The Senior Pre-Sales Manager will be responsible for researching, prospecting and unlocking new business opportunities across various channels and market segments within the business-to-business market; with the objective of making a substantial contribution towards new business sales and revenue growth.
- Build and maintain a comprehensive database of corporate customers to facilitate customer targeting and maintenance and in turn, promote business growth across sectors.
- Secure appointments and present OKgo’s offerings to key stakeholders in line with OKgo’s target sectors and industries.
- Analyse current and future business needs and formulate appropriate sales strategies, including identification of challenges and problem areas, and conducting key needs within specific corporate environments.
- Manage the end-to-end pre-sales process, including discovery, technical assessments, solution demonstrations, and proof of concept (POC) development.
- Prepare and secure pricing from the Commercial Committee, Finance or other stakeholders in line with policies and procedures.
- Prepare formal quotations and final offers based on specific requirements and solutions (both standard and complex).
- Compile tender submissions relevant to private sector customers for approval by EXCO members.
- Project manage secured deals through the implementation phase.
- Support the development of future OKgo products, explore monetization opportunities for Tracker’s data and engage key senior stakeholders within Tracker to deliver unique and customised solutions and services to customers.
- Collaborate with account managers in existing relationships to identify opportunities, conduct needs analysis and drive sales into this base.
- Conduct networking activities by attending industry functions, association events and conferences, and provide feedback and information on market and creative trends to relevant stakeholders.
- Regularly engage with new and existing partners with the view of maximising growth in new sales and revenue.
- Introduce and generate sales of new products and services in line with strategic growth objectives.
- Target industry associations with the view of unlocking opportunities in their subscriber bases.
- Put forward professional proposals aimed at benefitting partners i.e. creating new solutions, generating revenue, minimising risk, creating loyalty.
- Regularly network within the Partner Channel space by attending relevant industry functions, association events and conferences, and provide feedback and information on market and creative trends.
- Present and propose professional solutions to all relevant partners which could be either:
- standard/core solutions and services or,
- new complex solutions and services in relation to the specific needs of the entity.
- Assist the Executive: OKgo to identify new verticals within the business market that OKgo may pursue to broaden its distribution focus and fulfil its strategic objectives.
- Assist the Executive: OKgo with motivating and securing key stakeholder buy-in and support in pursuing new segments that align with strategic objectives.
- Initiate the process of targeting key stakeholders in specific verticals by setting up appointments and meetings with decision-makers.
- Identify key challenges and problem areas, as well as analyse key needs within selected new markets and sectors and share findings and recommendations with relevant stakeholders.
- Engage and influence key senior stakeholders within OKgo to develop and deliver unique and customised solutions and services to customers.
- Develop, prepare and present various commercial models relevant to each unique scenario to the Commercial Committee in OKgo.
- Develop and maintain mutually beneficial relationships with internal teams and external stakeholders by ensuring all obligations, commitments and expectations are met.
- Successfully navigate the complexities of dealing with a diverse range of stakeholders from different backgrounds, sectors and locations and being subjected to different regulations.
- Develop and sustain key relationships between Tracker and its partners, acting as a direct link to ensure effective communication, management of expectations, and the achievement of strategic deliverables.
- Provide insight of a strategic nature to senior leadership within areas of expertise.
- Ensure effective cross-functional Tracker relationships through sharing of relevant information to assist all divisions in the achievement of their objectives.
- Work closely with Product Management, Engineering, and Customer Success teams to ensure seamless handoffs from pre-sales to post-sales processes.
- Provide direction and guidance by clearly communicating team goals, expectations, and priorities.
- Offer ongoing coaching and mentorship to ensure team members understand their roles and responsibilities as well as enhance their skills, knowledge and confidence.
- Conduct regular performance reviews, provide constructive feedback, and identify opportunities for growth and development.
- Foster a culture of continuous improvement.
- Motivate team members by recognizing their achievements and contributions to the team and company. Create a positive and collaborative work environment.
- Identify training needs within the team and provide opportunities for skills development (e.g., technical skills, soft skills, industry certifications etc.) Encourage participation in training programmes.
- Identify and develop high-potential team members to ensure a smooth transition for future leadership roles in terms of succession planning.
- Empower team members to take ownership of their work and make decisions within their area of expertise by delegating tasks appropriately.
- Maintain open and transparent communication with the team, ensuring everyone is informed and engaged; and encourage upward feedback.
- Foster a culture that values diversity and inclusion by creating a work environment where everyone feels respected, valued, and has the opportunity to contribute their unique skills and perspectives.
- Support of business revenue growth objectives by developing and implementing strategies to meet or exceed sales targets.
- Secure deals at competitive pricing, balancing client budgetary considerations with company profitability objectives.
- Oversee the implementation of projects, ensuring they are completed on time and within budget to maximise revenue and optimise costs.
- Evaluate the financial impact of proposed solutions by analysing potential cost savings or revenue increases associated with various initiatives to ensure they deliver a positive return on investment.
- Track and report on the ROI by regularly assessing the financial benefits achieved compared to the resources invested within scope of control.
- Identify and assess financial risks through creating an awareness of potential financial risks associated with project delays, technology implementation costs etc. and develop mitigation strategies.
Minimum Requirements:
- Tertiary qualification (Bachelor’s Degree) in Engineering, Business Management or a relevant field (NQF 7 or higher) is required.
- 7 years’ experience in implementing or selling supply chain technology solutions
- 3 years enterprise level business development, sales management, or a similar role.
- Must include at least 2 years managerial and or supervisory experience.
- Experience in sales of SaaS technology or data-related environments will be advantageous.
- Experience with CRM software will be advantageous.
- Willing to work extended hours, and willing to travel locally.
- Driver’s license with own vehicle.
Benefits include medical aid, provident fund, and 22 annual leave days.
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