Account Executive – JHB at Datafin Recruitment

ENVIRONMENT:

• A dynamic provider of cutting-edge Financial Security Services is seeking an Executive Account Manager who will deliver on agreed sales targets by driving strategic business development, strengthening executive-level client relationships, and leading high-performing sales initiatives.
• The role is responsible for positioning our client as a trusted advisor to large institutions, influencing senior stakeholders, and enabling sustainable revenue growth through solution-based selling and market expansion

DUTIES:

• Adhere to company policy, compliance requirements, and internal governance processes.
• Ensure alignment with governance frameworks, particularly in complex, regulated, or multi-stakeholder environments.
• Maintain integrity, transparency, and ethical conduct in all commercial engagements.
• Ensure alignment with Company policy and standards for forecasting purposes and maintain up-to-date information within the internal forecasting system.
• Ensure solution proposition can be fulfilled by the Company and/or its Partner and meet the required governance. Ensure solution propositions are commercially viable, deliverable, and aligned to governance standards.
• Regular attendance of sales review meetings (general and one-on-one).
• Build a pipeline for the relevant financial term but that will also cater for revenue expectations in future years. Build a sustainable, multi-period pipeline that supports both short-term targets and long-term revenue growth.
• Accurately forecast annual, quarterly, monthly and weekly revenue pipeline.
• Meet monthly and quarterly business objectives as agreed with Business Development Manager.
• Customer liaison – Maintaining customer information.
• Managing and resolving all customer enquiries. Proactively manage and resolve all customer enquiries with a client-centric approach.
• Monitor and maintain customer communication and relationships.
• Recording customer related communication (CRM), if applicable. Record all customer interactions within CRM systems to ensure visibility and continuity.

Sales

• Promote the company and its solution offering and identify new industry or business opportunities at existing AND new clients
• Identify and pursue new business opportunities through targeted client engagement and market activity
• Develop a strong understanding of the client’s business needs, budget cycles, and procurement processes to effectively position solutions
• Identify, engage, and maintain relationships with key stakeholders and decision-makers, including senior management where required
• Actively promote Company solutions and value proposition through client meetings, presentations, and industry engagements
• Build and manage a robust pipeline of opportunities, ensuring consistent progression toward closure
• Maintain regular client interaction to strengthen relationships and identify additional sales opportunities (upsell and cross-sell)
• Monitor client satisfaction and address queries or concerns promptly to support ongoing business retention and growth
• Ensure accurate and timely invoicing and debtor management in line with company standards
• Record and manage all client interactions and opportunities within the CRM system to ensure visibility and pipeline accuracy
• Market and sell cost-effective Company solutions to fulfil clients’ business requirements:
• Progress opportunities through defined sales stages using structured methodologies and stakeholder engagement strategies.
• Leverage relationships to deepen understanding of client needs and influence decision-making toward Company solutions
• Ensure rigorous qualification of opportunities before progression
• Engage early with Partner, Product Management, and Solutions Teams to co-create optimal solutions
• Ensure a clear understanding of both business and technical requirements
• Map procurement processes, decision criteria, and key influencers within the client organization
• Use presentations, workshops, and proof-of-concept engagements to demonstrate value
• Develop and execute comprehensive closing strategies, including:
• Stakeholder engagement plans
• Internal and external call plans
• Coordinated cross-functional execution
• Drive deals to closure through strategic negotiation, influence, and value articulation
• Manage toward successful conclusion of proposal, pricing, tendering, and contracting processes:
• Assume ownership of the full tendering and proposal lifecycle
• Lead the development of high-quality, compelling proposals, including:
• Management summaries
• Commercial models and pricing
• Terms and conditions
• Ensure proposals are strategically aligned, commercially sound, and client-centric
• Where specifications are absent, define and document client requirements clearly and accurately
• Coordinate internal stakeholders (Product, Legal, Solutions, Executive Management)
• Compile proposal plans with clear responsibilities, timelines, and deliverables
• Engage commercial and legal expertise to validate contractual and commercial terms
• Plan and manage logistics for submission, presentations, and demonstrations
• Demonstrate strong understanding of pricing structures, including exchange rate implications where relevant
• Lead pricing discussions aligned to client budget and strategic importance of opportunity
• Maintain ongoing client engagement throughout proposal phase to sustain momentum and address concerns
• Ensure adherence to policies and contract management standards
• Assist in ensuring successful implementation of solutions and maintaining a high level of client satisfaction:
• Implementation Support & Client Success
• Ensure early involvement of Solution Teams and/or Partners to support seamless delivery
• Facilitate coordination between internal teams to meet client expectations and timelines
• Ensure all contractual agreements are finalised prior to implementation
• Monitor implementation progress, proactively addressing risks and challenges
• Leverage client relationships to resolve issues and ensure successful outcomes
• Ensure accurate and timely invoicing aligned to delivery milestones
• Continuously monitor and enhance client satisfaction levels post-implementation
• Identify opportunities for upsell, cross-sell, and long-term partnership growth
• Solution and value proposition awareness
• Maintain deep understanding of their solutions, features, and value proposition
• Stay current with product developments and future roadmap
• Conduct ongoing competitive analysis and market benchmarking
• Understand pricing structures, packaging models, and commercial positioning
• Maintain awareness of supplier positioning and ecosystem dynamics
• Apply market insights to align solutions with emerging industry trends and client priorities

REQUIREMENTS:

• Grade 12 or equivalent
• Degree in a related field
• BCom / MBA / Postgraduate Qualification (Advantageous)
• Recognised sales training
• Minimum 5-10 years’ experience in enterprise sales, account management, or business development
• Fluent in French (Advantageous)
• Knowledge of products and services and associated value Proposition to customers
• Knowledge and understanding of sales methodologies
• Strong understanding of customer and market dynamics and requirements
• Track record of exceeding sales targets and driving market expansion across multiple regions
• Experience in solution selling within financial services, technology, or infrastructure environments
• Exposure to cross-border markets and multi-jurisdictional environments is highly advantageous
• Ability to engage and influence C-suite stakeholders, regulators, or large institutions
• Proven success in complex B2B / institutional sales environments

ATTRIBUTES:

• Business Acumen
• Client/Stakeholder Commitment
• Drive for Results
• Leads Change and Innovation
• Motivating and Inspiring Team
• Results orientated and deliverables driven
• Committed and passionate about providing superior client service
• Willingness to travel for work