Sales Engineer

To drive Enterprise revenue by identifying sales opportunities, analysing customer business and technical requirements, and developing practical, cost-effective solutions. The role provides technical sales support, analyses solution and sales performance, and produces forecasts, management reports and insights to improve solution quality, customer satisfaction and commercial performance.

Purpose of Job (Responsibilities)

Key Results Areas (Accountabilities)

1. REVENUE GENERATION AND

OPPORTUNITY DEVELOPMENT

• Drive B2B revenue in line with agreed targets by identifying prospective customers, developing opportunities and supporting conversion of Enterprise solutions.

• Establish new sales opportunities through structured customer engagement, prospecting and coordinated sales call planning.

• Support renewal and expansion of existing customer services by identifying additional solution needs and commercial opportunities.

• Track technical sales opportunities through the pipeline and support timely progression from requirement identification to order closure.

2. CUSTOMER NEEDS ANALYSIS AND

SOLUTION CONSULTING

• Engage customers to understand business objectives, technical requirements, equipment needs, service expectations and system constraints.

• Translate customer requirements into clear solution requirements and identify suitable Zamtel products, services and technical options.

• Collaborate with sales teams and relevant Human Resources (2012) technical stakeholders to validate requirements and provide timely pre-sales support.

• Provide consultative guidance that helps customers evaluate solution options and understand expected technical and business value.

3. SOLUTION DESIGN, COSTING AND

TECHNICAL VALIDATION

• Develop or coordinate practical solution designs and adaptations that respond to documented customer needs.

• Review proposed solutions for technical suitability, scalability, cost effectiveness and alignment to available Zamtel products and services.

• Support preparation of solution specifications, bills of material, technical inputs and other documentation required for customer proposals.

• Coordinate technical validation with relevant internal teams before customer commitment or implementation.

4. SALES SUPPORT AND CUSTOMER

ENGAGEMENT

• Prepare and deliver clear product, service and solution presentations to existing and prospective customers.

• Provide technical responses and supporting information required during proposals, customer meetings and sales negotiations.

• Support sales teams in addressing technical objections, clarifying solution capabilities and confirming implementation requirements.

• Maintain professional customer engagement throughout the sales process and ensure

agreed technical commitments are clearly documented.

5. BUDGET AND COST MANAGEMENT

• Recommend customer equipment and solution components that are technically appropriate and cost-effective.

• Review solution costs and commercial inputs to support viable pricing and protect expected margins.

• Use assigned tools of trade and operational resources efficiently and within approved OPEX limits. Human Resources (2012)

• Highlight material cost risks, solution changes or resource requirements that may affect commercial viability.

6. SERVICE DELIVERY AND

CUSTOMER SATISFACTION

• Ensure relevant sales and solution processes are followed and required technical documentation is complete and accurate.

• Coordinate with implementation and support teams to enable delivery of agreed customer solutions within committed timelines.

• Support resolution of problems affecting installed solutions and facilitate escalation to appropriate technical teams where necessary.

• Confirm customer requirements are met and capture lessons from delivery issues to improve future solution design and sales execution.

7. PRODUCT, MARKET AND

PERFORMANCE ANALYSIS

• Analyse sales data, customer requirements, solution performance and market information to identify trends, gaps and opportunities for improved offerings.

• Assess solution conversion, cost effectiveness, customer demand and recurring technical requirements to support better sales and product decisions.

• Provide technical and commercial insights to support development or improvement of Enterprise products and customer solutions.

• Translate relevant sales and performance data into practical recommendations for the sales, product and technical teams.

8. REPORTING, FORECASTING AND

CONTINUOUS IMPROVEMENT

• Prepare regular weekly, monthly and quarterly reports covering sales progress,

opportunity pipeline, forecasts, solution activity, revenue contribution and key delivery risks.

• Maintain accurate records of customer requirements, solution status, sales activities and technical actions in approved CRM and reporting systems.

• Provide clear commentary on performance against targets, forecast movements, Human Resources (2012) technical blockers and actions required to improve conversion.

• Identify recurring process or solution issues and recommend improvements that strengthen sales effectiveness, customer experience and operational efficiency.

Qualifications & Experience

Attributes and Skills

• Relevant tertiary qualification in Engineering, Telecommunications, Information Technology, Business or a related field.

• A degree in a relevant field is an added advantage.

• Minimum of three (3) years’ related experience, preferably in the telecommunications or FMCG industry.

• Relevant experience in technical sales, solution consulting, Enterprise/B2B sales or related operational activities.

• Good understanding of the sales and service environment, product knowledge,

local market trends and basic business finance/budget management.

• Practical ability to use CRM software and Microsoft Office applications, particularly Excel, for analysis, forecasting and reporting.

Key Skills:

• Technical sales and solution consulting.
• Customer requirements analysis.
• Solution design and technical validation.
• Problem solving and solution development.
• Sales forecasting and performance analysis.
• Data interpretation and management reporting.

• Presentation and verbal communication.
• Stakeholder coordination and customer engagement.

Key Attributes:

• Customer focus.
• Analytical thinking.

• Commercial awareness.

• Innovation and curiosity.

• Relationship building.

• Integrity and professionalism.

• Team orientation.
• Flexibility, adaptability and follow-through.