Sales Manager: Technology, Software, and Cybersecurity - Johannesburg

Role Purpose
The Sales Manager will be responsible for driving revenue growth and expanding the market presence of a Secure Signing solution across South Africa and regional markets. This is a hands-on, player-coach role requiring a strong individual sales performer who can lead and develop a sales team while personally securing new business and managing high-value opportunities.
The successful candidate must have proven experience in both direct sales team management and the recruitment, onboarding and management of channel partners, including resellers and system integrators, within a technology, software or cybersecurity environment. The role requires an entrepreneurial leader who can take ownership of the business, build scalable sales processes and generate measurable revenue through direct and indirect sales channels.
Key Responsibilities
Sales Strategy & Revenue Growth

• Develop and execute sales strategies to achieve revenue, gross profit and market expansion targets.
• Carry an individual sales target alongside responsibility for the team's overall performance.
• Personally identify, pursue, negotiate and close new business opportunities, particularly enterprise and high-value deals.
• Identify new markets, territories, industries and revenue opportunities for Secure Signing solutions.
• Build and maintain strong relationships with C-level executives, enterprise clients and key decision-makers.
• Develop repeatable sales processes and scalable strategies to support sustainable business growth.

Channel & Partner Management

• Personally recruit, onboard, enable and manage resellers, system integrators and other channel partners.
• Develop and implement channel strategies that generate measurable partner-sourced revenue.
• Establish partner targets, sales plans, pipeline reviews and performance management processes.
• Build strong relationships with partners to drive product adoption, lead generation and revenue growth.
• Identify and resolve channel performance issues and potential conflicts between direct and indirect sales.
• Develop partner training, sales enablement and go-to-market initiatives.

Sales Team Leadership

• Directly manage, coach and develop the sales team, including recruitment, target setting, performance reviews and ongoing performance management.
• Build a high-performing, accountable and motivated sales team.
• Monitor individual and team performance against revenue, pipeline, conversion and activity targets.
• Provide hands-on sales guidance, deal support and coaching to improve closing rates and overall productivity.
• Support employee development, retention and succession planning.
• Establish a culture of ownership, accountability and continuous improvement.

Product & Market Development

• Develop a strong understanding of Secure Signing solutions and their applications within digital signing, identity, digital trust, cybersecurity and compliance.
• Act as a subject-matter expert, communicating the value proposition and technical benefits of the solution to customers and partners.
• Work with product, technical and marketing teams to align customer needs with product capabilities.
• Monitor market developments, competitor activity, customer requirements and emerging opportunities.
• Support the development of business cases and market-entry strategies for new territories and customer segments.

Sales Operations & Reporting

• Manage sales pipelines, forecasts, CRM records, account plans and sales reporting.
• Establish clear sales processes, performance indicators and reporting standards.
• Analyse sales data to identify risks, trends, conversion challenges and opportunities for improvement.
• Provide accurate revenue forecasts and regular performance updates to management.
• Take ownership of sales execution and adapt strategies in a fast-paced, evolving business environment.

Role Requirements

• Bachelor's degree in Business, Sales, Marketing or a related field.
• A relevant sales certification or advanced qualification will be advantageous.
• Minimum of 7 years' sales experience, including at least 4 years in a sales leadership or management role.
• Proven, hands-on experience in recruiting, onboarding and managing resellers, system integrators or other channel partners, with demonstrable partner-generated revenue.
• Direct line-management experience within the last few years, including hiring, target setting, coaching and performance management of a sales team. Experience managing a team of 4 or more employees will be advantageous.
• Both channel/partner management and direct sales team leadership experience must have been gained in a technology, software or cybersecurity environment.
• A strong personal sales track record, with evidence of independently closing new business and achieving individual revenue targets.
• Experience building repeatable sales processes and scaling sales operations, ideally within a growing or entrepreneurial business.
• Proven enterprise sales, high-value account management and C-level relationship-building experience.
• Experience in digital signing, electronic signatures, digital identity, digital trust, cybersecurity, compliance or a related security domain will be a strong advantage.
• Ability to rapidly develop in-depth product and industry knowledge and communicate complex solutions effectively.
• Gauteng-based, with the ability to travel when required.
• Strong CRM discipline, pipeline management, forecasting and reporting skills.
• Experience managing both direct sales and indirect channel revenue.

Key Competencies

• Entrepreneurial mindset, commercial drive and a strong new-business hunting mentality.
• Proven ability to close deals while leading and developing a sales team.
• Strong channel development, partner relationship management and negotiation skills.
• Effective leadership, coaching, team-building and performance management.
• Strategic thinking combined with hands-on execution.
• Excellent communication, presentation and C-level stakeholder engagement.
• Strong commercial acumen and the ability to identify and convert opportunities into revenue.
• Resilience, adaptability and comfort working in a fast-paced, change-heavy environment.
• High levels of accountability, initiative and ownership.
• Analytical thinking, CRM discipline and a results-driven approach.

Should you not receive a response within 10 working days, please consider your application unsuccessful.