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Market Champion- Public Sector

The objective of employing a Market Champion Public Sector for the CaseWare Africa Division is to grow revenue by acquiring new clients across multiple countries in East-, West- and Southern Africa. The role requires to have a primary focus on New Business development, in addition to retaining existing clients, and conducting ongoing Market Research on the adoption of the various reporting frameworks and reporting trends per region.

If you want to:

  • Achieve personal sales targets by developing new business with prospective clients and through up-selling in the existing client portfolio;
  • Execute a structured plan to achieve set targets by achieving activity quotas in collaboration with the in-country Public Sector Representatives.
  • Actively and successfully manage the sales process: from lead generation, opening new business opportunities to closing pipeline across multiple regions in personal capacity and drive effective behaviour with the in-country Public Sector Representatives.
  • Achieve growth by generating new business through selling and managing relationships with key customers;
  • Manage and maintain pipeline coverage sufficient to target across three regions.
  • Build pipeline with the Team in the form of sales proposals, quotations and Tenders where applicable, conduct software demonstrations at scale, attend industry relevant events.
  • Drive the required business development activities of a Market Champion.
  • Timeously prepare and execute on Campaign Management schedule to support required pipeline growth by product and region
    Achieve Renewal revenue and GP targets as per sales plan;
  • Adopt the CaseWare Africa sales methodology; Consultative Value-based consistently across client portfolio
  • Deliver timeous monthly = feedback and detailed reports that contribute to business results.
  • Demonstrate a consultative sell approach to achieve clients’ needs;
  • Develop new business relationships;
    Grow strategic relationships with all internal and external stakeholders.
  • Develop and grow key internal relationships to support client needs;
  • Drive business credibility with the existing clients, key stakeholders and potential new clients.
  • Define the Public Sector market per region according to Public Sector Entity Type (National-, provincial-, local government, Parastatals, Agencies etc), Accounting Frameworks, Financial Year Ending & Budget cycles, Compliance urgency, Reporting deadlines and technology adoption.
  • Provide insights on IPSAS Accrual migration per country.
  • Identify strategic partnerships with influential third parties (oversight Authorities, Treasury, Auditor General etc).
  • Understand and develop compliant Tender packs per country in line with procurement requirements of the Public Sector Entity type
  • Based on research update product and consulting on reporting requirements to ensure localized compatibility.

And you have:

  • Completed BCom degree or similar
  • At least 5 years sales (either internal or external) experience in a Public Sector environment; and
  • Proven track record in consistently meeting or exceeding targets in an established sales engine
  • Proven appetite for
  • Market Research and
  • Development for Sub-Saharan Africa
  • Experience in team collaboration to execute on collective goals

And these essential skills:

  • Solid experience with CRM systems (Salesforce is preferable);
  • Comprehensive understanding of reading and managing Sales Dashboards; and
  • Expert knowledge of MS Office & the Google Drives Suite.
    SAAS concept
  • (Public Sector) Accounting knowledge;
  • Audit environment knowledge; and
  • Formal sales training

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