The key focus of this role is to oversee and drive the software revenue generation function within Company.
This is a key management position, reporting directly to the CEO, overseeing the new business development team, cross-selling team in terms of software sales. In addition the role plays a key role in terms of lead generation into the project teams (ESD, SED, Skills teams) in terms of sales strategy, product/market fit etc. The role is also responsible for the management of the Channel partner strategy.
Target market and contacts are CFO’s, HR Directors, Transformation Executives, compliance officers in large, JSE listed, multinationals as well as mid-size organizations.
This is a player/coach role where the incumbent will have their own sales targets.
Role and Responsibilities
· Develop and implement effective sales strategies to achieve company revenue goals, market expansion, and successful software sales to corporates, based on your proven track record.
· Lead and manage a team of sales professionals, providing guidance, coaching, and performance management to drive results.
· Build and maintain strong relationships with key clients, understanding their needs, and providing tailored solutions to meet their compliance and transformation requirements.
· Establish and nurture a network of channel partners, including recruiting, onboarding, and managing partner performance.
· Develop and execute channel sales strategies to maximize partner engagement, drive revenue growth, and successfully sell software solutions to corporates.
· Collaborate with cross-functional teams, including marketing and product development, to align sales efforts with overall company objectives.
· Provide operational leadership by defining sales processes, optimizing workflows, and implementing effective sales enablement tools to streamline operations and enhance productivity.
· Stay up-to-date with industry trends, market dynamics, and competitor activities to identify opportunities for differentiation and competitive advantage.
· Monitor sales performance, analyze sales data, and provide regular reports to senior management, offering strategic insights and recommendations for improvement.
· Conduct market research and analysis to identify new business opportunities, target markets, and potential partnership collaborations.
· Drive innovation and continuous improvement within the sales function, identifying and implementing best practices, training programs, and performance metrics to enhance sales effectiveness.
· Lead contract negotiations and pricing strategies to ensure profitable deals and maximize revenue.
· Drive a customer-centric culture within the sales team.
· Represent the company at industry events, conferences, and networking forums to enhance the company's visibility and brand reputation.
· Provide strategic input and contribute to the overall company strategy, offering insights and recommendations based on market trends, customer feedback, and competitive intelligence.
Qualifications and Education Requirements
· Bachelor's degree in business or a related field. MBA or equivalent qualification is a plus.
· Proven track record of at least 7-10 years in sales management, with a focus on software or similar annuity revenue generation services, specifically selling software solutions to corporates. This is a high volume sales environment so experience in a similar SAAS environment is desired.
· Strong knowledge and understanding of the compliance and transformation landscape in South Africa.
Required skills
· Experience in managing and leading sales teams, with a track record of lead/opportunity generation and driving revenue growth.
· Demonstrated success in selling software or SaaS solutions to corporates, with a solid track record of achieving and exceeding sales targets.
· Previous experience in managing channel partners and driving successful channel sales is highly desirable.
· Ability to establish and nurture strong relationships with channel partners, including recruiting, onboarding, and managing partner performance.
· Familiarity with channel partner programs, including partner enablement, co-marketing initiatives, and deal registration processes.
· Strategic thinker with the ability to develop and execute sales plans, including strategies to leverage channel partners and sell software to corporates.
· Excellent communication, negotiation, and presentation skills.
· Strong analytical and problem-solving skills.
· Results-oriented mindset with a proven ability to meet or exceed targets.
· Ability to build and maintain relationships with key stakeholders, clients, and channel partners.
· Demonstrated passion for transformation and making a positive impact in South Africa.
· High EQ, ability and experience to work across matrix team leverage and drive a sales conscious organization, and coordinate cross-polenisation, client referrals to snowball sales growth.
· High energy and drive, methodical, structured focused personality, high level of initiative, ability to stress and deadline pressures well.
· Ability and experience in problem solving, designing, implementing, finetuning, improving and building sales processes, structures, methodologies, sales training, teach and mentor sales teams in using CRM and sales & marketing tools and platforms
· Excellent written and spoken communication skills in business English,
· Good understanding of Cloud services e.g. SaaS.
Normal working hours depending on business needs, generally 08:00 – 17:00 although it would occasionally be required to work overtime when deals must be closed or customer support must be provided.
Employees are required to provide proof that they are part of a medical aid.
