Head of Sales

SUMMARY:
The Head of Sales is a senior leadership role responsible for the Dotcom's sales & new business

POSITION INFO:
The Head of Sales is a senior leadership role responsible for the Dotcom group's sales, new business, and for driving profitable revenue growth across the full end to end product and services stack of each business unit: Cloud Solutions, Cybersecurity, Business Advisory, Managed Services, and PaaS & SaaS. Reporting to the Chief Revenue Officer, the role is accountable for achieving annual new business targets set according to budget, growing existing accounts, managing renewals and contracts, and building recurring revenue. The Head of Sales leads the sales team and the marketing function, sets targets for the Commercial Architects, and owns the OEM and strategic partner relationships, and events. The role covers both private and public sector clients across South Africa, the SADC region and the wider African market. Working hand in hand with the delivery heads of each business unit, Commercial Operations and Finance, the Head of Sales ensures that what is sold aligns with Dotcom's capabilities, capacity and profitability objectives. This is a hands on, senior role. The successful candidate will personally drive new business through strong client relationships while building a disciplined, data driven sales and marketing function that reports accurately to EXCO. KEY RESPONSIBILITIES Sales Strategy and New Business Define and execute the group sales strategy in line with business objectives, the business unit portfolio and target markets across private and public sector. Set annual new business targets according to budget, allocate them across business units, sales team members and key accounts, and take accountability for achieving them. Lead new business development and personally drive strategic opportunities, executive level client engagements and high value negotiations. Use and expand an established network of client relationships to open new logos and build pipeline quickly. Take accountability for agreed sales, revenue, gross profit and recurring revenue targets, working with the CRO and business unit delivery heads to align sales commitments with budget and revenue forecasts. Apply disciplined opportunity qualification and bid or no bid decisions, considering strategic fit, delivery capacity, margin and likelihood of success. Lead responses to private and public sector tenders and RFPs, working with Commercial Operations to ensure full compliance with procurement requirements. Go to Market, Marketing and Partnerships Assist the CRO with the go to market strategy for each business unit, including target segments, value propositions, positioning, pricing input and routes to market across South Africa and the region. Lead the marketing function, which reports into this role, and own the marketing plan and budget, campaigns, brand positioning, digital presence and lead generation. Own events management, including client events, industry conferences, vendor events and executive roundtables, with clear pipeline and return on investment outcomes. Own OEM and strategic partner relationships, including Microsoft, AWS, Google Cloud, cybersecurity vendors and distributors, covering partner programmes, co selling, joint go to market plans, incentives and partner certification requirements. Account Growth, Renewals and Contracts Develop account growth plans that support client retention, renewals and the sale of complementary products and services across all five business units. Manage the renewals book and contract lifecycle, ensuring renewals, extensions and escalations are identified early, negotiated and closed on time. Build and maintain relationships with executive decision makers, procurement teams and other key stakeholders in private and public sector clients. Work with Commercial Operations and Finance to validate pricing, costing, payment terms and commercial risk before commitments are made. Ensure discounts, contractual commitments and exceptions follow the company's approval requirements and delegated authority. Ensure proposals, contracts, statements of work and supporting documentation are accurate, complete and properly stored. Ensure complete handover of signed engagements to delivery, including scope, assumptions, exclusions, client expectations and commercial commitments. Forecasting, CRM and Executive Reporting Maintain a qualified sales pipeline in the CRM system with accurate opportunity values, stages, close dates and next steps. Own CRM discipline across the sales team, ensuring sales data is complete, accurate and used as the single source of truth. Provide reliable monthly and quarterly forecasts of new business, renewals and recurring revenue per business unit. Report to EXCO and executive management on sales performance, new business, pipeline, forecasts, risks and corrective actions. Take accountability for the sales and marketing budget, cost of sales and effective use of sales and marketing resources. Delivery Alignment and Team Leadership Work hand in hand with the delivery heads of each business unit to shape solutions and proposals that meet client needs and can be delivered profitably. Align sales commitments with delivery capacity and resource planning.