Sales Director

6 months ago

Johannesburg, South Africa IFS Full time

Company Description

IFS is a billion-dollar revenue company with 5000+ employees on all continents. We deliver award-winning enterprise software solutions through the use of embedded digital innovation and a single cloud-based platform to help businesses be their best when it really matters-at the Moment of Service.

At IFS, we're flexible, we're innovative, and we're focused not only on how we can engage with our customers, but on how we can make a real change and have a worldwide impact. We help solve some of society's greatest challenges, fostering a better future through our agility, collaboration, and trust.

We celebrate diversity and accept that there are so many different perspectives in this world. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view.

By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.

We're looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs.

If you want to change the status quo, we'll help you make your moment. Join Team Purple. Join IFS.

**Job Description**:
The Sales Director is a leadership role, spearheading our distribution business into sub-Saharan Africa. You will be expected to perform in a matrix organisation, working with our exclusive Strategic Partner (SP) for the region, to scale the business for sales and delivery, driving the Go To Market, business and sales cadence and establishing the business processes around our SP to deliver success and growth.

Key responsibilities of the Sales Director include but not limited to:

- Drive revenue through the Strategic Partner, steering the sales process to build capability and establish rapid market traction;
- Direct the development of a comprehensive business plan including but not limited to; demand generation and marketing plans, develop a pipeline of 4x revenue cover within the coming 6 months on a 4 rolling quarter basis, across the defined market;
- Utilising the full matrix structure of IFS to help the SP identify, recruit and enable their core team, including building sales and technical skills, support capabilities, drive a certification programme and establish a channel programme into the Africa market;
- Be hands on and a part of sales process through to contract execution, negotiating key business terms in collaboration with the SP;
- Share your expertise and demonstrate strong sales execution in accurate pipeline and forecast management, and accurate deal sizing and closure on time;
- Co-develop strategic future 36 month business plans in the region, including sales objectives, skills acquisition, target market definition, building of delivery capabilities and demand generation objectives.
- Drive key SP deliverables and responsibilities via an agreed business plan that details territory planning, revenue commitments, skills and marketing plans. These will be reviewed in quarterly Business Reviews, attended by all executive stakeholders.
- Broker and facilitate relationships between key IFS stakeholders, the SP and our existing customers and partners in the market;
- Ensure accurate information is maintained in the Customer Relationship Management (CRM)and other IFS tools, including ensuring compliance with IFS sales methodology and deal approval processes;
- Actively manage existing customers contracted directly with IFS Africa and ensure strong ongoing relationships in support of our customer commitments;

**Qualifications**:
To be successful you will have:

- Good understanding of Enterprise Resource Planning (ERP), Enterprise Asset Management (EAM) and Service Management (FSM and ESM) technology, transformation journeys and alignment to business initiatives to inspire partners to uncover opportunities in their customer base;
- Demonstrable understanding of successfully directing and driving sales processes and diligent sales execution to deliver deals according to forecast to meet and exceed revenue targets, selling across Africa both directly and indirectly in complex, enterprise software sales;
- Deep understanding and expertise in building and running partner and channel programmes in the region;
- Financial acumen and analytical thinking with attention to detail, to model and achieve compelling commercial proposals;
- Excellent communication skills, including writing and presenting in English;
- Proven ability to work in highly matrixed business environment;
- High level of personal resilience and drive to work independently and own the execution of the Africa distribution strategy;
- Enterprising and daring attitude to your work to drive transformation and growth;
- Highly organized and able

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