Role: This role is responsible for driving revenue growth through our clients connectivity and services portfolio through our clients African Partners with a key focus on our clients Infrastructure as a Service cloud offering. Competency Requirements: Industry and Product Knowledge: Sound knowledge of:South Africa and African markets ICT sector, products, and services, including technical expertise in selling network services, including SDWAN and IP Comprehensive Enterprise sales experience in selling to multinationals&carriers in Africa. Ability to understand channel, customer, supplier partners business and technology environment (at industry and corporate level) that influence strategic architecture and technology decisions. Understanding of Partner and supplier/customer business and IT strategies, trends and in country regulations. Minimum Qualifications: CCNP, AWS, Azure Business and sales professional or equivalent vendor certification. Thorough understanding of networking (MPLS, SD-WAN, Ethernet, and Internet). Business related degree would be an advantage. Minimum Experience: 6-8 years in sales roles with demonstrable track record of success of hunting and farming large enterprise accounts. Strong network in Enterprise with multi-national corporations across South African&Africa Track record of identifying and converting big deals. Other Requirements: Willing and able to travel extensively into Africa and Middle East essential. Fluent in English. French and/or Arabic would be an advantage. Must be willing to work flexible hours to accommodate European and African time zones. Must have own transport. Valid passport Skills: Strategic selling Demonstrable expertise in complex solution selling. Account and opportunity planning. Excellent appreciation of key enterprise and channel players in the designated region with a strong portfolio of deals closed in past. Building and maintaining relationships. Account Management Global account management experience. Prospecting Ability to identify market trends and opportunities in Africa. Compelling Communication Strong written skills. Exceptional negotiation skills with an ability to influence others. Presentation skills. Microsoft Office (Word, Excel, PowerPoint, Outlook). Forecasting and Governance Business reporting with specific emphasis on forecasting and funnel management and business review competence. Behavioral Customer accountability and expectation management. Excellent business acumen. Entrepreneurial skills. Able to operate independently. High levels of self motivation. Results oriented. Tenacity and resilience. Problem solving skills. Key Stakeholder Relationships Internal: Head of Enterprise Sales. Sales team. Commercial Managers. Product&Innovation team. Supply Chain. Quality Assurance. External Multi-National Corporations. Resellers / Master Agents (Channel Partners). System Integrators. Application Service Providers. Key Performance Areas: Achieve Sales Targets Task: Tasks: Achieve new business sales targets by identifying and prioritising on-boarding of new customers / new product revenue streams in the region. Achieve Billed Revenue target by cross selling and up selling within allocated base of Customers. Present at Big Deal Forum, identify and manage key resources. Manage churn by ensuring an effective retention strategy within account base. Selling of value-added services and products Achieve Partner Reseller Targets Tasks Achieve agreed targets by developing sales plans and increasing brand awareness with our clients Partners. Stay abreast of latest developments in marketplace and competitor activities. Successful integration of all elements of technical and commercial solutions. Work with our clients Vendor Channel to train their technical teams on our clients products and cloud platform. Funnel and Opportunity Management Task Identify prospects and qualify opportunities in order to build adequate cover for pipeline. Ensure Opportunity plans are completed for all prospects. Ensure opportunities flow through the sales cycle by identifying Customers needs and aligning our clients solution to the requirement. Sales Forecasting Task Ensure Adequate Cover in Long, Middle and Short-Term Forecasting. Ensure your forecast is accurate and in line with set Ensure plans are in place to address any gaps. Sales Hygiene Task Contribute to revenue assurance by managing client renewals, MACDs and debtors days. Ensure all information (internal and external) submitted is accurate, on time and in sufficient detail. Ensure all meetings have agendas and minutes are taken for follow up action. Ensure all client communication is professional and submitted timeously. Demonstrate accountability to the client and drive internal delivery across departments. Key Performance Indicators: Achieve Sales Target: 100% of annual, quarterly, and monthly sales targets. Develop and drive prospect list and market expansion. 100% of revenue target. Compile and lead submission to successful close. Ensure churn is in line with company objectives. 20% of sales performance is value-added services/ products. Achieve Partner Reseller Targets 100% of annual, quarterly, and monthly sales targets. Resolve regulatory issues. Identify new business opportunities. Commercial models are understood and successfully executed. Enhanced Partners problem-solving&selling capabilities on the platform/network. Funnel and Opportunity Management Achieve minimum 2x 10:5:3 ratio such as "Suspect, prospect, opportunity" ratio per quarter (6 qualified opportunities). All proposals are professionally submitted timeously. Budget and timing are confirmed. Risks are identified and mitigated. Customers needs are met, and deals closed. Sales Forecasting Long term (4 months +) 3 xs weighting cover. Medium term (2-3 months) 2x weighted cover. Short term (1 month) 1 x cover, close what was committed. Forecast in line with objectives. Submit weekly, monthly, and quarterly performance reports. Tracking Report/BI Tool Sales tool Sales Reports ADPs Activity Reports Sales Hygiene Proactive retention management. 120 days prior to contract anniversary. Accurate forecasting of risk. Debtors days #J-18808-Ljbffr