SUMMARY:
Our client in the ICT industry is looking for Chief Sales Officer. This role will be based in Johannesburg North.
POSITION INFO:
The Chief Sales Officer (CSO) is a critical executive leadership role responsible for defining and executing sales strategy across its client base of municipalities and strategic partners. As the primary driver of revenue growth, the CSO works closely with the CEO, COO, CTO and marketing teams, as well as with the sister companies, to deliver coordinated commercial success. The CSO serves as a bridge between product, marketing, client success
and strategy, aligning all revenue-generating initiatives under one vision.
The CSO plays a key role in positioning the company as the market leader in public sector ERP systems by spearheading pipeline generation, conversion initiatives, strategic partnerships,
and data-driven sales practices. The position is also expected to contribute to broader organisational strategy.
Key responsibilities:
- Define and implement sales strategies that align with the company's growth ambitions and
market goals.
- Drive revenue generation and profitability across new business, upsells, and renewals.
- Lead pipeline forecasting, budgeting, and strategic planning in alignment with EXCO.
- Develop account-based sales strategies to deepen client relationships and expand
footprint.
Team Management & Performance
- Build and manage a high-performing sales team; recruit, coach, and develop talent.
- Set KPIs and performance metrics for sales, partner and client relations teams.
- Foster a performance-driven culture with a strong focus on execution and
accountability.
Market Development & Positioning
- Oversee market segmentation, go-to-market planning, and territory expansion strategies.
- Monitor market trends, competitive threats, and stakeholder sentiment to inform action plans.
- Collaborate with Marketing and Technology to ensure brand alignment and product market
fit.
Partnerships & Stakeholder Engagement
- Manage strategic relationships, commercial agreements, and give input to field agents frameworks.
- Engage government, municipalities, and strategic entities to drive public sector influence.
- Represent company at client meetings, industry forums, and executive engagements.
Technology & CRM Oversight
- Lead CRM strategy, ensuring data accuracy and actionable sales intelligence.
Champion adoption and optimisation of Salesforce (or equivalent CRM systems).
- Work with the CTO to ensure sales tools and platforms support strategic goals.
Customer Focus & Client Success
- Drive structured client engagement models that enhance satisfaction and retention.
- Ensure feedback loops between client relations and product/marketing teams.
- Lead the development of testimonials, case studies, and win stories.
Compliance, Reporting & Governance
- Ensure alignment with public sector procurement and regulatory frameworks.
- Report on performance, risks, and opportunities to EXCO.
- Uphold corporate ethics and compliance across all commercial activities.
Qualifications & Experience:
1. A degree in Business Administration, Marketing, or related field (MBA preferred).
2. Minimum 10 years’ experience in senior sales leadership roles.
3. Proven track record in ERP or municipal/public sector systems is highly advantageous.
4. Proven experience managing large, distributed sales teams and partner networks.
5. Strong understanding of municipal governance, procurement, and digital transformation.
6. Excellent communication and interpersonal abilities, with the capacity to advise and
influence executive management.
7. Exceptional analytical, strategic thinking and problem-solving skills.
8. Exemplary leadership qualities, with the ability to inspire and manage teams towards
achieving excellence in operations.
9. Strong understanding of market dynamics, customer needs, and the competitive
landscape.
10. Proficiency in MS Office and CRM software (e.g. Salesforce).
Competencies & Attributes:
- Strategic Visionary: Combines long-term thinking with operational rigour to drive
revenue growth and expand market influence.
- Client-Centric: Understands municipal client needs and internal business drivers;
communicates the sales vision in a way that inspires action and loyalty.
- Commercial Acumen: Brings strong analytical thinking, data-driven decision-making,
and a results-oriented approach to complex public sector sales environments.
- Executive Gravitas: Operates with confidence, credibility, and integrity; able to engage
senior stakeholders and boards on strategic sales matters.
- Collaborative Leadership: Works effectively across cross-functional executive teams
(CEO, COO, CTO, Marketing) to ensure alignment and execution.
- Emotional Intelligence: Leads with empathy, influence and high emotional awareness;
builds and mentors high-performing sales teams.
- Adaptability & Innovation: Constantly scans the market for new trends and
opportunities; introduces fresh thinking to stay ahead of competition.
- Public Sector Fluency: Well-versed in municipal systems, procurement regulations,
and partnership development with government and stakeholders.
- Continuous Learner: Committed to personal development, excellence, and embedding
a culture of improvement within the sales organisation.
