Enterprise Sales Manager

• Achieve Sales Targets (Net MRR) 40%
• Retain Existing business 15%
• Cross Functional Co-ordination to Support Customer Engagement/Account Plan Management 15%
• Sales Reporting – Accurate forecasting of Committed & Expected Numbers 15%
• Product Knowledge 15%

• Excellent appreciation of key Corporate and Enterprise players in the designated region, with a strong portfolio of closing deals in past
• Technical expertise in selling Corporate and Enterprise WAN Solution and services including layer 2, layer 3, IP and SDWAN
• Government sector knowledge an advantage
• Knowledge of regional market conditions

• Demonstrable expertise in complex solution selling.
• Track record of building strong relationships across customer business functions
• Regional trade show experience and planning
• Ability to identify key customer stakeholders for existing and newly developed products/services.

• Revenue defence; accomplished in retention and cross-sell and up-sell of services.
• Adept at building and executing Account Plans (AP’s)

• Ability to identify market trends and opportunities.

• Strong written skill
• Exceptional negotiation skills with an ability to influence others.
• Presentation skills
• Microsoft Office (Word, Excel, PowerPoint, Outlook)

• Sales reporting discipline, including pipeline and opportunity management.

• Results oriented.
• Ability to plan and execute Customer responsiveness.
• Ability to influence others.
• Able to operate independently.
• High levels of self motivation
• Initiative
• Tenacity and resilience
• Problem solving skills.

• Matric
• Business related degree would be an advantage.
• Industry recognized product certification

• 5+ years in Corporate and Enterprise sales environment
• Good network across regional corporate and enterprise customers
• Good sales and technical knowledge of WAN Solutions – including SDN technologies, SDWAN and IP
• Demonstratable expertise in complex solution selling.

• Multilingual would be advantageous.
• Valid passport
• Own transport
• Flexible working hours to accommodate European / African time zone for internal and external customer obligations.
• Willing and able to travel internationally and attend trade shows.

• D1

• VP Global Sales
• Regional Directors
• Sales team
• Commercial Managers
• Product & Innovation team
• Operations
• Finance
• HR

• Customers
• Prospects

• Achieve new business development sales target.
• Achieve Billed Revenue target.
• Lead, and support on regional growth opportunities.
• Identify and prioritize on-boarding of new customers / new product revenue streams in the region.
• Develop and actively manage customers achieving revenue growth.
• Identify and orchestrate at least one big deal.
• Determine root causes and implement corrective action to reduce credits and cancellations.

• Target 18% churn rate per annum
• Manage regional contribution towards P&L, review financial data and implement steps to increase revenue.
• Ensure execution of customer ADPs and orchestrate peer to peer relationships.
• Present and execute regional strategies to drive our client’s presence and capability.

• Communicate upside, risks and threats within deals to all relevant internal departments.

• Provide timely and accurate sales reports demonstrating planning and execution to deliver growth.
• Weekly reporting to line manager
• Manage and contribute towards our client’s key customer Account Development Plans

• Demonstrate competence in selling our clients’ products and solutions.
• Attend internal training and submit assessments as required.
• Accurate understanding of Customer’s technical and commercial requirements

• Consistent, sustainable growth in revenue and margin
• Regional growth opportunities
• New business development Negotiation skills Product / portfolio positioning
• Growth and retention of key accounts
• Account Development planning.
• Present at Big Deal Forum and identify / manage key resource.
• Address issues that erode new contribution
• Downward trend in “avoidable” credits and cancellations

• Our clients Sales Tool
• Weekly sales dashboard / Pipeline
• Master Service Agreement (MSA)
• Our clients Tool & Weekly reporting
• Big Deal Forum / Sales Tool
• Sales revenue and Churn Reports

• Achieve sales churn targets.
• Proactively manage and mitigate out-of-term contracts.
• Develop and execute the ADP (where relevant)
• Orchestrate internal stakeholders to maximize relationship.
• Develop tangible business opportunities.

• Sales reporting
• 120 day renewal report
• AP
• Sales Pipeline

• Mitigation of risks
• Deliver within contract terms and SLA
• Shared learnings and insights
• Effective and collaborative team player

• Sales reporting / Big Deal Forum
• Sales Weekly All Hands / Sales Reporting

• Ensure sales pipeline is always up to date and accurate (Sales Bible)
• Meaningful interpretation and analysis of account portfolio
• Accurate forecasting of Committed & Expected Numbers
• Achievements planned activity and issues requiring remedial action.
• Identify trends and maximize financial contribution from Customer accounts.

• Our clients Sales Tool
• Sales Bible
• Weekly sales report
• ADP

• Efficient collaboration across internal departments
• Assessment of competence submitted to required standard.
• Alignment between Customer’s technical and commercial requirements and what is delivered.

Recru-IT