Senior Sales Director

Sales Director

Reporting To

Group Chief Executive Officer

Department

Sales – Africa

Location

Johannesburg Office

Role Purpose

The Sales Director is responsible for driving revenue growth, strategic customer engagement and market expansion across the assigned region. The role owns the end-to-end sales cycle for strategic opportunities, from opportunity identification through solution positioning, commercial negotiation and deal closure, while strengthening Quintica's partnership with ServiceNow and expanding the regional customer base.

Working collaboratively with Pre-Sales, Delivery, Customer Success, Marketing and Finance, the Sales Director develops commercial strategies, builds trusted customer relationships and ensures opportunities are converted into successful customer outcomes. This is an individual contributor role and has no direct people management responsibilities.

Key Accountabilities

Commercial Strategy

• Develop and execute regional sales strategies.


• Drive revenue and gross profit targets.


• Develop territory and account plans.


• Identify new business opportunities and partnerships.

Business Development

• Own the end-to-end sales cycle.


• Develop business cases and value propositions.


• Lead commercial negotiations.


• Build executive customer relationships.

ServiceNow Partnership

• Develop strong ServiceNow relationships.


• Drive joint pipeline activities.


• Represent Quintica at partner events.


• Position Quintica as the preferred ServiceNow partner.

Strategic Account Management

• Develop strategic account plans.


• Grow existing customers.


• Support customer retention and expansion.

Commercial Excellence

• Maintain CRM accuracy.


• Support pricing and proposals.


• Maintain forecast accuracy.


• Monitor market and competitor trends.

Cross-functional Collaboration

• Partner with Pre-Sales, Delivery, Customer Success, Marketing and Finance.


• Support successful transition into delivery.


• Contribute to continuous improvement.

Education

• Degree-level tertiary qualification in Business, Commerce, Information Technology or a related field.


• Relevant commercial or sales certifications are advantageous.

Experience

• Minimum 10 years' enterprise technology sales experience.


• Demonstrated success exceeding sales targets.


• Experience selling enterprise software, professional services and digital transformation solutions.


• Extensive ServiceNow sales or partner ecosystem experience is essential.


• Experience in strategic account management and complex solution selling.


• Experience preparing commercial proposals, business cases and contract negotiations.


• Experience working with cross-functional teams.

Knowledge

• ServiceNow platform and partner ecosystem.


• Enterprise software sales methodologies.


• Commercial management and forecasting.


• CRM systems and pipeline management.


• Strategic account management.

Core Competencies

• Commercial acumen


• Strategic thinking


• Customer centricity


• Negotiation and influencing


• Relationship building


• Communication and presentation


• Collaboration


• Results orientation


• Problem solving


• Integrity


• Adaptability


• Ownership

Key Performance Measures

• Achievement of revenue and gross profit targets.


• Forecast accuracy.


• Pipeline growth and health.


• Net new customer acquisition.


• Growth of strategic accounts.


• Customer retention and satisfaction.


• ServiceNow partner engagement.


• CRM compliance.