Role:Responsible for delivering growth in revenue from existing customers and on-boarding new customers in the region. You are the Customer champion and the face of our client in ensuring customer satisfaction and positioning our client as their partner of choice. Leverage your regional expertise within Enterprise. Defend existing revenue streams by minimising churn of services. Drive cross-functional collaboration to achieve the regional commercial and operational targets. Develop revenue from our clients new products and services, thereby increasing our clients share of wallet and continue to elevate our client as the partner of choice for services in Africa and the Middle East.Key Performance Areas: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%Competency Requirements:Industry and Product Knowledge:Excellent appreciation of key Corporate and Enterprise players in the designated region, with a strong portfolio of closing deals in pastTechnical expertise in selling Corporate and Enterprise WAN Solution and services including layer 2, layer 3, IP and SDWANGovernment sector knowledge an advantageKnowledge of regional market conditionsSkills:SalesDemonstrable expertise in complex solution selling.Track record of building strong relationships across customer business functionsRegional trade show experience and planningAbility to identify key customer stakeholders for existing and newly developed products/services.Account ManagementRevenue defence; accomplished in retention and cross-sell and up-sell of services.Adept at building and executing Account Plans (APs)ProspectingAbility to identify market trends and opportunities.Compelling CommunicationStrong written skillExceptional negotiation skills with an ability to influence others.Presentation skillsMicrosoft Office (Word, Excel, PowerPoint, Outlook)Forecasting and GovernanceSales reporting discipline, including pipeline and opportunity management.BehavioralResults oriented.Ability to plan and execute Customer responsiveness.Ability to influence others.Able to operate independently.High levels of self motivationInitiativeTenacity and resilienceProblem solving skills.Minimum Qualifications:MatricBusiness related degree would be an advantage.Industry recognized product certificationMinimum Experience:5+ years in Corporate and Enterprise sales environmentGood network across regional corporate and enterprise customersGood sales and technical knowledge of WAN Solutions - including SDN technologies, SDWAN and IPDemonstratable expertise in complex solution selling.Other Requirements:Multilingual would be advantageous.Valid passportOwn transportFlexible working hours to accommodate European / African time zone for internal and external customer obligations.Willing and able to travel internationally and attend trade shows.Job Grade:D1Key Stakeholder RelationshipsInternal:VP Global SalesRegional DirectorsSales teamCommercial ManagersProduct & Innovation teamOperationsFinanceHRExternalCustomersProspectsKey Performance Areas:Achieve Sales Targets (Net MRR)Tasks: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.Retain Existing BusinessTasksTarget 18% churn rate per annumManage 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 clients presence and capability.Communicate upside, risks and threats within deals to all relevant internal departments.Sales ReportingTasksProvide timely and accurate sales reports demonstrating planning and execution to deliver growth.Weekly reporting to line managerManage and contribute towards our clients key customer Account Development PlansProduct Knowledge and SolutionsDemonstrate competence in selling our clients products and solutions.Attend internal training and submit assessments as required.Accurate understanding of Customers technical and commercial requirementsKey Performance Indicators:Achieve Sales Targets (Net MRR)Consistent, sustainable growth in revenue and marginRegional growth opportunitiesNew business development Negotiation skills Product / portfolio positioningGrowth and retention of key accountsAccount Development planning.Present at Big Deal Forum and identify / manage key resource.Address issues that erode new contributionDownward trend in "avoidable" credits and cancellationsTracking Report /BI ToolOur clients Sales ToolWeekly sales dashboard / PipelineMaster Service Agreement (MSA)Our clients Tool & Weekly reportingBig Deal Forum / Sales ToolSales revenue and Churn ReportsRetain Existing BusinessAchieve 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.Tracking Report /BI ToolSales reporting120 day renewal reportAPSales PipelineCross Functional Co-ordination to support Customer EngagementMitigation of risksDeliver within contract terms and SLAShared learnings and insightsEffective and collaborative team playerTracking Report /BI ToolSales reporting / Big Deal ForumSales Weekly All Hands / Sales ReportingSales ReportingEnsure sales pipeline is always up to date and accurate (Sales Bible)Meaningful interpretation and analysis of account portfolioAccurate forecasting of Committed & Expected NumbersAchievements planned activity and issues requiring remedial action.Identify trends and maximize financial contribution from Customer accounts.Tracking Report /BI ToolOur clients Sales ToolSales BibleWeekly sales reportADPProduct Knowledge and SolutionsEfficient collaboration across internal departmentsAssessment of competence submitted to required standard.Alignment between Customers technical and commercial requirements and what is delivered.
