Director Enterprise Sales: West Africa at Clickatell

Purpose

• Clickatell is looking for a Director to expand our Enterprise Chat Commerce solutions footprint in Nigeria. You will spearhead our sales initiatives, focusing on acquiring new clients and driving revenue growth. Leading a high-performing team of sales professionals, you will develop strategic plans and execute targeted sales campaigns to expand our client base and maximize sales opportunities. You will introduce our SaaS solutions portfolio to clients, transforming their customer engagement and realizing cost and operational efficiencies. Being commercially strong, with the ability to articulate value for the customer, you will confidently sell solutions and outcomes. As a key member of the Sales leadership team, you will collaborate across various teams to enhance performance.

We Do The Right Things

Responsibilities of the Role:

Hunting for new clients
 

• Lead the hunting efforts to acquire new clients through proactive prospecting, networking, and relationship-building activities.
• Acquire new clients and focus on building a long-term mutually beneficial partnership.
• Engage in complex deal structuring and negotiation efforts designed to win new deals.
• Develop and implement comprehensive solution sales strategies to identify new business opportunities and drive revenue growth.
• Present products to prospective clients and grow with your customer by ensuring you have a strategic account plan for each customer.
• Because we are creating a new category of how businesses interact with their customers, confidently articulate the value of the solution for the customer.
• Monitor and drive sales performance metrics, analyse sales data, and provide regular reports to senior management to track progress and identify areas for improvement.
• Working integrally with all internal team members to facilitate the process of achieving customer success in terms of solution adoption and revenue generation.

Managing existing clients and revenue

• Drive value to our customers by identifying problems, offer creative solutions, and leveraging partnerships to move both organizations toward their strategic goals.
• Manage the entire sales cycle to ensure you customers experience the full customer journey.
• Cross sell to existing clients
• Develop in-depth customer portfolios by conducting research on the client company to build out a comprehensive profile.
• Create comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.
• Partner with the Customer Success team in ensuring consistent and long term growth.
   

Leading the team
 

• Lead, mentor, and motivate a high-performing sales team, providing guidance, support, and training to ensure team success and individual professional growth.
• Foster a customer-centric, product-led culture within the team, ensuring that the integrity of Clickatell's platform approach to SaaS is maintained while providing solutions to customers needs.
• Cultivate a team culture among the broader Nigerian team members.
• Coordinate any Nigerian corporate functions, such as facilities, IT equipment.

We Are On A Learning Journey

Requirements of the Role:

• Relevant Degree (NQF 7) (IT / Engineering / Commerce) and an MBA will be an advantage
• 15+ years' experience, of which at least 7 years must at an Executive level.
• 5+ years' experience in running and motivating sales teams

Work Experience:

• Experience and knowledge of the SaaS industry and how to effectively sell SaaS products to Enterprise customers
• Experience in solution sales and how to articulate value for the customer
• Proven experience to create a comprehensive client business plan to manage account sales while accurately forecasting future bookings and revenues.
• Proven experience to work cross functionally as part of a solution team
• Proven business acumen with experience in C-suite stakeholder engagement
• A track record for consistently exceeding revenue goals
• Knowledge of mobile messaging and/or payments industry, particularly VTU and USSD
• Extensive network of decision makers in corporate Nigeria
• Proven experience as a people leader, demonstrating effective leadership skills and building a successful team

Knowledge & Abilities:

• A good listener, genuinely interested in your clients, their business, and how you can help make them successful.
• A collaborative style with experience engaging a diverse group of internal stakeholders to articulate a truly compelling client value proposition.
• Excellent written and verbal communication skills, professional presentation,
• Excellent process/organization skills, as well as strong team leadership and management skills
• Strong Interpersonal skills with the ability to work with multi-dimensional teams.
• Strong business/commercial acumen or instinct with technical capacity.
• Have problem solving skills, be a logical thinker and analytical abilities.