Senior Account Executive

Job description

JOB TITLE:

Senior Account Executive

LOCATION:

Cape Town / Johannesburg (Hybrid / Remote)

ABOUT CYBERLOGIC:

Cyberlogic is a trusted Managed Solutions Provider with offices in South Africa, Mauritius, and the UK. Serving a diverse range of clients, spanning numerous industries, including the international maritime sector, Cyberlogic specialises in IT leadership, cyber security, cloud solutions, and business intelligence. For almost three decades, Cyberlogic has been committed to enabling digital transformation through delivering unquestionable value.

Our delivery focus has enabled us to build up a national and international footprint of loyal clients that rely on us to provide transparent, open guidance to improve their processes, grow their businesses, and secure their data.

Cyberlogic is part of the Hyperclear Technology group, which boasts a diverse technology offering including robotic process automation (RPA), business process management (BPM) data analytics, and decisioning technology.

Through our non-profit, R4C (Ride for a Child), we partner with Bright Start Education Foundation, an organisation empowering deserving learners from underprivileged communities, providing holistic support and guidance throughout their educational careers.​

OUR VALUES:

• We challenge ourselves to be more AWESOME
• We are driven to KEEP learning and EVOLVING
• We look beyond symptoms to identify and RESOLVE ROOT CAUSES
• We hold each other accountable through CANDID and constructive FEEDBACK
• We respect and care for each other and know we will only SUCCEED if we work AS A TEAM
• We CARE deeply ABOUT the success of CYBERLOGIC
• We FINISH WHAT WE START
• We always GIVE OUR BEST even if it means putting in the hard yards
• We KEEP THINGS SIMPLE

PURPOSE OF POSITION:

The Account Executive will be responsible for creating and executing on a Go-To-Market plan to develop new client relationships. They are motivated by the challenges and excitement of growing a business through creative thinking and collaboration, and above all have a strong drive to support client priorities by matching them with robust and viable solutions. A successful candidate will consistently be sourcing, solutioning and closing net-new logos to the highest level of customer satisfaction. Key components of the role will include:

• Establishing professional and consultative relationships with client stakeholders, up to C-level where applicable, across a range of small, mid-sized and large accounts by developing a core understanding of their unique business drivers and matching them with solutions that align to the clients’ OKRs (Objectives, Key Results)
• Crafting proposals and closing deals that result in consistently meeting/exceeding sales targets
• Collaborating cross-functionally with other relevant teams across the business to create and refine strategies, processes, and policies that drive organisational growth
• Collaborating with external business partners (vendors, OEMs, etc.) to drive mutually beneficial outcomes for shared prospects and clients
• Transform once-off Client Engagements (Professional Services) to sustainable MRR opportunities (cross sell Hosting/Support Services).

KEY RESPONSIBILITIES:

• Developing Sales Plan: Develop a comprehensive sales plan to reach and exceed sales quota both on an annual and quarterly basis.
• Lead Generation: Build and execute on strategies to identify and seek out new leads and opportunities in the Cyber Security, and Business Intelligence (BI) market.
• Account Planning: Define clear plans to convert prospects to closed won opportunities. Identify and reach decision makers and key influencers and can persuade them to take-action by leaning on best-practice sales methodologies.
• Industry Knowledge: Constantly refresh insight, knowledge and understanding of broad IT technology industry, solutions and strategies.
• Presentation and Proposal Building: Professionally and effectively communicate Cyberlogic’s solutions to new prospects through presentations, written proposals, RFP responses and regular business correspondence.
• Pipeline Management: Follow the sales processes/procedures including creating and maintaining a monthly/quarterly sales forecast and excellent CRM hygiene.
• Vendor/Partner Ecosystem Management: Build relationships with key partner/vendor stakeholders to execute joint account and market development opportunities which leads to new solutions and revenue sources ensuring mutual alignment and maximisation of co-selling opportunities.
• Data/Performance Analytics: Assist in monitoring and analysing objectives and key results (OKRs) to evaluate the effectiveness of sales campaigns. Contribute insights to optimise strategies and improve ROI of sales/demand generation activities.

KEY REQUIREMENTS:

• Outstanding commercial sales acumen derived from previous experience in a sales or account management role, preferably within the IT/Cloud services, Cyber Security, or Data Analytics and Intelligence industries.
• A demonstrable understanding of one or more of the following disciplines: IT & Cloud Infrastructure and Services, Cyber Security, or Business Intelligence and Data Analytics.
• Strong analytical skills and the ability to derive actionable insights from data.
• Must be comfortable working in a fast-paced environment and have a demonstrated desire to grow and achieve personal and work goals.
• Meticulous attention to detail.
• Ability to collaborate effectively within a cross-functional, geographically dispersed team.
• Proven ability to work autonomously in a remote / hybrid environment.
• Exceptional organisational, presentation, and interpersonal skills.
• Exceptional written and verbal communication skills, including the ability to tailor messaging to suit differing personas and business priorities.
• Leadership qualities and a deep desire to nurture those skills and competencies.

QUALIFICATIONS & EXPERIENCE:

• 5+ years of relevant B2B sales and/or account management experience.
• An excellent sales track record selling technology solutions within the following fields: Cyber Security, Technology Solutions, SaaS, Professional Services (Consulting)
• Bachelor’s degree in Business, Technology or a related field. Additional education/certifications are desirable.
• Experience in acquiring key new logo customers (Hunting).
• Established network of Client relationships.
• Skilled Solution Seller with a shown ability to build proposals.
• Ability to operate up to a C-Level within our prospects & customers (CIOs, CTOs).
• Familiarity with established sales methodologies such as MEDDIC or Value Selling preferred.
• Familiarity with CRM tools such as Salesforce, HubSpot, or similar is desirable.
• Leadership experience (formal and/or informal) is a plus.

Should you work from home, it is your responsibility to ensure that you have uninterrupted internet connectivity and a ‘work-like’ environment at your home location to deliver your best in terms of performance and productivity.