Enterprise Technology Sales Hunter
Tangent Solutions is seeking a proven new-business sales professional to win mid-market and enterprise customers across our AI, software engineering, cloud, and managed-services portfolio.
This is a genuine hunter role: you will originate, shape and close profitable technology opportunities with new clients. It is not an account-management or lead-taking position. Success depends on disciplined, self-generated activity and the ability to take complex sales opportunities from first conversation to signed agreement.
The Role
You will own the end-to-end new-business pursuit cycle: identifying target accounts, creating executive access, leading discovery, shaping solutions alongside technical colleagues, negotiating commercial agreements and ensuring a successful handover to delivery teams.
You will sell measurable business outcomes across AI, custom software engineering, cloud transformation, managed services and intelligent automation.
What You’ll Do
- Build and progress a self-generated pipeline of net-new mid-market and enterprise opportunities.
- Research and penetrate target accounts through outreach, warm introductions, events, partner channels, telephone, email and LinkedIn.
- Build credible relationships with CIOs, CTOs, CDOs, COOs, CFOs, business leaders, IT leaders and procurement stakeholders.
- Lead commercially rigorous discovery to understand client challenges, urgency, decision-making processes, budget, value, risk and technical context.
- Shape compelling, outcome-led solutions with solution architects, technical leads, delivery teams and commercial colleagues.
- Develop differentiated, deliverable and profitable proposals, business cases and commercial responses.
- Manage stakeholder maps, mutual action plans, negotiations, risks and blockers through to signature.
- Protect commercial value, including price, margin, scope and contractual position.
- Keep CRM information, forecasts, opportunity evidence, close dates and next actions accurate and current.
- Ensure delivery teams receive a thorough handover of customer context, commitments, stakeholders, success measures and commercial assumptions.
- Share market insight, competitor activity, customer objections and proposition gaps to strengthen go-to-market activity.
What You’ll Bring
- A demonstrable record of winning net-new B2B technology business, ideally within South African upper mid-market or enterprise accounts.
- Typically five to ten years’ technology sales experience, including at least three years in a genuine new-business role.
- Clear evidence of quota achievement, including targets, attainment, new logos won, deal values, gross margin, sales-cycle length and personally sourced opportunities.
- Experience selling at least two of the following:
- AI or data solutions
- Custom software engineering
- Cloud transformation
- Microsoft Azure or Amazon Web Services services
- Managed services
- Intelligent automation
- Experience navigating complex, consultative sales cycles with executive sponsors, technical evaluators, finance, legal and procurement stakeholders.
- Strong account-planning, discovery, proposal development, business-case and forecasting capability.
- The ability to communicate with confidence at executive level and to bring technical specialists into opportunities at the right time.
- A proactive, persistent and commercially curious approach, with resilience, integrity and strong forecast discipline.
Desirable Experience
- Existing relationships with C-suite and technology leaders that can support early access, alongside a repeatable prospecting approach.
- Experience selling recurring cloud or managed-service agreements.
- Experience expanding an initial project into a broader strategic customer relationship.
- Working knowledge of Microsoft Azure, Amazon Web Services, modern application delivery, AI adoption and enterprise integration.
- Familiarity with qualification or deal-management methodologies such as MEDDICC, SPICED, Challenger or similar.
- A relevant tertiary qualification and/or cloud, vendor or commercial certifications.