Responsibilities
Strategy Development and Implementation
Develop and implement the Business Development Strategy and annual plan for Enterprise Regions.
Define the commercial vision and go-to-market strategy for the regional enterprise segment.
Align regional execution to the national EBU strategy.
Work with sector and regional leaders to identify and prioritize high-value opportunities.
Sales, Business Development & Key Account Management Leadership
Source, shape, and close large strategic deals with a focus on LE and PE segments. This may include prioritizing and planning a target list of "Must Win" acquire and grow clients across LE and PE segments working with the Segment Leads, GAMs and LAMs
Meet defined sales and revenue targets for these Must Win Clients and Deals
Engage with Regional Enterprise Heads to understand their priorities and plans, support and guide their thinking through best practice advice and provide direct support in engaging priority regional accounts
Provide feedback through regular engagements with Head of Regions on Regional Enterprise performance and client account initiatives
Proactively network with industry leaders and CXOs to identify new revenue streams
Drive new customer acquisition within corporate and public sector accounts at the provincial level.
Segment existing accounts, identify gaps, and execute a growth strategy.
Maintain a strong sales pipeline, with a focus on conversion and revenue growth.
Expand existing accounts by increasing share of wallet across key industries.
Develop CXO-level relationships to drive brand association and influence key decision-makers.
Collaborate with Global and Key Account Managers to enhance enterprise sales execution.
Execute the SME strategy defined by the national SME GM to drive growth across direct and indirect channels.
Expand revenue generation across sales channels, including Direct Sales, Virtual Sales, Telesales, Branded Retail, and Online.
Develop and manage channel partner relationships to maximize market coverage.
Conduct regular sales cadence reviews to track performance and revenue targets.
Customer Experience, Deal Structuring & Operational Excellence
Partner with Head Office Client Services to deliver exceptional customer experience.
For identified big deals, support the shaping and structuring of the deal to enhance winnability and profitability, working closely with the product team where relevant.
Conduct regular CSAT surveys and implement continuous improvement initiatives.
Ensure robust sales forecasting processes and drive adoption of sales tools.
Maintain forecast accuracy within acceptable variance ranges.
Support the shaping and structuring of large, complex deals to enhance profitability and winnability.
Without disempowering/ removing accountability from the GAM/LAM, prioritise key client relationships to build in these "Must Win" clients at CIO/ CXO level
Utilize regional and industry insights to tailor customer-centric enterprise solutions.
Financial Leadership & Cost Control
Collaborate across centre and Regions team in assessing the correct bundling of opportunities across products offered by Enterprise to improve overall revenue numbers and increase market penetration.
Monitor financial performance, including revenue, expenses, and profitability, and implement cost control measures using frameworks to track progress against strategic goals.
Conduct financial analysis and forecasting to support strategic decisions and business planning.
Manage and optimise the budget, ensuring all expenditure is in line with the agreed budgets.
Where relevant, ensure Vendor and IT costs are effectively managed.
Governance, Policies & Procedures
Develop and enforce governance policies and procedures to ensure compliance with corporate standards and regulatory requirements.
Implement risk management strategies to identify, assess, and mitigate business risks.
Maintain accurate and transparent documentation of business activities and decisions.
Conduct regular reviews and audits to ensure adherence to governance policies
People & Culture Management
Enable and model healthy employee relations and collaborative teamwork.
Provide technical, procedural and policy guidance to staff, colleagues , partners and vendors.
Create and implement own personal development plans.
Manage own performance and identify training needs. Coach and guide colleagues.
Share deep domain knowledge and expertise with peers, helping them understand complex concepts and best practices.
Where required, lead formal and informal training sessions on tools, processes, or methodologies.
Contribute to building a culture of continuous evaluation and improvement. Drive a culture of high performance, accountability and consequence management.
Act as an ambassador for the team by living the values and vital behaviours and changing and influencing employees' behaviour.
Qualifications
Education
Minimum of relevant 4-year tertiary degree
MBA or masters is advantageous
Experience
Minimum of 8-10 years relevant enterprise experience in large Technology based business transformation with minimum of 4 years in enterprise Business unit.
Minimum 2 years in a managerial or supervisory role.
Strong background in telecommunications and business transformation.
Proven track record in business development, deal structuring, and revenue growth.
Experience engaging at CXO/CIO levels to influence high-value deals
