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.

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.

 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.

A Bit About You
Behavioral competency requirements of a Trailblazer:

• Leading Possibility: Leads a high performance and learning culture that focuses on building capacity to deliver more and better in the future. Multipliers who harness and develop others to ensure the team work productively and are developed professionally with clear career paths.
• Striving Optimizer: Strives towards best version we can be and creates efficiencies to scale for growth. Influences others to optimize the present while thinking about the future. Monitors, evaluates, and makes recommendations to enhance processes, people, financials, and technology.
• Expert Advisor: Explores, interprets, and pushes the boundaries by implementing best-in-class practices, Influences others with unique insight and inspires innovative thinking. Ensures that teams comprise of members with diverse strengths, and perspectives to expand thinking.
• Balancing Risk: Applies good judgement without fail and encourages a mindset of taking smart risks in the team. Proactively manages exposure to risk, alert to potential vulnerabilities, and drives the required action.
• Collab Coach: Intentionally creates and supports a culture that facilitates teamwork across the organization. Counteracts silo mentality to maximize team capabilities. Remains optimistic, and defuses tension as a team works through issues by using dialogue that is constructive.
• Awareness and Empathy: Leads by example by practicing self-awareness and shows empathy when itis needed. Stays calm and focused under pressure to avoid making rash decisions led by emotions.
• Blueprint Generator: Provides strategic input and creates the functional strategy that achieves the vision with clear and effective objectives and plans.
• Aligned Performer: Ensures we are focused on doing the right things at the right time. Provides a high level of clarity for accountabilities, priorities, and direction for the team. Utilizes the communication rhythm so information moves accurately and quickly.
• Change Driver: Capitalizes on opportunities for change that shapes the organization with a detailed view of the road going forward and required changes to resources. Prioritizes experimenting with new ideas in order to pursue growth opportunities quickly, and efficiently. Develops capabilities required to continuously imagine innovative solutions.
• Driving Results: Energized by challenges and stretch goals. Compelled to achieve despite the obstacles, uncertainty, and complexity. Takes responsibility for the performance of the team and resulting outputs.

Why You Should Join
Perks of the Role:

• Medical Aid contribution
• Pension fund contribution
• Quarterly performance incentive bonus
• Risk benefit company contributions
• Reimbursable communications allowance for internet and mobile phone bills
• Half-day off on your birthday
• 5 personal days leave a year, over and above your annual leave
• Hybrid working
• Home office set-up with laptop, monitor and other related items.