Join us at SEACOM

The successful candidate will report to the Managing Director, and will be responsible for, inter alia, the following:

Key Responsibility: Focused Customer Engagement Management and Management of Account Plans and ownership of Key Customer Relationships on behalf of SEACOM

Core Tasks:

• Responsible and accountable for building and managing key customer relationships to secure SEACOM’s existing and future sales revenue with specific clients
• Gain a thorough understanding of the customers’ environments and associated needs
• Responsible for relationship strategy and coordination of SEACOM contacts with the client in alignment with the client relationship strategies
• Identify key decision makers at the highest levels of the client organization (owners, board, CXO) and manage the involvement of SEACOM management in dealing with those
• Apply Solution Selling Tools (e.g. Account Development Plans, Opportunity Maps etc.) for engagements with Large Enterprise customers to ensure that all key relationships with key decision makers have been properly mapped and properly engaged to support the buying process.
• Oversee the delivery of products/services sold to customers in co-ordination with the Service Delivery Team
• Engage management team to sponsor and be aligned with the account plans
• Engage and support the marketing team in executing targeted marketing activities to generate new leads 

Key Responsibility: Sales Pipeline Management using the SEACOM Sales Process

Core Tasks:

• Responsible for loading all customer leads and opportunities on to Salesforce.com
• Working with other functional teams as per the Sales process to progress all qualified leads until deal closure
• Ensuring timely and accurate entry of all information relating to customer leads, opportunities, contacts etc. in Salesforce.com (including accurate sales forecasts).
• Effectively manage the sales funnel to ensure that you close at least 80% of your committed monthly sales deals.
• Ensure at least 3 X Cover on the Sales Pipeline on a quarterly basis including at least 4 Major deals (>MRC $3k) per quarter.

Key Responsibility: Sales Activities to grow the Sales Pipeline

Core Tasks:

• Attend at least 15-20 Customer or Partner meetings weekly.
• Attend all team sales meetings including the daily funnel update meetings.
• Ensure timely engagement of all stakeholders (e.g. Pre-Sales, Product etc.) to ensure all customer submissions are accurate and executable.
• Provide accurate and up-to-date weekly/monthly /quarterly forecast of the closed sales.

Key Responsibility: Generate Sales Revenue (Net Cash Flow) for SEACOM against agreed targets

Core Tasks:

• To meet the agreed Sales target on a monthly basis as outlined in the Sales Incentive Plan (SIP).
• Responsible and accountable for deals, sales revenue and profitability (net cash flow) and for achieving all performance targets
• Generate sales opportunities within defined Key Customers/Territories
• Assist with the management of customer payments (Debtors days) as required.

EDUCATION:

• (Preferable) Degree/Diploma in Marketing or Business Management or equivalent from recognized Tertiary institution

SKILLS, KNOWLEDGE & EXPERIENCE:

• Diploma in Business Administration
• Sales Methodology (MH, LAMP etc.)
• Value Based & Solution Selling
• Complex “Deal Negotiation” Skills
• Strategic Thinking
• 5+ years’ experience in Sales at a senior level
• Ability to market and sell the SEACOM product/service portfolio
• In-depth understanding of the current market trends and competitors in the market and associated segment
• Key Account Management
• Good understanding of Sub-marine, Terrestrial & Satellite Telecommunications market & technology
• Ability to lead complex negotiations
• Ability to draft business cases for deals - commercial & technical solution
• Basic Financial Accounting (CAPEX, OPEX, TCO, NPV etc.)

​REQUIRED KEY COMPETENCIES/ATTRIBUTES:

• Professional Expertise
• Information Sharing
• Effective Interpersonal and Communication Skills
• Customer & Partner Focus
• Influences and Energizes others
• Accountable for Results
• Cross Cultural Competence
• Collaboration and Teamwork
• Positive attitude
• Time and Priority management
• Task driven activity and time management
• Planning and execution
• Problem solving

Interested people should please submit an updated and condensed CV by clicking Apply Now.