Job Summary
• This role is responsible for engaging with clients and providing tailored solutions as per their unique business needs utilizing a deep understanding of the organization's products. The role strategically positions the organization’s offerings against competitors and focuses on client retention through upselling and cross-selling. The role supports account managers in lead generation, achieving quota objectives, and training junior team members to drive sales success and growth.

Responsibilities
• Demonstrates a deep understanding of the organization's products or services, as well as the industry to effectively position the offerings and articulate their value to potential clients.
• Engages with clients to understand their needs, analyze their challenges, and provide tailored solutions aligning with client’s business and IT goals.
• Maintains a deep understanding of competitors’ activities to strategically position the organization’s products and services effectively.
• Focuses on client retention efforts by identifying opportunities for upselling or cross-selling additional products or services to existing clients.
• Provides support to account managers and offers insights into business development and solution delivery.
• Captures leads and ensures their proper assignment and follow-up to drive the sales pipeline in collaboration with internal teams.
• Attends industry events, trade shows, and conferences to expand the network and build relationships with potential clients, partners, and industry influencers.
• Generates regular reports on sales activities, forecasts, and results to share with management and provide insights into sales performance.
• Participates in developing quota objectives and future strategies for the designated area of expertise.
• Documents sales interactions and ensures all sales activities comply with the organization's policies and legal requirements.

Education & Experience Recommended
• Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 7-10 years of work experience, preferably in technical selling, consultative selling, account management, or a related field.

Preferred Certifications
NA

Knowledge & Skills
• Business Development
• Business To Business
• Customer/Partner Relationship Management
• Corporate Enterprise Public Sales
• IT Industry Knowledge
• Sales Process
• Sales Prospecting, Forecasting
• Solution Selling
• Technical Sales
• Value Propositions

Cross-Org Skills
• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity

Impact & Scope
• Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.

Complexity
• Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.

Disclaimer
• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.
 

Preference will be given to members from designated groups, i.e. EE in accordance with the Employment Equity Act. However, this does not suggest that the process of recruitment excludes members from non-designated groups.