Account Manager – Direct Sales at Salt South Africa

Job Purpose

• The Account Manager – Direct Sales is responsible for driving revenue growth through new business development and the expansion of existing client accounts. The role focuses on identifying, developing, and closing complex, solution‑based sales opportunities while building long‑term, trusted relationships with clients.
• The successful candidate will manage their assigned territory as a strategic marketplace, consistently uncovering opportunities, articulating compelling business needs, and delivering tailored solutions that create measurable value for customers and sustainable growth for the business.

Key Responsibilities
Sales & Business Development

• Achieve and exceed annual revenue and sales targets through proactive prospecting, pipeline management, and deal closure.
• Lead demand‑generating sales activities within the assigned market, products, services, or solutions.
• Identify, qualify, and convert sales opportunities into successful wins and invoicing.
• Actively drive new customer acquisition while expanding and deepening existing client relationships.

Solution Selling & Client Engagement

• Apply advanced solution‑selling methodologies to uncover customer needs, pain points, and business gains (NPG).
• Develop and present financially justified, value‑based proposals using sophisticated business cases and financial models.
• Articulate the client’s compelling business need and align proposed solutions to executive, financial, and technical stakeholders.
• Produce high‑quality executive summaries and proposals that clearly communicate value and enable decision‑making.

Account & Stakeholder Management

• Establish and maintain productive, professional relationships across customer organisations, including senior decision‑makers.
• Collaborate with internal business units, consultants, and service providers to deliver end‑to‑end solutions.
• Engage pricing and decision‑support teams to ensure appropriate pricing structures during bids, proposals, and quotations
• Track customer satisfaction and ensure consistent delivery against commitments.

Pipeline, Reporting & Market Intelligence

• Build, maintain, and manage a healthy and accurate sales pipeline.
• Report on pipeline, new business, pending deals, and closed wins against targets and benchmarks.
• Source and share relevant thought leadership, insights, and marketing material with customers.
• Maintain strong market and competitor awareness to identify opportunities and risks.

Key Relationships

• Clients and Partners
• Internal Consultants and Business Units
• External Service Providers and Subject Matter Experts

Qualifications, Experience & Skills
Educational Requirements

• University Degree or College Diploma

Professional Development

• Sales development and solution‑selling courses
• Ongoing personal and professional development

Experience

• Minimum 5-10 years’ experience in a solution‑selling sales environment.
• Proven track record of managing, growing, and closing complex sales opportunities.
• Experience in technology, telecommunications, SaaS, or IT services is highly advantageous.

Core Competencies & Attributes

• Strong business and financial acumen
• Advanced solution‑selling expertise
• Excellent communication, presentation, and negotiation skills
• Results‑driven with strong pipeline discipline
• Ability to engage and influence senior stakeholders
• High levels of integrity, professionalism, and customer focus
• Leadership capability and experience working in virtual or matrix teams