Solutions Sales Specialist

JOB PURPOSE

• To achieve and exceed targets set for revenue, margin, and monthly subscriptions through the promotion of
• Digital Services offerings to Direct channel customers.
• DocuWares workflow solutions allow customers to move away from manual, time consuming processes. You will be commercially minded and responsible for territory channel development and a target for sales of the
• DocuWare product suite. Acting as a customer facing DocuWare ambassador for the Company, you will promote and
• enable the sale of DocuWare solutions to existing and new Company customers. You will hold sales and technical workshops and presentations that highlight your solutions.
• The candidate will be expected to focus on DocuWare as the flagship solution. Other solutions that fall within the
• Digital Services portfolio include complimentary application services to DocuWare, cybersecurity and communication services.
• A more detailed solutions portfolio will be provided.

KEY RESPONSIBILITIES

• Deliver clear business growth of DocuWare solutions for the Company
• Meet gross sales quotas against assigned target, demonstrating the revenue contribution of your sales
• Conduct Sales and lite technical workshops to educate, as well as providing end-user seminars and presentations to close business
• Develop and implement extensive high quality market plans
• Put in pace clear account plans for appropriate customers and targets
• Work closely with other in-country counterparts & matrix teams to achieve the shared goal of growth
• Set sales cycle expectation with in-country teams
• Work with direct and/or indirect channels to build a sustainable opportunities pipeline, healthy enough to deliver XXX revenues to the business
• Interface with Company central team to contribute to target plans

KEY PERFORMANCE MEASURES

• Numbers of customer visits per week
• Size of pipeline
• Billed DocuWare license, maintenance and professional services revenue
• Completion and recertification in all relevant qualifications

REQUIRED SKILLS, KNOWLEDGE & EXPERIENCE

• Grade 12 (mandatory)
• Related tertiary qualification an advantage
• A minimum of 5 years related experience in the solutions / software industry or the equivalent
• combination of formal education and experience
• Proven understanding of common business processes i.e. Accounts Payable / Receivable, HR,
• Employee Onboarding etc.
• Full understanding of the technical and business concepts surrounding the following areas:
• Document Management
• Content Management
• Print Management
• Workflow Solutions
• Digital Services Solutions
• Must have the ability to design and propose complex technologies using Companys DS Portfolio
• A proven understanding of IT and Document Management Solutions
• Proven track record of continuously working under pressure and achieving high levels of excellence
• Proven experience in consultative selling & solution sales
• DSA, DAC certified or certification within 3 months if from outside Company
• Ability to demonstrate and sell SW functionality
• Proven ability to understand customer problems and find best fit solutions
• Understand and be able to document and map workflows and business processes
• Strategic thinking to drive new market growth
• Competitor product knowledge is advantageous but not essential
• Effective time management and project management skills with influencing and negotiation
• Excellent communication skills, both written and orally
• Excellent IT skills, including advanced knowledge of MS PowerPoint and Excel, experience of using
• VMs & Virtualbox
• Business travel required
• Ability to present professionally and convincingly
• Ability to form working relationships with others
• Ability to work with matrix teams

KEY RESPONSIBILITES & INTERACTION

• Internal Relationships & Interactions:
• RE Applications Services team
• AS and Professional services in country
• Key contacts:
• OpCo manager: Company Operating Company
• REU manager
• Company OpCo & dealer network
• External Relationships & Interactions:
• DocuWare
• 3rd party channel partners or professional services companies
• All suppliers

OTHER REQUIREMENTS

• Required to travel regularly
• Own reliable vehicle
• Valid driving license
• Ability to work remotely and report to Head Office
• Valid Covid 19 Vaccination Certificate