima’s service lifecycle. Technology Portfolio Development Curate, refine, and evolve Gijima’s technology portfolio across hardware, software, licensing, and OEM solutions. Embed platform thinking into the technology catalogue—modular, configurable, scalable. Work with CTO Office and Engineering to align technology solutions with Gijima’s architecture standards and future platform capabilities. Sales Excellence, Enablement & Governance Establish sales governance for technology opportunities, pricing, bundling, forecasting, and pipeline hygiene. Implement consistent processes for opportunity management, quote‑to‑cash execution, and deal escalation. Train and enable Sales teams on technology trends, product positioning, OEM programs, and solution value propositions. Lead national forecasting, reporting, and performance management for Technology Sales. Revenue, Margin & Growth Accountability Own national technology sales revenue, gross margin, and profitability targets. Improve margin quality through strategic OEM engagement, optimal partner tiers, and bundled solution sales. Lead competitive pricing strategies, discount governance, and deal structuring. 3 Key Deliverables Platform product sales targets by technology stack and OEM category Product attach rate metrics and bundled deal tracking OEM rebate performance and partner margin contribution Hardware / software inventory alignment reports (in collaboration with Ops) Deal win summaries and vertical pack inclusion stats Co‑sell enablement guides and value unit positioning blueprints National Technology Sales Strategy & Operating Plan Annual GTM plan for hardware, software, and OEM solutions Industry‑aligned Technology Roadmaps and Sector Sales Plays Joint Business Plans with OEM partners Accurate forecasting, pipeline discipline, and performance dashboards Increased technology upsell / cross‑sell penetration per customer segment Margin‑enhancing deal structures and bundled offerings Quarterly business reviews with OEMs and commercial engines 4 Core Competencies Technical and Commercial Competencies : Expertise in enterprise hardware, software, cloud infrastructure, networking, cybersecurity, and licensing models. Strong understanding of OEM ecosystems (Microsoft, Cisco, Dell, Lenovo, Huawei, HP, AWS, Google, VMWare, Fortinet, etc.). Ability to design industry‑specific technology solutions and roadmaps. Strong negotiation skills with OEMs, distributors, and enterprise customers. Deep commercial knowledge : pricing, discounting, margin optimisation, partner incentives. Leadership and Behavioural Competencies : Strong executive presence and ability to influence internal and external stakeholders. High‑performance leadership mindset with a focus on growth, competitiveness, and speed. Collaborative leader capable of aligning multiple sales teams and partners. Strategic thinker with excellent analytical and problem‑solving skills. Customer‑obsessed and able to translate problems into technology‑led outcomes. Trusted advisor to CIO / CTO‑level stakeholders Digital and Platform Competencies : Technically credible and commercially sharp Growth‑focused, outcomes‑driven leadership Adaptable to evolving product offerings and innovations Collaborative and ecosystem‑aware Trusted advisor to CIO / CTO‑level stakeholders 5 Qualifications & Experience Bachelor’s degree in ICT, Business, Engineering, or related fields (required) MBA, Executive Leadership qualification, or equivalent (advantageous) 12–18 years experience in ICT technology sales, OEM partnerships, or enterprise commercial roles, solution engineering, or product sales roles, 5+ years in a leadership capacity Proven track record of achieving large technology sales targets in a complex, multi‑OEM environment Experience collaborating with multiple sales channels and managing national portfolios Experience developing and managing OEM partnerships and joint business plans 6 Role Impact and Decision Rights The Executive : Technology Sales directly influences the commercial success of Gijima’s core technology offerings. The role shapes platform monetisation models, manages pricing strategy, and drives adoption of digital products and horizontal solutions across sectors. This position interfaces with product, engineering, and sales executives to align capability with market demand. 7 Key Interfaces Internal Interfaces : CRO, CTO, Engineering Division, Platform Product Leads, CMO, Chief of Industries, Pre‑Sales, Sales Enablement External Interfaces : OEMs (e.g., Microsoft, AWS, IBM), ISVs, strategic technology partners, enterprise clients, SMME co‑sell teams 8 Measures of Success Technology Sales Revenue (Hardware, Software & Licensing) Gross Margin % and Margin Growth Pipeline Velocity and Opportunity Conversion OEM Incentives, Rebates, and Partner Tier Improvements Cross‑Sell and Upsell Penetration Forecast Accuracy Volume of Co‑Funded OEM Deals & Campaigns Technology Adoption as per Customer Growth Plans Number of Industry‑Aligned Technology Roadmaps Delivered 9 Additional Notes (if any) This job spec includes additional dimensions essential for Gijima 2.0 : Industry‑aligned selling OEM ecosystem activation Technology portfolio ownership Collaboration with OSMs Trend‑driven and insight‑led sales strategy Alignment with platform architecture standards Margin optimisation and partner tier growth Technology roadmap integration into customer success journeys #J-18808-Ljbffr