Sales Executive – New Business Development

SUMMARY:
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POSITION INFO:

In order to be considered the following is required:

• Bachelor’s degree in Business Administration, Information Systems or related discipline (or equivalent experience)
• Professional certifications in recognized sales methodologies advantageous (e.g., Challenger, MEDDIC or Strategic Selling)
• ITIL Foundation or equivalent process framework knowledge beneficial

Essential Experience:

• 10–15 years of enterprise B2B sales experience in technology, cloud, or managed services environments
• Proven success in driving complex sales cycles involving digital operations, automation or analytics-led transformation
• Deep familiarity with structured sales frameworks (e.g. SPIN, MEDDIC, Challenger)
• Consistent record of exceeding revenue and margin targets
• Strong relationship-building, negotiation, and presentation skills across executive and operational stakeholders
• Understanding of AIOps concepts, observability ecosystems and automation technologies

Preferred Experience:

• Experience engaging with enterprise clients across South Africa and broader African markets
• Background in consultative or solution-oriented selling within digital operations transformation
• Ability to align technology capabilities with measurable business outcomes
• Well established network across CIO, CTO and IT Operations leadership communities

Duties & Responsibilities:

New Business Development & Opportunity Generation:

• Identify and target new enterprise prospects across key verticals such as Financial Services, Telecommunications, Public Sector, and Managed Services
• Develop and execute go-to-market (GTM) strategies aligned with solution portfolio including AIOps-driven operations, automation, cloud visibility, digital operations and managed service transformation
• Build and manage a high-quality sales pipeline, ensuring alignment to revenue objectives and strategic account targets
• Engage C-level executives and operations leaders to understand their business priorities and translate them into actionable solution opportunities

Sales Strategy and Execution:

• Apply structured and mature sales methodologies (e.g. MEDDIC, SPIN, Challenger, or Miller Heiman) to manage complex enterprise sales cycles
• Lead all aspects of the opportunity lifecycle qualification, discovery, value articulation, proposal development, and deal negotiation
• Collaborate with Pre-Sales, Solution Architecture, and Delivery teams to craft value-based proposals and solution narratives that address client outcomes
• Maintain accurate CRM and forecast management to support predictable revenue delivery

Client Engagement and Relationship Management:

• Build deep, trust-based relationships with decision-makers and influencers across client organisations
• Position digital operations capabilities as enablers of resilience, efficiency, and automation-led transformation
• Serve as a strategic advisor to prospective clients throughout the sales cycle, ensuring alignment between business challenges and value proposition
• Represent at industry forums, events and client engagements to enhance visibility and credibility

Collaboration with Internal Teams:

• Partner with the Chief Client Executive and Solution Leadership to align new business pursuits with delivery capacity and innovation focus
• Provide structured market feedback to support the evolution of GTM strategy and service offerings
• Support bid and proposal submissions by contributing commercial, strategic and business value perspectives

Market Intelligence and Positioning:

• Maintain awareness of competitive landscapes, market trends, and emerging client needs in digital operations and AIOps
• Translate market and client insights into actionable strategies for account growth and differentiation
• Stay current on capabilities, reference architectures and success stories to effectively position the brand with clients and partners

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