Chief Commercial Officer at Alfred & Victoria Associates

Job Summary & Purpose

• Proactively grow our AWS/GCP technology consulting and services pipeline and sales, work with our company and AWS/GCP account teams to proactively originate, shape and close opportunities involving AWS/GCP technologies.
• Build close relationships with clients, the broader organisation’s team and with AWS/GCP. Manage a team of cloud sales specialists and guide the wider cross-functional team.
• You will be adept at delivering growth with enterprises and startups who are making their initial IT decisions.
• Establish and maintain relationships within key customers, driving innovation and capabilities for enterprises, small & medium enterprises and startups.
• Develop opportunity pipelines, evangelizing cloud (AWS/GCP) computing and driving revenue and user adoption.
• Lead a team who influences customers to leverage Cloud (AWS/GCP) to power their business and technology outcomes.

Job Responsibilities

• Accelerate adoption of AWS/GCP Cloud Technologies
• Maintain a robust sales pipeline.
• Develop and executive a comprehensive sales plan.
• Derive revenue and market share in West Africa.
• Meet or exceed quarterly revenue target.
• Develop relationships with key buyers and decision makers at new or existing clients.
• Develop Long-term strategic relationships with key corporate, small and medium enterprises and startup accounts.
• Effectively engage with the clients at all levels, to maintain their continued support for the company and AWS.
• Lead the deal-including qualification, shaping, defining, win strategy, charting power map, etc.
• Engage early to influence the client’s selection process and evaluation criteria.
• Interaction with executive and senior management levels at a client and /or within the organisation and AWS/GCP, involving negotiating or influencing sales strategy.
• Working with clients account leads and industry leads to understand the context to develop compelling value propositions to take the client.
• Lead the overall solutions shaping using your knowledge of the AWS/GCP platform, bringing together the company &AWS/GCP specialist as required to compliment the overall solution.
• Manage the opportunity from sales pursuit, facilitate negotiations and closing activities.

Academic Qualifications

• BS/BA Degree or equivalent. MBA/Master degree preferred.
• A technical background in engineering or computer science. Ideally AWS certification at practitioner level.

Knowledge & Experience:

• I6+ years of technology related sales.
• 10+ years of sales management experience.
• Experience of leading, winning, negotiating and closing technology sales pursuits in the cloud, infrastructure, and applications space, ideally using AWS/GCP or other cloud technologies.
• Originating sales and relationships with clients at all levels, including C-suite, both at established and emerging clients.
• An understanding of the Nigeria, Ghana, Kenya and the West Africa Cloud competitive landscape.
• Proven track record of building and managing successful technology sales teams.
• Deep insights into enterprise technology sales ecosystem in West Africa, main stakeholders and trends.
• Previous technology sales expertise at a Nigerian channel partner company.

Key Skills & Competencies:

• Analytical Skills
• Excellent Leadership, organizational and communication skills
• Ability to work independently and successfully as part of a team.
• Ability to assess complex problems and create solutions that are market competitive.
• Track record of establishing new client relationships and developing long-term recurring relationships both with clients and in the broader technology vendor alliance ecosystem.
• Able to initiate and drive change.