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Enterprise Sales Manager

Role:

Responsible for delivering growth in revenue from existing customers and on-boarding new customers in the region. You are the Customer champion and the face of our client in ensuring customer satisfaction and positioning our client as their partner of choice.  Leverage your regional expertise within Enterprise. Defend existing revenue streams by minimising churn of services. Drive cross-functional collaboration to achieve the regional commercial and operational targets. Develop revenue from our clients’ new products and services, thereby increasing our clients share of wallet and continue to elevate our client as the partner of choice for services in Africa and the Middle East.

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 – 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 (AP’s)

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 client’s presence and capability.

Cross Functional Co-ordination to support Customer Engagement

  • 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 client’s key customer Account Development Plans

Product Knowledge and Solutions

  • Demonstrate competence in selling our clients’ products and solutions.
  • Attend internal training and submit assessments as required.
  • Accurate understanding of Customer’s 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 “avoidable” 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 Customer’s technical and commercial requirements and what is delivered.

 

 

 

 

 

 

 

 

 

 

 

 

 

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