SUMMARY:
Bilnor Staffing Solutions' client in the mining sector is seeking a qualified and experienced Solution Sales Manager to join their team in Germiston, GP.
POSITION INFO:
The Solution Sales Manager is the strategic commercial leader responsible for driving revenue growth, customer value realization, and long-term account expansion across the EMEAI region. Acting as the primary executive engagement point for assigned customers, this role leads complex, consultative sales engagements, aligns digital transformation initiatives with customer business objectives, and orchestrates cross-functional teams to deliver measurable operational and commercial outcomes. The role combines strategic account leadership, value-based solution selling, and ecosystem opportunity development to support recurring revenue growth and long-term customer partnerships. Working closely with Revenue Operations, Technical Services, Customer Success, and Business Services, the Solution Sales Manager ensures customer opportunities progress efficiently from strategy and solution definition through deployment, adoption, renewal, and expansion. With deep mining industry insight, strong commercial acumen, and technical understanding of platform and ecosystem solutions, the Solution Sales Manager plays a critical role in positioning the company as a trusted strategic partner in mining technology transformation. The Solution Sales Manager reports directly to the Regional Sales Director and serves as the strategic commercial lead responsible for driving revenue growth, customer engagement, and solution adoption across assigned accounts within the EMEAI region. Qualifications and Experience Education - Bachelor's degree in Engineering, Business, or Technology - Post Graduate degrees (MBA, MSc.) strongly preferred - SPIN\/ Challenger Certification preferred Experience - 5+ Years' experience in Solution Sales and Account Management - Mining and\/or Technology Consulting experience preferred - Open Technology & Cloud Solution experience - SalesForce or other CRM Solution experience Key Responsibilities 1. Strategic Account Leadership & Customer Engagement - Serve as the primary commercial owner for assigned strategic accounts, accountable for long-term revenue growth, customer retention, and executive relationship management. - Establish trusted advisor relationships with Executive, Operational, and Technical stakeholders across customer organizations. - Develop and maintain multi-year strategic account plans and customer roadmaps aligned to operational priorities, digital transformation initiatives, and measurable business outcomes. - Lead Executive Business Reviews (EBRs), Quarterly Business Reviews (QBRs), and strategic customer governance engagements to ensure alignment between customer objectives and commercial commitments. - Drive proactive stakeholder engagement strategies to strengthen customer partnerships, identify expansion opportunities, and support long-term account growth. 2. Revenue Growth & Opportunity Management - Own the full commercial lifecycle for assigned opportunities, from strategic qualification and solution positioning through negotiation, closure, renewal, and expansion. - Build and maintain a healthy, execution-ready sales pipeline aligned to regional revenue objectives and recurring revenue growth targets. - Drive consultative, value-based sales engagements that position platform, ecosystem, and digital transformation solutions aligned to customer operational and business challenges. - Identify, qualify, and advance new business opportunities across existing customers, greenfield sites, strategic partnerships, and emerging market segments. - Lead commercial negotiations, proposals, and contract discussions to ensure commercially sustainable and customer-aligned outcomes. 3. Solution Selling & Value Realization - Develop tailored customer business cases, ROI models, and value realization strategies that clearly demonstrate operational, financial, and strategic impact. - Align customer solution roadmaps with platform capabilities, ecosystem integrations, and long-term operational transformation objectives. - Collaborate with Technical Services, Product Management, and Engineering teams to ensure proposed solutions are technically feasible, scalable, and aligned to customer requirements. - Support successful customer adoption of platform, SaaS, analytics, and ecosystem solutions by aligning commercial objectives with operational delivery plans. - Continuously identify opportunities to improve customer value realization, operational performance, and recurring revenue expansion. 4. Forecasting, Pipeline Governance & Commercial Discipline - Maintain accurate forecasting, opportunity progression, and pipeline hygiene within Salesforce and associated reporting systems. - Ensure all opportunities are supported by documented customer decision processes, commercial next steps, stakeholder mapping, and value alignment. - Drive disciplined execution of sales methodologies, account management processes, and opportunity governance standards. - Partner closely with Revenue Operations to ensure forecast integrity, reporting accuracy, commercial visibility, and operational alignment across the revenue lifecycle. - Ensure compliance with pricing, discounting, contractual approval, export compliance, and governance policies throughout the sales process. 