Account Director (Enterprise Software)

Account Director (Enterprise Software)

Johannesburg

A 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 Role

The 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 Responsibilities

Sales & 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.