Job Description

Account Director (Enterprise Software)JohannesburgA 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.The RoleThe Enterprise Software Account Director is a sales hunter role responsible for driving revenue growth by managing key client relationships, identifying new business opportunities, and overseeing the end-to-end sales cycle for enterprise software solutions. This role requires a strategic thinker with a strong sales acumen, deep industry knowledge, and a proven sales track record with the ability to manage complex enterprise accounts.Key ResponsibilitiesSales & Revenue Growth

• 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.

Client Relationship Management

• 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.

Contract & Commercial Negotiations

• 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.

Collaboration & Cross-Functional Coordination

• Work closely with technical, presales, admin, finance and marketing teams to align sales strategies with company objectives, ensure seamless onboarding and implementation of software solutions.
• Provide feedback to teams based on client needs and market demand.

Reporting & Performance Monitoring

• Maintain accurate and up-to-date sales forecasts in CRM system.
• Provide regular reports on sales performance, pipeline health, and revenue projections.
• Track key sales metrics and adjust strategies to optimize performance.

Required Qualifications & Experience

• Education: Degree; or 10+ years work experience in a similar role
• Experience:
• 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.
• Technical Knowledge:
• Understanding of Digital Transformation, SaaS, cloud computing and Enterprise software solutions.
• Familiarity with Cyber Security; AIOps; DevSecOps; AppSec; Mainframe

Key Skills & Competencies

• Sales & Negotiation: Strong ability to close high-value deals and drive revenue growth.
• Strategic Thinking: Ability to develop and execute long-term sales strategies.
• Communication: Excellent presentation, verbal, and written communication skills.
• Relationship Building: Strong interpersonal skills with the ability to influence senior executives.
• Problem-Solving: Ability to address client challenges with innovative solutions.
• Analytical Skills: Ability to interpret data and make data-driven decisions.
• Leadership: Capability to lead cross-functional teams and mentor junior sales staff.

Progressive Edge Consulting