Account Director

 

A global technology brand with a strong footprint in SA helps businesses transform and optimise their ICT operations from mobile to mainframe, across hybrid and multi-cloud environments. By partnering with leading technology providers, they empower organisations to harness AI-driven operations, automation, and secure digital transformation. With customers in finance, telecommunications, retail, and the public sector, they are driving innovation and shaping the future of enterprise technology.

The organisation has a position available for an experienced Account Director with a strong sales acumen and deep industry knowledge. They are looking for a strategic thinker with a proven track record in enterprise software sales and the ability to manage complex enterprise accounts.

Duties and responsibilities

• Develop and execute a strategic sales plan to achieve and exceed revenue targets.
• Identify and cultivate new business opportunities within enterprise accounts.
• Manage the full sales cycle, including prospecting, pitching, negotiating, and closing deals.
• Upsell and cross-sell additional products or services to existing clients.
• Serve as the primary point of contact for enterprise clients, ensuring high levels of customer satisfaction.
• Build and maintain long-term, strategic relationships with key stakeholders.
• Act as a trusted advisor, understanding clients' business needs and aligning solutions accordingly.
• Lead contract negotiations to ensure favorable terms while mitigating risks.
• Work closely with legal, finance, and procurement teams to finalize agreements.
• Ensure compliance with pricing policies, discounts, and commercial frameworks.
• Collaborate with technical, presales, admin, finance, and marketing teams to align sales strategies with company objectives and ensure seamless onboarding and implementation.
• Provide feedback to internal teams based on client needs and market demand.
• Maintain accurate and up-to-date sales forecasts in the CRM system.
• Provide regular reports on sales performance, pipeline health, and revenue projections.
• Track key sales metrics and adjust strategies to optimize performance.

Requirements

• Degree, or 10+ years of work experience in a similar role.
• 7+ years of experience in enterprise software sales, account management, or business development.
• Proven track record of achieving and exceeding sales targets.
• Experience managing complex, high-value sales cycles with enterprise clients.
• Understanding of Digital Transformation, SaaS, cloud computing, and enterprise software solutions.
• Familiarity with Cyber Security, AIOps, DevSecOps, AppSec, and Mainframe.
• Strong ability to close high-value deals and drive revenue growth.
• Ability to develop and execute long-term sales strategies.
• Excellent presentation, verbal, and written communication skills.
• Strong interpersonal skills with the ability to influence senior executives.
• Ability to address client challenges with innovative solutions.
• Analytical skills with the ability to interpret data and make data-driven decisions.
• Capability to lead cross-functional teams and mentor junior sales staff.