Solution Sales Manager

• Bilnor Staffing Solutions' client in the mining sector is seeking a qualified and experienced Solution Sales Manager to join their team in Germiston, GP.
• The Solution Sales Manager is the strategic commercial leader responsible for driving revenue growth, customer value realization, and long-term account expansion across the EMEAI region.
• Acting as the primary executive engagement point for assigned customers, this role leads complex, consultative sales engagements, aligns digital transformation initiatives with customer business objectives, and orchestrates cross-functional teams to deliver measurable operational and commercial outcomes.
• The role combines strategic account leadership, value-based solution selling, and ecosystem opportunity development to support recurring revenue growth and long-term customer partnerships. Working closely with Revenue Operations, Technical Services, Customer Success, and Business Services, the Solution Sales Manager ensures customer opportunities progress efficiently from strategy and solution definition through deployment, adoption, renewal, and expansion.
• With deep mining industry insight, strong commercial acumen, and technical understanding of platform and ecosystem solutions, the Solution Sales Manager plays a critical role in positioning the company as a trusted strategic partner in mining technology transformation.
• The Solution Sales Manager reports directly to the Regional Sales Director and serves as the strategic commercial lead responsible for driving revenue growth, customer engagement, and solution adoption across assigned accounts within the EMEAI region.

Qualifications and Experience Education

• Bachelor's degree in Engineering, Business, or Technology
• Post Graduate degrees MBA, MSc. strongly preferred
• SPIN/ Challenger Certification preferred Experience
• 5+ Years' experience in Solution Sales and Account Management
• Mining and/or Technology Consulting experience preferred
• Open Technology & Cloud Solution experience
• SalesForce or other CRM Solution experience

Key Responsibilities Strategic Account Leadership & Customer Engagement

• Serve as the primary commercial owner for assigned strategic accounts, accountable for long-term revenue growth, customer retention, and executive relationship management.
• Establish trusted advisor relationships with Executive, Operational, and Technical stakeholders across customer organizations.
• Develop and maintain multi-year strategic account plans and customer roadmaps aligned to operational priorities, digital transformation initiatives, and measurable business outcomes.
• Lead Executive Business Reviews EBRs, Quarterly Business Reviews QBRs, and strategic customer governance engagements to ensure alignment between customer objectives and commercial commitments.
• Drive proactive stakeholder engagement strategies to strengthen customer partnerships, identify expansion opportunities, and support long-term account growth.

Revenue Growth & Opportunity Management

• Own the full commercial lifecycle for assigned opportunities, from strategic qualification and solution positioning through negotiation, closure, renewal, and expansion.
• Build and maintain a healthy, execution-ready sales pipeline aligned to regional revenue objectives and recurring revenue growth targets.
• Drive consultative, value-based sales engagements that position platform, ecosystem, and digital transformation solutions aligned to customer operational and business challenges.
• Identify, qualify, and advance new business opportunities across existing customers, greenfield sites, strategic partnerships, and emerging market segments.
• Lead commercial negotiations, proposals, and contract discussions to ensure commercially sustainable and customer-aligned outcomes.

Solution Selling & Value Realization

• Develop tailored customer business cases, ROI models, and value realization strategies that clearly demonstrate operational, financial, and strategic impact.
• Align customer solution roadmaps with platform capabilities, ecosystem integrations, and long-term operational transformation objectives.
• Collaborate with Technical Services, Product Management, and Engineering teams to ensure proposed solutions are technically feasible, scalable, and aligned to customer requirements.
• Support successful customer adoption of platform, SaaS, analytics, and ecosystem solutions by aligning commercial objectives with operational delivery plans.
• Continuously identify opportunities to improve customer value realization, operational performance, and recurring revenue expansion.

Forecasting, Pipeline Governance & Commercial Discipline

• Maintain accurate forecasting, opportunity progression, and pipeline hygiene within Salesforce and associated reporting systems.
• Ensure all opportunities are supported by documented customer decision processes, commercial next steps, stakeholder mapping, and value alignment.
• Drive disciplined execution of sales methodologies, account management processes, and opportunity governance standards.
• Partner closely with Revenue Operations to ensure forecast integrity, reporting accuracy, commercial visibility, and operational alignment across the revenue lifecycle.
• Ensure compliance with pricing, discounting, contractual approval, export compliance, and governance policies throughout the sales process. 5. Cross-Functional Collaboration & Execution Alignment
• Act as the commercial orchestrator across Sales, Revenue Operations, Technical Services, Customer Success, Business Services, and Product teams to ensure coordinated customer engagement and successful solution delivery.
• Facilitate alignment between commercial commitments, deployment readiness, customer success objectives, and operational execution plans.
• Partner with Technical Account Managers TAMs and Customer Success stakeholders to proactively identify customer risks, adoption gaps, renewal exposure, and expansion opportunities.
• Support seamless transition from pre-sales to post-sales execution through structured handover processes and customer success alignment.
• Contribute to regional and global strategic initiatives, ensuring customer and market feedback informs future commercial and product direction. 6. Market Intelligence & Strategic Growth
• Maintain strong awareness of mining industry trends, customer priorities, competitive positioning, and emerging technologies impacting the market. Page 3 of 8
• Identify strategic ecosystem partnerships, industry engagement opportunities, and collaborative initiatives that support regional growth objectives.
• Gather Voice of Customer VoC insights and provide structured feedback to Product, Marketing, and Leadership teams to influence solution evolution and go-to-market strategies.
• Represent the company at industry forums, customer events, executive engagements, and strategic market initiatives to strengthen brand positioning and market influence. 7. Leadership, Professionalism & Continuous Improvement
• Demonstrate leadership through collaboration, accountability, customer focus, and disciplined commercial execution.
• Contribute to a high-performance culture through knowledge sharing, mentorship, coaching, and continuous improvement initiatives.
• Maintain high standards of professionalism, communication, and responsiveness across all customer and internal engagements.
• Continuously improve sales effectiveness through participation in enablement, training, strategic planning, and capability development initiatives. 8. Safety, Compliance, and Governance
• Embed safety, environmental, and risk management principles into all customer engagements and commercial activities.
• Ensure adherence to customer, regional, and corporate governance standards, including contractual obligations, export controls, data governance, and legal compliance requirements.
• Promote ethical business practices and reinforce compliance with company policies, pr