The Head of Sales is a senior leadership role responsible for the Dotcom group's sales, new business, and for driving profitable revenue growth across the full end to end product and services stack of each business unit: Cloud Solutions, Cybersecurity, Business Advisory, Managed Services, and PaaS & SaaS.

Reporting to the Chief Revenue Officer, the role is accountable for achieving annual new business targets set according to budget, growing existing accounts, managing renewals and contracts, and building recurring revenue. The Head of Sales leads the sales team and the marketing function, sets targets for the Commercial Architects, and owns the OEM and strategic partner relationships, and events.

The role covers both private and public sector clients across South Africa, the SADC region and the wider African market. Working hand in hand with the delivery heads of each business unit, Commercial Operations and Finance, the Head of Sales ensures that what is sold aligns with Dotcom's capabilities, capacity and profitability objectives.

This is a hands on, senior role. The successful candidate will personally drive new business through strong client relationships while building a disciplined, data driven sales and marketing function that reports accurately to EXCO.

Sales Strategy and New Business

• Define and execute the group sales strategy in line with business objectives, the business unit portfolio and target markets across private and public sector.
• Set annual new business targets according to budget, allocate them across business units, sales team members and key accounts, and take accountability for achieving them.
• Lead new business development and personally drive strategic opportunities, executive level client engagements and high value negotiations.
• Use and expand an established network of client relationships to open new logos and build pipeline quickly.
• Take accountability for agreed sales, revenue, gross profit and recurring revenue targets, working with the CRO and business unit delivery heads to align sales commitments with budget and revenue forecasts.
• Apply disciplined opportunity qualification and bid or no bid decisions, considering strategic fit, delivery capacity, margin and likelihood of success.
• Lead responses to private and public sector tenders and RFPs, working with Commercial Operations to ensure full compliance with procurement requirements.

Go to Market, Marketing and Partnerships

• Assist the CRO with the go to market strategy for each business unit, including target segments, value propositions, positioning, pricing input and routes to market across South Africa and the region.
• Lead the marketing function, which reports into this role, and own the marketing plan and budget, campaigns, brand positioning, digital presence and lead generation.
• Own events management, including client events, industry conferences, vendor events and executive roundtables, with clear pipeline and return on investment outcomes.
• Own OEM and strategic partner relationships, including Microsoft, AWS, Google Cloud, cybersecurity vendors and distributors, covering partner programmes, co selling, joint go to market plans, incentives and partner certification requirements.

Account Growth, Renewals and Contracts

• Develop account growth plans that support client retention, renewals and the sale of complementary products and services across all five business units.
• Manage the renewals book and contract lifecycle, ensuring renewals, extensions and escalations are identified early, negotiated and closed on time.
• Build and maintain relationships with executive decision makers, procurement teams and other key stakeholders in private and public sector clients.
• Work with Commercial Operations and Finance to validate pricing, costing, payment terms and commercial risk before commitments are made.
• Ensure discounts, contractual commitments and exceptions follow the company's approval requirements and delegated authority.
• Ensure proposals, contracts, statements of work and supporting documentation are accurate, complete and properly stored.
• Ensure complete handover of signed engagements to delivery, including scope, assumptions, exclusions, client expectations and commercial commitments.

Forecasting, CRM and Executive Reporting

• Maintain a qualified sales pipeline in the CRM system with accurate opportunity values, stages, close dates and next steps.
• Own CRM discipline across the sales team, ensuring sales data is complete, accurate and used as the single source of truth.
• Provide reliable monthly and quarterly forecasts of new business, renewals and recurring revenue per business unit.
• Report to EXCO and executive management on sales performance, new business, pipeline, forecasts, risks and corrective actions.
• Take accountability for the sales and marketing budget, cost of sales and effective use of sales and marketing resources.

Delivery Alignment and Team Leadership

• Work hand in hand with the delivery heads of each business unit to shape solutions and proposals that meet client needs and can be delivered profitably.
• Align sales commitments with delivery capacity and resource planning.
• Lead, coach and develop the sales and marketing team, with clear targets, account and territory ownership, and performance expectations.
• Build sales capability as the business grows across sectors and regions.

