Job Purpose:
- The goal is to achieve the objectives established by the Enterprise Sales Department and contribute to optimizing the sales teams and company's performance.
- Additionally, strategies should be developed and executed to establish and maintain productive relationships with relevant stakeholders and customers as needed.
Main Objectives:
Sales Performance (Revenue & GP Delivery)
- Achieve revenue and GP targets as agreed (monthly/quarterly/annual).
- Drive growth across both existing accounts (expansion) and new logo acquisition.
- Identify whitespace opportunities and position relevant solutions from the Products &Services Portfolio.
- Build and execute opportunity plans for large/strategic deals.
Strategic Account Planning & Execution
- Develop, maintain and execute strategic account plans (stakeholder maps, objectives, whitespace, risks, action plans).
- Run structured customer engagement cadence (incl. QBRs/service reviews where applicable).
- Map customer buying processes and influence decision criteria.
- Maintain executive relationships and multi-threaded stakeholder coverage.
Pipeline Management & New Business Development
- Build and maintain a healthy pipeline through prospecting, referrals, ABM-style targeting, and partner/vendor co-selling.
- Qualify opportunities using an agreed qualification
- Ensure pipeline coverage is sufficient to deliver targets.
Solution & Proposal Ownership (Portfolio Selling)
- Lead solution shaping with internal teams (pre-sales/engineering/product/delivery) and partners.
- Produce proposals, scope outlines, commercials and value cases aligned to customer outcomes.
- Ensure solution fit, deliverability, and documented assumptions/dependencies.
Forecasting, Reporting & CRM Governance
- Maintain accurate CRM records: stakeholders, activity, next steps, stage, close date, amount, products, and notes.
- Provide weekly/monthly forecasts and commentary (best case/commit).
- Report on pipeline movement, risks, and mitigation actions.
Customer Satisfaction, Retention & Renewals
- Protect and grow existing revenue through proactive renewal and retention planning.
- Identify churn/competitive risk early and execute save plans.
- Manage commercial escalations and ensure internal teams respond appropriately.
- Promote a consistent, professional customer experience.
- Help with day-to-day sales and contribute to the bottom line.
Cash Flow & Commercial Risk Management
- Support invoicing readiness (POs, required paperwork, billing milestones).
- Partner with finance to reduce aged debt; resolve disputes quickly.
- Ensure pricing/discounting follows approval matrix and governance.
- Manage expense spend against ROI and opportunity outcomes.
Stakeholder, Partner & Internal Collaboration
- Coordinate internal stakeholders to deliver outcomes (finance, legal, delivery, support, product).
- Build productive partner/vendor relationships to extend reach and improve win probability.
- Ensure clean handovers from sales to delivery (where applicable).
Corporate Governance, Ethics & Continuous Development
- Adhere to governance principles, confidentiality, and ethical sales conduct.
- Maintain product knowledge and keep current on market/competitor trends.
- Complete agreed training/certifications and share best practices.
Qualification and Experience:
- Minimum 5 years proven B2B sales experience, with at least 3–5 years in enterprise/corporate account management or similar role
- Demonstrated success in achieving or exceeding revenue / GP targets and managing a sales pipeline from prospecting to close
- Experience developing and executing account plans, including stakeholder mapping and expansion strategies within large customers
- Exposure to tender/RFP processes and contract renewal cycles (where applicable)
Skills and Knowledge:
- Strong understanding of enterprise sales methodology, pipeline management, and forecasting principles.
- Knowledge of account planning frameworks (e.g., strategic account plans, white space analysis).
- Working knowledge of commercial concepts: GP, margins, pricing, budgeting, and basic financial evaluation of deals.
- Industry and product knowledge relevant to the organisation (e.g., ICT/technology solutions), including awareness of competitor positioning and market trends.
- Knowledge of CRM best practices and reporting requirements.
- Customer centricity: consistently prioritises client outcomes and long-term value.
- Stakeholder management: builds credibility across executive, technical, procurement, and operational stakeholders.
- Strategic thinking: identifies opportunities, risks, trends, and translates them into actionable account strategies.
- Impact and influence persuades ethically, presents value clearly, and drives decision-making.
- Sales acumen understands buying signals, qualification, objection handling, and closing discipline.
- Professionalism and governance operate with integrity and aligns to company governance principles (e.g., King principles).
- Strong verbal and written communication skills (presentations, proposals, business cases).
- Negotiation and deal structuring skills, including managing objections and contract discussions.
- Excellent planning, organisation, and time management skills across multiple enterprise accounts.
- Analytical skills: interprets sales statistics, account performance, and market signals to guide actions.
- Technology proficiency: confident use of CRM, MS Office/Google Workspace, and sales enablement tools.
- Ability to network, prospect, and build new pipelines through referrals and targeted outreach.
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