Working environment & travel: Exceptionally busy, team-orientated environment. This role will require some travel nationally. A valid driver's license and own transport are essential (Hybrid) Working hours: 07h30 – 16h00 or 08h00 to 16h30 or 08h30 to 17h00
Key deliverables
Generate and grow a qualified new business pipeline across the South African private sector (JSE-listed corporates, financial services, insurance and other regulated industries) through prospecting, approved partners and proven enterprise sales techniques. Apply strategic, proven sales methodologies to convert new business opportunities into closed enterprise software sales, in line with agreed revenue targets. Lead the preparation of business cases, proposals, RFP/RFI responses, presentations and sales contracts, working closely with SurTech's bid, legal and technical teams to meet demanding client deadlines. Provide accurate, timely sales status reporting covering activities, follow-ups, closed deals and progress against target. Maintain accurate, up-to-date pipeline and forecast information in the CRM system (Zoho), ensuring reliable visibility for sales leadership. Continuously build your GRC and private sector industry knowledge to educate customers and create awareness of governance, risk and compliance best practice. Develop and maintain deep product knowledge of the Diligent One GRC solution and confidently articulate its unique value to prospective clients. Build and maintain senior-level relationships with key private sector decision-makers and influencers (CFOs, Chief Risk Officers, Chief Audit Executives, Company Secretaries, CIOs and Audit Committee Chairs etc.) across JSE-listed corporates, financial services, insurance and other regulated organisations. Represent SurTech and the Diligent One GRC solution at relevant private sector industry events, conferences and networking forums to build brand visibility and generate new business leads. Maintain up-to-date knowledge of the competitive GRC landscape and clearly articulate SurTech's differentiated value proposition against competing solutions.
Technical knowledge, skills & abilities
Proven GRC (Governance, Risk and Compliance) or enterprise software solution sales knowledge and ability in the South African private sector. Demonstrated track-record in over-achieving challenging targets within an enterprise software solution sales role. Solid understanding of the full enterprise SaaS sales cycle, from lead generation and qualification through to contract close and handover to customer success. Working knowledge of corporate governance and compliance frameworks relevant to the South African private sector is advantageous. Confident, accurate use of CRM systems (Zoho or similar) for pipeline management and forecasting.
Behavioural, soft competencies & skills
Target-driven, dynamic and confident. Excellent interpersonal, relationship-building and networking skills. Ability to confidently communicate with the C-suite and other senior executives. Proven ability to meet deadlines and thrive under pressure. Ability to multi-task and work across multiple projects and clients, without dropping-the-ball. Well-spoken and presentable with exceptional presentation skills. High level of personal integrity and ethical conduct, given the corporate governance and compliance standards expected in regulated private sector environments. Resilience and patience to manage long, multi-stakeholder enterprise sales cycles.
Education & qualifications
Matric certificate. Completed Business Degree / similar is highly preferable.
Details of experience
At least 5 years proven experience in a software solution sales role with targets consistently achieved (must currently be working in a similar role). Experience selling GRC, audit, risk or compliance software solutions is highly advantageous. Existing network of relationships within JSE-listed corporates, financial services or insurance is highly advantageous. What would make the applicant successful in the role? Strong interpersonal and stakeholder-management skills. Self-motivated, collaborative team player who takes ownership. A genuine, inherent desire to succeed and to exceed the goals and targets you and the business set together. Driven, resilient and hungry for success. Can name more than three Star Wars characters.
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Note: Only shortlisted candidates are contacted.
