Job Description
Achieve the prescribed sales quota for the Sage products. This will be achieved through diligent and disciplined compliance to the regional sales strategy, NCA strategy, Key
Account management strategy and supported by the regional marketing strategy. Proactively develop your sales pipeline to support achievement of the quota by effectively developing, maintaining and managing your individual sales pipeline.
Key Responsibilities Accountabilities
Meet sales quota on a monthly, quarterly and annual basis by executing the prescribed sales and marketing business development strategy;
Meet sales quota requirements in terms of product mix and sales types;
New Customer Acquisition (NCA) – Identify enterprise accounts to be targeted by working with the business development director to execute a focused Enterprise sales strategy towards ACV revenue contribution
Key Accounts – Manage the allocated Key customer accounts to ensure that all up-sell and cross-sell opportunities are being executed towards revenue contribution;
Manage partner opportunities from inception to completion in line with the either the NCA or Enterprise key accounts strategy;
Support Business Partners in executing sales and marketing activities related to revenue generating activities;
Setup site visits to meet with existing and potential customers in line with the sales strategy and ensure that leads are converted into QSO’s by adhering to the enterprise sales methodology and applying product/process knowledge to meet customer needs;
Ensure that a full cost-benefit and needs analysis of the prospect is comprehensively completed and professionally presented through the use of available toolsets and Sage collateral. Ensure that all relevant information and cost analysis is translated into an impactful and wholly customized client demo and proposal/business case;
Manage the delivery of the demo by pre-sales to ensure that all identified business requirements are addressed adequately;
Ensure that all proposals are discussed in detail with the key decision makers within the prospects organization and eliminate existing or outstanding sales issues by proactively and effectively troubleshooting and problem-solving
Manage the administration of each qualified sales opportunity in Salesforce. This includes comprehensive up dates to the deal lifecycle – appending all strategic documents, information, identifying key people and close plans.
Establish effective relationships with sales support to monitor, manage and report on the sales life cycles until completed.
Ensure that forecasts are accurate on a monthly and quarterly basis with daily revisions to key information
Optimized time management to ensure the achievement of daily and weekly goals;
Contribute to team development and effectiveness by active participation in internal meetings and proactively sharing information with colleagues;
Willing representation at events, road shows, trade fares, end user events, partner events and sales calls etc.
Support and promote Sage through active participation on social media – LinkedIn, Twitter, Chatter etc.
Complete all required/mandatory training within the specified time periods;
Ensure all supporting systems and required information is kept up to date
At all times represent the company and the enterprise division with the upmost integrity and uphold the brand to the best of your ability
Proactively upward manage risks and concerns to the Regional Sales Director
Add a minimum of R6m in QSO’s monthly to the pipeline
Qualifications, Competencies And Experience Required
Relevant experience Sales role
Experience with Oracle, Infor, SAP, Epicor, MS would be preferred
Degree in Commerce, Business or Accountancy
Proficient in MS Office especially in Excel
Proven track record of meeting revenue objectives
Team player as well as an independent worker, committed and hands-on
Analytical ability with an eye for details and accuracy
Good interpersonal and communication skills
