• Aligns and coordinates internal and external resources within the client base • Articulates business benefits of services and solutions• Assists clients to identify needs• Builds and maintains client relationships • Coaches and mentors employees • A great communicator • Compiles client strategy and plans • Compiles and prepares client proposals • Creates and maintains opportunity pipeline• Creates and utilises appropriate call plans to engage with the client• Creates empathy• Possesses great industry knowledge• Knowledgeable on vendor offerings • Great leadership skills • Possesses problem analysis and solution formulation skills• Experience in handling and understanding of complex cross border clients/global clients• Determines competitive position • Develops and seeks new business• Good business and commercial acumen • Consistent client focus and orientation skills• Possesses deep knowledge of client business • Great document writing skills• Displays integrity and adheres to set values• Always willing to learn • Engages internal resources to identify opportunities• Ensures client retention • Identifies and aligns with client decision criteria• Identifies and establishes contact with key stakeholders• Identifies and generates opportunities in client accounts• A great Influencer• Is presentable, resilient and copes well under pressure• Maintains strategic relationships• A great negotiator • Plans and coordinates activities within the client base• Great presentation skills• A strategic thinker• Tracks and articulates client industry and economic drivers• Drives all marketing related activities for the client

• Implementing the retention goals and strategy• Ensuring the achievement of the ISIS 2016 organisational Key Performance Indicators and corresponding churn budgets.• Ensure churn prevention in order deliver profitable growth across all Business Units.• Benchmark Competitive pricing on similar products.• Percentage of churn measured against pricing level per product.• Price realignment approved by Business Units & clients to be processed in IS systems within 30 days• Standardise selling price/realigned price baseline per product.• Drive profitability by product, using accurate cost allocation.• Communication Framework documented and internally communicated.• Accurately forecast 75% of churn on a rolling 3 month basis.• Create an automated platform to process Renewals and start with manual renewals of Top 50 clients per Business Unit.• Operationalize a predictive churn model per segment to accurately predict clients that will churn and building a support process for these identified clients through effective retention campaigns to avert this churn.• Retain 15% of total churn by: o Renewing top 50 Clients per Business Unit that are eligible for Renewals o Realigning Top 50 Clients per Business Unit that are eligible for Realignment.• Alignment of Suspect churn with Executive Sponsorship Programme.• Reduce Decommission Credit Notes.• Further automate the cancellation process - to ensure productivity and increased efficiencies.• Continuous education and training of the sales department on the cancellation process / change of technology.

• Create and manage the client strategy/plan• Gaining a clear understanding of customers' business and requirements• Weekly reporting on progress of opportunities• Ensure effective internal communications both within the Sales, Customer Support and Marketing team and across the organization• Understand the market in which the company operates and how the company’s products and services are used within that market• Report to and meet with the Sales Manager once a month• Monitor and report on the activities of competitors and potential collaborators and to identify business opportunities and threats• Deliver presentations of products to customers and at conferences and exhibitions• Negotiating the terms of an agreement and closing sales• Constructively handle all customer/internal complaints• Feeding future buying trends back to employers• Provide a clear brief to the core project team; • Single point of contact and interface for all commercial considerations;• Point of escalation for project deadlines and queries• Point of escalation for service delivery queries• Point of escalation for billing queries• Clear understanding of the customer requirements• Critical success factors for the successful deployment of the proposed infrastructure; important considerations including customer long term strategic direction and goals• Meet annual sales targets• Partner management• Marketing and Events management for the team

 Actively identify and pursue Company potential business, in the business areas defined by the manager in identified existing accounts as well as potential new accounts. Define, develop and manage relationships with key individuals in all accounts as above and ensure that the contacts are maintained at all levels both in and in the customer organisations as appropriate. Ensure that sales and margin targets set are achieved on both an individual and team basis. Develop and implement account strategies that deliver on the objectives. Subscribe to and actively contribute information relating to the sales and prospecting activities in support of the management information system in the organisation. Through continuous participation in product updates, product, sales and business training and personal research ensure that skills and knowledge stays up to date. Familiar with all business activities within the Group in order to market Group capabilities at an executive level in the customer base. Perform marketing co-ordination functions.  Coordinating, communicating and integrating business plans between business and Division. Develop sales strategies to feed into budget planning. Implement appropriate sales programmes.  Ensure that revenue targets are achieved.  Ensure the retention of current markets and customers. Develop strategies to identify and explore new business. Monitor and report on market and competitor activities and provide relevant reports and information Engage with Partners on a strategic level and manage relationships

• Build and maintaining lasting relationships with customers and ensure customer satisfaction• Planning, successful execution and follow up for a diverse range of customer campaigns• Developing sales operations policies and procedures for the team• Driving sales through interrogation of data, customer contacts and partners • Send reports weekly to the General Manager on team performance and prepare a monthly team report for the CEO• Monitoring of productivity in the department and approve contracts• Complete knowledge and enforcement of all company policies and procedures• Logging opportunities created from interrogation in a sales tool. Ensuring opportunity velocity and driving the sales processes assisting account managers and team to reach revenue targets. • Work with the technology specialists to find areas of low penetration in accounts or growth of products.• Supply key inputs to the quarterly forecast, using the most accurate, up-to-date information available • Improve customer satisfaction experience in public sector and liaise with multiple vertical units in the business to ensure customer service or licensing related issues are resolved. • Drive relationship excellence by establishing Conditions of Satisfaction. • Work with the public sector operational manager to maximise accurate forecasting of public sector revenue. • Constantly updating sales tool and running reports to ensure data accuracy. • Key point of contact for field account and sales managers on all government sales opportunities including higher education accounts.• Create demand by proactively driving campaigns, engaging the licensing specialist and the technology specialists working in the government accounts. • Monitor project timelines and progress, assisting the team to complete projects as per the plan set out for the client• Partner manager for the channel• Marketing and Events management