Enterprise IT Sales Manager Job Specification

Job Purpose

• Drive the strategic direction and operational execution of the sales function

• Lead the sales team to achieve revenue targets

• Develop and implement effective sales strategies

• Cultivate strong customer relationships

• Align sales initiatives with company goals

• Foster a high-performance sales culture

• Identify and capitalise on new business opportunities

• Adapt sales approaches to enterprise and SMME clients in the technology sector

Key Duties and Responsibilities

Sales Strategy and Planning

• Formulate and implement sales strategies for enterprise and SMME markets

• Establish clear sales targets and goals

• Conduct regular market research and analysis

Sales

• Identify and secure new business opportunities

• Develop and implement strategies to attract and expand the customer base

• Execute lead generation strategies to build a strong pipeline

Team Leadership and Development

• Manage and mentor the sales team

• Implement training programs

• Monitor and evaluate team performance, provide feedback and coaching

• Work with HR to ensure KPI achievement

• Recruit and develop new talent

• Identify and reward star performers

• Reduce key-man dependency through succession planning

• Manage team dynamics and resolve conflicts

Customer Relationship Management

• Develop strategies to attract and retain clients

• Maintain strong relationships with key clients

• Gather and analyse client feedback for improvement

Revenue and Profitability (Budget) Management

• Drive the team to meet/exceed revenue and profitability targets

• Prepare sales forecasts and performance reports

• Manage sales-related expenses

• Ensure rebates are assigned and managed

Sales Operations and Reporting

• Optimise sales processes and workflows

• Manage CRM system for tracking sales activities

• Generate weekly reports and quarterly presentations

• Ensure timely contract management

• Maintain accurate CRM data

Market and Competitor Analysis

• Monitor competitor activities and market developments

• Conduct annual SWOT analysis

• Adapt strategies in response to market and competitor actions

Product Knowledge and Innovation

• Maintain deep product and service knowledge

• Provide feedback to product development teams

• Promote innovative sales approaches

• Complete and assign sales certifications

• Publish new solutions in the Service Catalogue

Stakeholder Engagement

• Collaborate with marketing, product, and support teams

• Build strategic partnerships and alliances

• Coordinate stakeholder events

• Resolve escalations

• Work with vendors and distributors for best pricing

• Engage with presales for solution updates

Marketing

• Partner with Marketing Manager on strategies

• Oversee marketing content (blogs, newsletters, social media, promotions)

• Work with vendors for internal marketing funding

Supplier & Vendor Management

• Develop and manage supplier relationships

• Oversee vendor rebate programs with finance

• Perform regular supplier price checks

• Conduct quarterly business reviews (QBRs) with management

• Drive vendor certification targets in collaboration with HR and HODs

Job Requirements

• Degree in Business Administration, Marketing, Sales, or related field

• 5–7 years of sales experience (3+ years in management, ideally tech industry)

• Proven record of meeting/exceeding sales targets and revenue growth

• In-depth knowledge of enterprise and SMME markets in tech

• Strong leadership and motivational skills

• Ability to implement effective sales strategies

• Excellent communication and presentation skills

• Willingness to travel for clients, events, and sales activities