SUMMARY:
We are seeking a seasoned Public Sector Sales Executive to lead and grow our footprint across national, provincial, and local government, as well as state-owned enterprises. This executive-level role is accountable for driving sustainable revenue growth, managing complex tender processes, and building trusted, long-term stakeholder relationships within highly regulated environments.

The successful candidate will take ownership of the full public sector sales lifecycle — from strategy development and pipeline management to proposal oversight, negotiation, and contract renewal. You will engage with senior government decision-makers, navigate procurement frameworks, and position technology and platform-based solutions that address critical public service needs.

This role requires a strong existing network within the South African public sector ecosystem, proven success in enterprise sales, deep knowledge of government procurement cycles, and the ability to lead strategic bids with commercial precision.

POSITION INFO:

1 Role Purpose

2 Key Responsibilities

• Lead the public sector go-to-market (GTM) strategy and annual revenue planning for the SLED domain.
• Manage opportunity pipeline, strategic bids, and account development across all public entities.
• Ensure alignment with public sector procurement frameworks, compliance rules, and budget cycles.
• Coordinate joint pursuits with the Chief of Industries, Pre-Sales, and Solution Packaging teams.
• Foster trusted stakeholder relationships with CIOs, directors, SCM officers, and executive sponsors.
• Oversee proposal development, pricing alignment, and strategic response to RFPs, RFQs, and tenders.
• Drive retention, renewals, and contract expansion across key SOEs and government departments.
• Collaborate with the CMO on public-sector campaigns and targeted messaging.
• Provide input into platform value unit prioritisation for government-specific needs.
• Contribute to quarterly business reviews, performance reporting, and CRM hygiene

3 Key Deliverables

• Annual public sector revenue targets and forecast accuracy
• Bid conversion metrics and response quality standards
• Exhibit strong leadership capabilities, with a proven ability to drive actions, inspire teams, and align stakeholders to achieve commercial goals.
• Possess an established network within the public sector ecosystem, including operators, regulators, and strategic partners.
• Public-sector-aligned GTM playbooks and campaign outputs
• Renewals and contract extension documentation
• Develop and execute a comprehensive account and territory plan, with the ability to formulate and implement strategic growth initiatives.
• Create and articulate compelling value propositions that clearly demonstrate the impact of Gijima solutions.
• Stakeholder engagement and relationship maps
• Public sector reporting inputs for QBRs and EXCO dashboards
• Drive revenue growth and market share through strategic customer engagement and new business development.
• Develop and execute a comprehensive account and territory plan, with the ability to formulate and implement strategic growth initiatives.
• Create and articulate compelling value propositions that clearly demonstrate the impact of Gijima solutions.
• Hands-on and actively overseeing and contributing to all stages of the sales cycle—from lead generation and solution positioning to proposal development, negotiation, and closure.
• Demonstrated success in selling platform vertical and horizontal solutions, with a strong grasp of business strategy.

4 Core Competencies

• • SLED sales strategy and procurement navigation
  • Public sector contract lifecycle management
  • Tender and proposal development (RFP/RFQ/SBD)
  • Pipeline development and CRM reporting
  • Stakeholder engagement in regulated environments
  • Government budget cycle and SCM knowledge

• • Relationship-building and long-cycle engagement
  • Compliance-driven decision-making
  • Executive communication and influence
  • Trust-building and stakeholder alignment
  • Resilience and process patience

• • Solution packaging with industry blueprints
  • Value unit positioning for public needs (e.g., SmartProcure, TPMS)
  • Collaboration with Pre-Sales, CMO, and COI
  • Government demand shaping through platform use cases
  • CRM usage and deal governance discipline

5 Qualifications & Experience

• Minimum Qualifications: Bachelor’s degree in Business, Public Administration, or related field
• Preferred Qualifications: Certifications in public sector procurement or sales leadership
• Years of Experience:
• 8+ years in enterprise sales, business development, or commercial leadership roles, preferably in sales, with 5+ years in government-facing account or sales leadership roles
• Demonstrated ability to sell platform vertical and horizontal solutions.
• Strong leadership presence with the ability to influence internal and external stakeholders across all levels.
• Existing network of relationships in the South African public sector ecosystem.
• Ability to develop and execute comprehensive account plans, territory strategies, and growth roadmaps.
• Excellent communication and negotiation skills with fluency in English.
• Data-driven and outcome-oriented with a structured approach to pipeline development, forecasting, and reporting.
• Willingness to travel extensively across the country.

6 Role Impact and Decision Rights

7 Key Interfaces

• CRO, CMO, Chief of Industries, Pre-Sales, Legal & Commercial, Delivery, Bid Office

• Government IT Directors, SCM Officers, CIOs, Directors-General, SOE executives, OEM partners

8 Measures of Success

• Public sector revenue target achievement
• Contract retention and renewal rate
• SLED pipeline conversion and coverage
• Bid win rate and proposal quality score
• Stakeholder satisfaction and engagement continuity
• Compliance score and risk audit results
• Platform value unit adoption in public accounts

9 Additional Notes