Senior Manager IOT Solutions

The Company:

A global telecommunications provider operating in markets across Africa and the rest of the world is looking for a Senior Manager IoT Solutions Sales. The company has been providing ordinary South Africans with excellent services and values the individual contributions of its team members. Candidates can expect to form part of an elite team operating at the cutting edge of their relevant technologies. 

The Role:

• Develop and execute a go-to-market strategy for target industries, regions, and segments that aligns with the IoT sales strategy.
• Design and implement the IoT Solutions sales plan to meet established goals and surpass sales targets.
• Construct a portfolio that enables the formation of partnerships, co-creation with clients, and a cost-effective, consultative approach.
• Collaborate with account managers to design and carry out a comprehensive account or territory plan.
• Establish and manage a robust sales pipeline to drive revenue, adoption, and market penetration in regions and segments.
• Report accurate business metrics, monthly forecasts, and pipeline progress reports.
• Adopt a client-focused sales approach by prioritising relationships and seeking open dialogue to understand clients’ business, technology, and service needs before offering solutions.
• Work closely with account managers to identify, shape, qualify, and close opportunities.
• Ensure timely submission of high-quality proposals, quotations, and RFP responses with the help of account managers.
• Identify new opportunities for upselling and cross-selling and expand existing accounts in a designated geographic territory and product line.
• Enhance revenue and market share through partner-led sales.
• Engage with account management teams, presales solution architects, external partners, and professional service organisations to close large, complex opportunities.
• Position the organisation as a market leader with the target markets by conveying compelling value propositions and ROI for IoT Solutions with the help of account managers.
• Build personal connections within the business sector and represent the organisation IoT Solutions portfolio at ICT events such as conferences and trade fairs to enhance the organisation’s visibility and reputation.
• Stay informed of the organisation IoT Solutions and industry trends while staying aware of the competitive landscape.
• Work with presales architects to convert customer requirements into results through customised use-case demonstrations and proof of concepts.
• Train customers, partners, and resellers on IoT Solutions.
• Prepare and present technical presentations and demonstrations of the organisation IoT Solutions offerings to current and potential clients.
• Provide customer feedback on product performance to IoT product owners and support new product rollouts.
• Align with Group sales and presales architect processes.
• Comply with the organisation’s policies and procedures.

Experience:

• A minimum of 3-year diploma, preferably in an Information and Communication Technology (ICT) field.
• Proficient in the language of the country and has a basic understanding of English.
• At least 10 years of experience in ICT.
• A minimum of 8 years of experience in sales management or business development in the IoT and technology industries.
• A proven management record of at least 5 years, with at least 3 years in the Operational Technology of IoT.
• Significant expertise in one or two industry verticals, aligned with the IoT’s specialisation in the industry.
• At least 3 years of experience working with IoT technology companies such as ABB, GE, Schneider, or similar environments.
• Advantages: technical experience in enterprise architecture and delivery of IoT solutions.
• Capable of leading a technical, TCO-led consultative sale for a minimum of 3 years.
• Work experience across diverse cultures and geographical regions is a plus.
• Demonstrated ability to strategically analyse business, product, and technical challenges.