Middle East/Africa

Account Sales Executive - South Africa

The Systems Sales role is responsible for generating demand and driving to closure sales opportunities within the assigned territory. Territory may be defined as a geographic area or specific named accounts, responsible for selling all Sun offerings. This role serves as the primary Sales Strategist who understands customer problems and enlists appropriate Sun resources and partners to deliver the optimum solution that leverages Sun products and services. This role is an active member of Sun's customer facing Sales team and works closely with System colleagues, Elite account teams (alignment of global strategies and agreements), Practice Sales Specialists, Pre-sales Technical/Systems Engineering and Services Delivery. Responsible for accurate, timely and consistent business forecasts for assigned territory.

Account Executive responsible for Sun Microsystems Inc Revenue in a territory of key accounts.

- Responsible for sales activities required to link customer's business requirements to solutions, secure and grow Sun business across all practices and drive the relevant programs aimed at developing Sun sales. Sales activities may include prospect identification, proposal generation, professional presentations and closing the sale.
- Leads or works as part of an account team to identify, qualify and deliver solutions.
- Responsible for the account plan to drive goal attainment in assigned territory.
- Co-ordinates with the other members of the Sales team (Sun employees and partners) to support account sales and business development strategies.
- Helps identify and engage the appropriate partner to meet customer requirements.
- Becomes trusted advisor to key customer influencers and decision makers.
- Drives Sun strategy into assigned accounts.
- Follows all Sun methodologies and processes related to sales opportunity pursuit, including but not limited to the Deal Management Process (DMP).
- Ensures that the Sun sales programs are known and executed in assigned territory, including personal follow-up and engagement in selected opportunities.
- Achieves or exceeds the quarterly and annual sales goals.

The role entails
1. Strategic positioning of Sun
2. Managing Client Relationship at all levels
3. Leveraging Partners, ISVs & System Integrators to maximise Sun Revenue
4. Build and Maintain Comprehensive PMP and Account Plans
5. Co-ordinate and align Sun Functions: Marketing, Practices, Global Systems Engineering
6. Build and develop opportunity pipeline
7. Opportunity Management using Siebel and TAS plans
8. Accurate Forecasting
9. Bid & Proposal Coordination

All candidates must have at least a minimum of 5 years relevant Sales experience with a sales history of meeting/exceeding targets.

Please note that in line with local requirements, applications can only be considered from South African Nationals or candidates who have South African Permanent Residence status.

Sun Microsystems is an equal opportunity employer and appreciates your desire to be considered for a position. Sun only accepts resumes submitted through the Internet, via Sun's website.