5. Cross-Functional Collaboration & Execution Alignment - Act as the commercial orchestrator across Sales, Revenue Operations, Technical Services, Customer Success, Business Services, and Product teams to ensure coordinated customer engagement and successful solution delivery. - Facilitate alignment between commercial commitments, deployment readiness, customer success objectives, and operational execution plans. - Partner with Technical Account Managers (TAMs) and Customer Success stakeholders to proactively identify customer risks, adoption gaps, renewal exposure, and expansion opportunities. - Support seamless transition from pre-sales to post-sales execution through structured handover processes and customer success alignment. - Contribute to regional and global strategic initiatives, ensuring customer and market feedback informs future commercial and product direction. 6. Market Intelligence & Strategic Growth - Maintain strong awareness of mining industry trends, customer priorities, competitive positioning, and emerging technologies impacting the market. Page 3 of 8 - Identify strategic ecosystem partnerships, industry engagement opportunities, and collaborative initiatives that support regional growth objectives. - Gather Voice of Customer (VoC) insights and provide structured feedback to Product, Marketing, and Leadership teams to influence solution evolution and go-to-market strategies. - Represent the company at industry forums, customer events, executive engagements, and strategic market initiatives to strengthen brand positioning and market influence. 7. Leadership, Professionalism & Continuous Improvement - Demonstrate leadership through collaboration, accountability, customer focus, and disciplined commercial execution. - Contribute to a high-performance culture through knowledge sharing, mentorship, coaching, and continuous improvement initiatives. - Maintain high standards of professionalism, communication, and responsiveness across all customer and internal engagements. - Continuously improve sales effectiveness through participation in enablement, training, strategic planning, and capability development initiatives. 8. Safety, Compliance, and Governance - Embed safety, environmental, and risk management principles into all customer engagements and commercial activities. - Ensure adherence to customer, regional, and corporate governance standards, including contractual obligations, export controls, data governance, and legal compliance requirements. - Promote ethical business practices and reinforce compliance with company policies, processes, and commercial approval frameworks. Role Competencies 1. Strategic Account Leadership - Demonstrates the ability to build and sustain executive-level customer relationships that position the company as a trusted long-term strategic partner. Drives customer engagement, governance, and growth through structured account leadership and proactive relationship management. 2. Value-Based Solution Selling - Applies consultative and outcome-driven sales methodologies to align customer business challenges with platform, ecosystem, and digital transformation solutions. Effectively articulates operational, commercial, and strategic value to customer stakeholders. 3. Commercial Acumen - Demonstrates strong understanding of commercial strategy, recurring revenue models, contract structures, pricing governance, and business drivers within the mining and technology sectors. Makes commercially sound decisions that balance customer value with business objectives. 4. Pipeline & Forecast Discipline - Maintains disciplined opportunity management practices, ensuring accurate forecasting, pipeline visibility, CRM compliance, and structured progression of sales opportunities through the commercial lifecycle. 5. Customer Value Realization - Focuses on long-term customer success by aligning commercial commitments with operational outcomes, customer adoption, and measurable business value. Partners effectively across teams to support customer retention and expansion. 6. Cross-Functional Collaboration & Orchestration - Coordinates effectively across Sales, Revenue Operations, Technical Services, Customer Success, Product Management, and Business Services to ensure aligned customer engagement, successful deal execution, and seamless operational delivery. 7. Strategic Thinking & Market Insight - Demonstrates strong understanding of mining industry trends, customer operating environments, emerging technologies, and competitive positioning. Identifies strategic growth opportunities and contributes to long-term market expansion. 8. Communication & Executive Influence - Communicates clearly and confidently across executive, operational, and technical audiences. Influences decision-making through structured engagement, strong presentation skills, negotiation capability, and professional credibility. 