Director: Technology Solutions - Gauteng

Your day at NTT DATA

• The Senior Director, Go-To-Market Sales is a leadership role, responsible for providing direction to sales managers driving consistent results and performance across their sales teams. This role oversees a group of senior sales managers / directors who manage sales teams.
• This leadership role often provides executive presence primarily to their teams in order to drive the execution of the strategy across the geography they are responsible for.
• This leadership role oversees, leads and manages a sales team within a region/country, ensuring the flawless execution of sales initiatives, activities and programs to meet sales revenue and strategy, while simultaneously fostering a collaborative and innovate team culture focused on operational excellence.

Key responsibilities:

• Translates the global sales strategy and regional strategic objectives into a regional sales strategy.
• Contributes to the executive management of the regional organization and ensures on a continuous basis that the regional sales organization flexibly reacts and is aligned to current business drivers, organizational initiatives and regional programs
• Drives a sales culture by sharing best practices, developing and sustaining cross functional relationships and filtering information downwards
• Develops sales policies and procedures, approving implementation and continuous improvement to drive business results.
• Compiles the most lucrative growth areas for new sales in the region and sets regional sales targets in line with the global sales targets to ensure that organizational growth objectives can be met.
• Responsible for the management of the team, setting and managing budgets, creating and executing on plans and reporting on the team activities in the required forums.
• Takes responsibility to mandate the collation of sales pipeline information and to track the performance of the sales organization regionally and to communicate this performance on a regular basis to all relevant stakeholders.
• Executes the sales strategy by making decisions that influence people, process and technology.
• Measures progress against objectives and ensure that the appropriate level of effort is applied across the sales team to handle the client’s reality.
• Sets aggressive account strategies for regional accounts and supports the exploitation of all opportunities, including active participation in the pursuit of new opportunities in international accounts.
• Acts as a critical link between sales strategy and execution in the field and ensures that the end-state vision as determined by the executive team is achieved, whilst balancing buyer expectations.
• Sets sales targets and goals whilst making it easier for clients to buy, listening to client concerns, collecting reality-based evidence and enforcing standardized but flexible processes and methods across their teams.
• Develops and maintains strategic relationships with internal and external partners to the benefit of their clients.
• Tracks sales performance analyzes metrics and adjusts sales strategies as needed.
• Stays informed about industry trends, competitor activities and emerging technologies and uses insights to adapt sales approaches to stay ahead of the curve.

To thrive in this role, you need to have:

• Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on company business requirements. Developing the skills to understand the client’s business (including commercial and financial aspects) in order to bring value to them from the company's portfolio of services.
• Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor.
• Sales solution skills. The knowledge of company offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link organizational offerings, including high-value services to specific client and prospect needs and outcomes.
• Sales resources optimization. Building internal relationships, working with pursuit teams and leveraging vendors as resources throughout the sales cycle.
• Sales pursuit. The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.
• Sales strategy execution. The skills to ensure that the sales strategy is aligned to the business strategy.
• Sales business management. The skills to ensure that target setting, and associated processes is aligned to meeting the target.
• Sales talent management and enablement. The skills to ensure that results are achieved through effective talent management.

Academic qualifications and certifications:

• Bachelor's degree or equivalent in business or marketing or a related field.

Required experience:

• Significantly vast experience in a sales leadership role, preferably gained within a global technology services organization.
• Significantly vast sales work experience gained within a similar environment.
• Significantly vast strategic planning and operational execution experience.
• Significantly vast media experience and evidence of previous work in this area is a must.
• Significantly vast track record managing financial results and business outcomes.
• Significantly vast experience negotiating on extremely critical matters.
• Significantly vast go-to-market planning and execution experience.