Sales Manager - IT Enterprise

About the role

Not your average sales role. Not your average team.

We’re looking for a high-impact Sales Leader who knows how to build pipeline, lead from the front, and drive serious revenue growth in the IT space.

If you’ve got a strong track record in enterprise & SMME tech sales, and you’re ready to step into a role where you can shape strategy, lead a team, and influence real business outcomes - this is it.

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