Sales Director South Africa & Rest of Africa

We are seeking an accomplished Sales
Director to lead the sales function for South Africa and the Rest of Africa
and own the region's sales, order booking and revenue targets across leading
private-sector and Government/Public Sector enterprises.

This is a multi-country sales leadership
role with full accountability for the annual sales plan, order bookings,
revenue and pipeline health. The primary focus is a hunter role (winning new
logos and leading strategic pursuits), complemented by an enablement role for
existing customers – supporting the account teams, which report to the Business
Group (BG) organization and hold primary ownership of those customers –
alongside management of the BDM team.

Key Responsibilities

• Own and deliver the sales, order booking
  (TCV) and revenue targets for South Africa and the Rest of Africa.
  
• Define the go-to-market strategy, priority
  countries, target sectors, priority accounts and annual sales plan for the
  region.
  
• Expand coverage across Rest of Africa
  markets (e.g., Kenya, Nigeria and other high-potential countries) through
  direct presence, channel and alliance partners.
  
• Lead, coach and manage a team of Business
  Development Managers; set individual targets, territories and account coverage.
  
• Recruit, develop and retain
  high-performing sales talent and build a strong sales culture.
  
• Drive new-logo acquisition across private
  and Government/Public Sector clients, and support growth of existing strategic
  accounts in partnership with BG account teams.
  
• Build and sustain relationships with CEOs,
  CIOs, CTOs, CDOs and senior government stakeholders.
  
• Enable and support the account teams for
  existing customers in the country – primary ownership of these customers sits
  with the account teams reporting to the BG organization; the Sales Director
  provides country-level relationship support, market insight and senior
  leadership connects.
  
• Support BG account teams in account mining
  – identifying cross-sell, up-sell, renewal and extension opportunities and
  bringing in country capabilities, partners and local relationships to increase
  wallet share.
  

Key Success Measures

• Achievement of order booking / Total
  Contract Value (TCV) target for South Africa and Rest of Africa.
  
• Achievement of regional revenue target and
  revenue growth, including growth in Rest of Africa markets.
  
• New logos acquired and growth in strategic
  accounts.
  
• Contribution to revenue growth in existing
  customers through enablement of BG account teams (wallet share, renewals,
  cross-sell and up-sell).
  
• Feedback from BG account teams on the
  effectiveness of country-level enablement and stakeholder support.
  

Requirements

• 15+ years of overall professional
  experience, including significant experience in enterprise sales and business
  development in the technology sector.
  
• 5+ years in a sales leadership role,
  managing a team of BDMs / account managers with a country or multi-country
  quota.
  
• Strong knowledge of the South African
  market and key African markets with an established senior-level network across
  private and government sectors.
  
• Demonstrated success in originating and
  closing large, complex IT services, consulting or digital-transformation deals