• Strategic Sales Leadership: Defines clear market priorities and translates business strategy and budget into achievable sales plans.
• Commercial Accountability: Takes ownership of new business targets, deal quality, profitability and sustainable growth.
• Executive Presence & Client Influence: Builds credibility with senior stakeholders in private and public sector and positions Dotcom as a trusted technology partner.
• Sales Execution Discipline: Establishes consistent qualification, pipeline management, forecasting and follow through.
• Attention to Detail & Data Accuracy: Insists on accurate sales data, contracts and documentation, and reports numbers that EXCO can rely on.
• People Leadership & Development: Builds a capable, accountable sales and marketing team through coaching, clear expectations and performance management.
• Cross Functional Alignment: Works hand in hand with delivery heads, finance and commercial teams to secure and fulfil client commitments.
• Negotiation & Risk Judgement: Secures commercially sound agreements while managing client expectations and business risk.
• Client Growth & Relationship Management: Develops long term relationships that support new business, retention, renewals and account expansion.
• Resilience & Adaptability: Maintains focus through long sales cycles, competitive pressure and changing market conditions.

• New Business Development: Opens new logos through personal networks, referrals, partners and targeted outreach.
• Marketing & Events: Directs campaigns, brand, lead generation and events that produce measurable pipeline.
• OEM & Partner Management: Leverages Microsoft, AWS, Google Cloud and cybersecurity vendor programmes for co selling and joint opportunities.
• Forecasting & Pipeline Management: Produces accurate forecasts and maintains healthy pipeline coverage against target.
• CRM & Sales Reporting: Runs the sales function from the CRM and reports clearly to EXCO.
• Renewals & Contract Management: Protects and grows the recurring revenue base through timely renewals and sound contracts.
• Public & Private Sector Selling: Navigates enterprise buying processes and public sector procurement, tenders and compliance.
• Solution Selling: Sells the full stack of Cloud, Cyber, Business Advisory, Managed Services, and PaaS & SaaS products and services.

• Strong background in selling cloud, cybersecurity, PaaS & SaaS, advisory and managed services in the IT industry.
• Proven ability to lead a sales function while remaining directly involved in strategic client engagements and closing new business.
• Track record of achieving annual new business targets and growing profitable revenue across new and existing clients.
• Experience selling project based engagements, subscriptions, licensing and recurring managed service contracts.
• Ability to translate technical capabilities into clear business outcomes, including risk reduction, resilience, efficiency and business growth.
• Comfortable engaging at executive level and navigating complex buying processes involving technical, financial and procurement stakeholders.
• Strong commercial judgement, with an understanding of how pricing, delivery costs, contract terms and service obligations affect profitability.
• Strong attention to detail and data accuracy in sales data, contracting and documentation.

• New business revenue and gross profit against annual budget targets.
• Growth in recurring revenue across the business units.
• Pipeline coverage against quarterly and annual targets.
• Forecast accuracy.
• Renewal and client retention rate.
• New logos won across private and public sector and across regions.
• Marketing sourced pipeline and return on events.
• Partner sourced and co sell pipeline.
• CRM data quality and completeness.
• Sales and marketing cost against budget.

Experience

• Minimum 10 years' experience in enterprise IT sales, with relevant exposure to cloud solutions, cybersecurity, PaaS & SaaS, advisory or managed services.
• Minimum 5 years' experience managing sales teams.
• Proven track record of achieving annual new business, sales and gross profit targets.
• Proven experience securing new enterprise clients and growing strategic accounts.
• Experience setting sales targets according to budget and producing reliable sales forecasts.
• Experience reporting sales and new business performance to EXCO, a board or executive management.
• Experience managing renewals, contracts, complex sales cycles, tenders and multi year service agreements.
• Experience owning go to market strategy and leading or directing marketing and events.

Commercial & Solution Knowledge

Candidates must demonstrate:

• A sound understanding of consultative and solution based selling.
• The ability to discuss cloud, cybersecurity, PaaS & SaaS, advisory and Managed Services business requirements credibly from a sales perspective, and involve technical specialists appropriately.
• Understanding of project, managed service, subscription and licensing pricing, gross margin and recurring revenue models.
• Ability to assess deal viability, negotiate commercial terms and operate within delegated approval limits.
• Advanced proficiency in CRM systems, sales reporting, forecasting and account planning.
• Experience managing OEM and strategic partner relationships.

Qualifications

• A relevant bachelor's degree or three year diploma in Business, Marketing, Commerce, Information Technology or a related field would be beneficial.
• Relevant sales leadership or recognised sales methodology training would be advantageous.
• Vendor sales or foundational certifications in relevant cloud and cybersecurity technologies would be beneficial.

Advantageous

• Strongly preferred: established relationships with enterprise and public sector decision makers in South Africa and the region.
• Sales experience with public cloud offerings and partner programmes of Microsoft, Google Cloud and AWS.
• Cybersecurity sales knowledge.
• Public sector sales experience, including tenders, PFMA and supply chain management processes, and B-BBEE requirements.
• Experience selling into SADC and wider African markets.
• Experience with Monday.com CRM or similar platforms.
• Experience building or strengthening a sales function within a growing technology business.

This hire will happen in line with our Employment Equity plan.