Key Performance Areas:

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

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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 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

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Skills:
Sales

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.

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Account Management

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

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Prospecting

Ability to identify market trends and opportunities.

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Compelling Communication

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

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Forecasting and Governance

Sales reporting discipline, including pipeline and opportunity management.

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Behavioral

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.

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Minimum Qualifications:

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

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Minimum Experience:

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.

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Other Requirements:

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.

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Job Grade:

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Key Stakeholder Relationships
Internal:

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

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External

Customers
Prospects

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Key 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.

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Retain Existing Business
TasksÂ Â

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 clientâs presence and capability.

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

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Sales Reporting
Tasks

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

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Product Knowledge and Solutions

Demonstrate competence in selling our clientsâ products and solutions.
Attend internal training and submit assessments as required.
Accurate understanding of Customerâs technical and commercial requirements

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Key Performance Indicators:
Achieve Sales Targets (Net MRR)

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 âavoidableâ credits and cancellations

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Tracking Report /BI Tool

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

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Retain Existing Business

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.

Tracking Report /BI Tool

Sales reporting
120 day renewal report
AP
Sales Pipeline

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Cross Functional Co-ordination to supportÂ Â Customer Engagement

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

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Tracking Report /BI Tool

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

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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.

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Tracking Report /BI Tool

Our clients Sales Tool
Sales Bible
Weekly sales report
ADP

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Product Knowledge and Solutions

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

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