Sales Director

2 weeks ago

Johannesburg, South Africa IFS Full time

Company Description

At IFS you will work in a growing, global enterprise software company built upon committed and empowered colleagues who come to work knowing they are making a difference. We work every day within our single platform and embedded digital innovation to help our customers be their best when it really matters to their customers - at the Moment of Service. We take pride in ensuring that our employees are able to achieve the company goals as well as develop their career. We believe empowered autonomy, committed colleagues and being part of a winning team are the keys to our success and what makes us great

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, or disability status.

**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 to remain focused to map out activities and timeline for a complex customer engagement - with ability to prioritise and delegate to drive results with internal & external stake holders;
- Executive presence and strong ability to distil critical facts and complexity into clear business cases and value propositions;
- Ability to perform as a business leader and peer to the SP leadership team, and be seen as an extension to their leadership to coach and guide them build the IFS practice to its full potential;
- Strong understanding of softwa

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