ROLE PURPOSE

The Solutions Sales Manager is responsible for leading and driving revenue growth through solution led selling of enterprise IT offerings, including cybersecurity, networking, hybrid cloud, unified communications, and managed services.
This role manages a team of solution focused sales professionals and is accountable for commercial performance, pipeline health, sales execution discipline, and the development of trusted advisor relationships at CIO and IT executive level. The incumbent will ensure that sales activity aligns to customer business outcomes, profitable growth, and the company’s strategic portfolio priorities.

ROLE REQUIREMENT

• Own and deliver team revenue and gross margin targets across strategic solution domains.
• Drive profitable growth through effective deal qualification, pricing discipline, and margin management.
• Ensure balanced revenue mix across new business, existing customers, projects, and recurring services.
• Maintain a healthy, credible sales pipeline with sufficient coverage against targets.
• Enforce sales process discipline, CRM hygiene, and structured opportunity qualification.

• Lead regular pipeline, forecast, and deal reviews to ensure accuracy and early risk mitigation.

• Actively manage must win and strategic opportunities, including executive and partner engagement.

• Embed a solution led sales approach focused on customer outcomes rather than products.
• Ensure proposals articulate business value, ROI, and risk mitigation, particularly for security and cloud initiatives.
• Promote cross sell and upsell across multiple solution domains.
• Support the team in building trusted advisor relationships with CIOs, IT Directors, and senior stakeholders.
• Oversee structured account planning for strategic and top tier customers.
• Ensure customer satisfaction, retention, and expansion through aligned selling and delivery handover.
• Lead, coach, and develop a team of solution sales specialists.
• Set clear performance expectations, KPIs, and development plans for team members.
• Identify and address underperformance while recognising and scaling high performers.
• Build a strong talent pipeline and succession capability.
• Drive joint pipeline and go to market initiatives with strategic OEM and technology partners.
• Ensure effective use of partner programmes, incentives, and enablement resources.
• Align internal pre sales, delivery, and service teams to support complex solution sales.

JOB SPECIFIC REQUIREMENTS

• Strategic thinker with strong execution discipline
• Customer centric and outcome driven
• Comfortable operating at both executive and operational levels
• High accountability and resilience in a target driven environment
• Collaborative leader who builds strong internal and partner relationships

QUALIFICATIONS & EXPERIENCE

• Matric
• Degree in Business Administration, Marketing, or related field
• Relevant technical qualifications in cloud, networking, cybersecurity, or related
• Sales management experience focusing on complex ICT solutions
• 8+ years experience in enterprise IT or technology sales, preferably within a systems integrator or managed services environment
• 3–5 years in a sales management or team lead role
• Proven track record selling to CIOs, IT Directors, and senior technology leaders
• Demonstrated experience selling complex, multi‑disciplinary solutions (security, cloud, networking, UC, managed services)