Head of Department – Solution Sales: Public Sector

Head of Department – Solution Sales

Step into a strategic leadership role at the heart of enterprise ICT, guiding solution-led sales across the public sector and shaping how government and public enterprises adopt cloud, cybersecurity, networking, and managed services. This is a role for a commercially sharp, tech-savvy sales leader who knows how to turn complex ICT solutions into clear business outcomes for CIOs and executive stakeholders.

CORE PURPOSE

• This role leads solution sales for the Public Enterprise segment, driving revenue growth, improving gross margin, and executing a disciplined, strategic sales approach focused on customer outcomes rather than products.
• Own commercial performance for the public sector solutions portfolio
• Champion solution-led selling across cloud, cyber-security, networking, UC, and managed services
• Build and maintain trusted relationships with CIOs, C-level and senior IT executives
• Align sales activities tightly with customer business objectives and the organisation’s strategic portfolio

 

 

 

 

KEY RESPONSIBILITIES

• Lead, coach and grow a high-performing solution sales team.
• Provide strong leadership and technical guidance to the sales team
• Give regular, constructive feedback and conduct performance appraisals
• Adjust management style to suit different personalities and strengths
• Delegate effectively based on capacity, skills and exposure to complexity
• Set clear expectations, instructions and realistic deadlines
• Drive solution-led, outcome-based sales execution.
• Embed a solution-led sales approach focused on business value, ROI and risk mitigation
• Ensure proposals clearly articulate outcomes, especially for security and cloud initiatives
• Promote cross-sell and upsell across multiple ICT solution domains
• Formulate and implement segment-level strategies to drive sales growth
• Define and execute strategies to win new public sector customers
• Grow share of wallet within existing public sector accounts
• Own performance, pipeline health and strategic engagements.
• Build a strong sales management system and high-performance sales culture
• Mentor and coach sales professionals to achieve and exceed their targets
• Forecast accurately in weekly cadences and meet sales and financial objectives
• Track and analyse key metrics: pipeline accuracy, forecast accuracy, coverage, and target achievement
• Implement performance improvement plans where needed
• Lead strategic customer engagements at C-level across the public sector
• Provide input into commercial negotiations for closing strategic deals

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

REQUIREMENTS

• Grade 12 plus a relevant Degree (essential); postgraduate qualification advantageous
• 10+ years’ experience in Sales, including at management level
• Solid understanding of ICT solutions: Cloud, Cyber-security, Digital, Networking and related services
• Deep understanding of public sector frameworks (e.g. PFMA) and government buying cycles
• Proven track record developing sector-specific solutions and building solution sales teams
• Strong experience managing key strategic accounts in both public and private enterprises
• Consistent record of achieving sales targets and executing complex sales
• Exceptional leadership, team management and delegation skills
• Excellent verbal and written communication
• Strategic thinking, strong listening skills, diplomacy and patience
• Extensive industry knowledge with a forward-looking mindset
• Ability to set, communicate and execute a clear commercial vision
• For a seasoned ICT sales leader who understands the public sector and lives solution-led selling, this role brings together strategic influence, commercial ownership and the chance to shape how enterprise technology transforms public services.