9. Leadership & Accountability - Demonstrates ownership, professionalism, and accountability in all customer and internal engagements. Contributes positively to team culture, continuous improvement, and organizational performance through collaboration, coaching, and disciplined execution. Key Performance Indicators 1. Pipeline Management & Forecast Accuracy - Pipeline Coverage Ratio ≥ 2.5x assigned quota - Forecast Accuracy ≥ 85-90% - Salesforce Opportunity Hygiene ≥ 95% - Weekly forecast and pipeline cadence adherence = 100% 2. Sales Execution & Opportunity Conversion - Qualified Opportunity Win Rate ≥ 35-45% - ≥ 90% of opportunities progress within defined stage timelines - Sales Cycle Time improvement ≥ 10% year-on-year - ≥ 90% of opportunities include documented value proposition or ROI alignment 3. Account Growth & Revenue Expansion - 100% of strategic accounts supported by documented account plans - Quarterly Account Reviews completed = 100% - ≥ 2 upsell\/cross-sell opportunities identified annually per strategic account - Revenue growth aligned to assigned portfolio targets - ≥ 70% of revenue derived from existing account expansion where applicable 4. New Business & Strategic Growth - Achievement of assigned new business and market expansion targets - ≥ 30% of pipeline generated from new business opportunities - Lead-to-Opportunity conversion rate ≥ 25% - Contribution to strategic growth initiatives tracked quarterly 5. Solution & Ecosystem Selling - ≥ 20% of pipeline includes platform, ecosystem, or integration opportunities - ≥ 70% of opportunities aligned to recurring revenue models - Customer solution roadmaps documented for ≥ 90% of strategic opportunities - Ecosystem opportunity progression tracked quarterly 6. Customer Engagement & Retention - Minimum 2 meaningful customer engagements per month - Minimum 1 executive-level engagement per quarter per strategic account - Customer response time ≤ 24-48 hours - Customer renewal rate ≥ 95% - Customer churn maintained below regional targets 7. Value Realization & Customer Success Alignment - ≥ 80% of strategic accounts include defined customer value metrics or ROI tracking - Renewal risks identified ≥120 days prior to contract renewal where applicable - Active participation in customer value reviews, adoption discussions, and escalation management 8. Cross-Functional Collaboration & Execution - ≥ 90% stakeholder satisfaction on opportunity collaboration and handover quality - Participation in all required cross-functional sales and governance cadences = 100% - Reduction in internal escalations through proactive alignment and communication 9. CRM Compliance & Commercial Governance - Salesforce data accuracy and compliance ≥ 95-98% - Forecast submissions completed on time = 100% - 100% compliance with pricing, discounting, approval, and governance policies - Complete and accurate commercial documentation maintained across all opportunities 10. Personal Effectiveness & Professional Discipline - Weekly planning and opportunity review cadence adherence = 100% - ≥ 95% of opportunities include clearly defined next steps and ownership - Customer-facing engagement time aligned to regional expectations - 100% participation in required enablement, compliance, and professional development programs Workplace Culture and Values Our company is committed to fostering a meritocratic culture where all employees are empowered to excel, grow, and contribute to our collective success. We embed the following core values and behaviours into our everyday work environment: - Failing Forward Fast: We encourage making decisions quickly, learning from mistakes, and applying those lessons to future initiatives. We see setbacks as opportunities for growth and innovation. - Coaching Culture: We believe in setting mutual goals and priorities, providing honest and constructive feedback regularly. This approach supports continuous development and strong team collaboration. - Pioneering Spirit: We seek out opportunities for innovation and are not afraid to push boundaries. We embrace new ideas and strategies to overcome challenges and stay ahead in the industry. - Proactive Urgency: We take ownership of our responsibilities, actively seeking opportunities and addressing issues proactively. We respect deadlines and time commitments, ensuring we deliver impactful results efficiently. This culture promotes a dynamic, supportive, and innovative work environment where individual contributions drive our collective success. Role Summary The Solution Sales Manager is a strategic commercial leader responsible for driving revenue growth, customer value realization, and long-term account expansion across the EMEAI region. Acting as the primary executive engagement point for assigned customers, this role leads complex consultative sales engagements, aligns digital transformation initiatives with customer business objectives, and orchestrates cross-functional teams to deliver measurable operational and commercial outcomes. The role combines strategic account leadership, value-based solution selling, and ecosystem opportunity development to support recurring revenue growth and sustainable customer partnerships. Working closely with Revenue Operations, Technical Services, Customer Success, Product Management, and Business Services, the Solution Sales Manager ensures customer opportunities progress effectively from strategy and solution definition through deployment, adoption, renewal, and expansion. With strong mining industry insight, commercial acumen, and technical understanding of platform and ecosystem solutions, the Solution Sales Manager plays a critical role in positioning the company as a trusted partner in mining technology transformation while contributing to regional growth, operational excellence, and long-term customer success.
