Role Purpose
Cassava Technologies is a pan-African digital infrastructure and solutions group, delivering connectivity, cloud & cybersecurity, compute, data centres/colocation and enterprise solutions. This role will lead the enterprise business vertical in South Africa, unlocking growth by leveraging the full Cassava product stack and group capabilities across markets and verticals.As the Managing Executive – Enterprise Business, you will lead the enterprise segment within South Africa, commanding the full spectrum of enterprise solutions—from connectivity, cloud, cyber, compute/data-centre/colocation, to value-added services. You will define and execute the growth strategy for enterprise, manage P&L responsibility, lead and build the enterprise sales team, craft and deliver compelling value-propositions and complex deals, and work in a matrix with product/solution, operations and commercial teams to deliver compelling enterprise outcomes. You must demonstrate strong local market knowledge, deep enterprise sales experience, the ability to craft digital transformation offers, and the skill to sell, negotiate and close large, complex transactions (often multi-product, multi-stakeholder). Additionally, you will be tasked with developing and executing pan-African solutions from South Africa, leveraging the broader Cassava Technologies regional footprint to serve multinational enterprises (MNEs) operating across Africa.Accountable for defining and evolving the Enterprise Business Unit strategy, profitability, organisational capability and long-term shareholder value creation.
Role Description
Develop and own the enterprise business strategy in South Africa: define target verticals and sector priorities (large corporates and strategic accounts across, e.g., financial services, mining, public sector and telecommunications), go-to-market (GTM) model, and competitive positioning.Own the P&L for the enterprise business vertical: revenue growth, margin, cost base, investment decisions, contribution targets.Define KPIs for enterprise business performance (revenue, margin, new logos, retention, cross-sell/upsell, customer satisfaction/NPS) and drive accountability across the enterprise team.Leverage the full Cassava Technologies group product stack (connectivity, cloud, cybersecurity, compute/data-centre, managed services) to create integrated enterprise offers and upsell/cross-sell opportunities.Work in a matrix environment: collaborate with product/solution teams on roadmap and packaging; commercial teams on pricing and positioning; operations on delivery and service excellence.
Lead the enterprise sales organisation: set target segments, define account plans, build pipeline, and close high-value enterprise deals encompassing multiple products and services.Engage directly with C-suite and senior stakeholders in target organisations (corporates, government, strategic accounts) to understand business challenges, define digital transformation road-maps and position the Cassava group as strategic partner.Originate, negotiate and close complex deals involving multiple Cassava offerings: connectivity, cloud/hybrid, compute, data centre/colocation, cybersecurity, managed services.Build and lead a high-performing enterprise sales team (direct and indirect) and cultivate a culture of growth, execution, customer-first mindset and continuous improvement.Collaborate with marketing, product, partner/channel teams to create compelling value propositions, sector-specific campaigns and GTM vehicles aligned to enterprise segments.
Define and position digital transformation offers for enterprise customers: including cloud migration/hybrid cloud, security transformation, compute/data-centre strategy, connectivity optimisation.Translate enterprise business challenges into solutions built on Cassava’s stack, quantify the business value (ROI, TCO, operational benefit) and articulate value-propositions to senior business/IT stakeholders.Monitor emerging technology trends, competitor activity and market dynamics within enterprise ICT environments and adjust offers/GTM accordingly.
Strategic mindset with strong commercial orientation and growth ambition; results-driven, entrepreneurial senior leader who sets and delivers ambitious targets.
Excellent executive presence, negotiation, persuasion and influencing at C-suite level; collaborative cross-functional leader, adept in a matrix and aligning functions for execution.Adaptable and agile in dynamic markets; analytical and data-driven; customer-centric; high integrity, professionalism and a strong corporate-governance mindset.
Lead development and execution of enterprise solutions headquartered in South Africa spanning multiple African markets, aligned to MNE customers’ regional expansion. Leverage Cassava’s regional infrastructure, connectivity, data-centre/colocation, cloud and compute platforms to enable MNEs to operate seamlessly across borders. Partner with regional/affiliate teams on delivery, governance, compliance and operational alignment as single-point commercial lead.Define GTM strategies and value propositions for pan-African accounts, positioning South Africa as the strategic delivery hub. Build C-suite relationships within MNEs and guide their pan-African infrastructure/digital-transformation roadmaps. Monitor and comply with pan-African regulatory, procurement and data-sovereignty requirements; drive cross-border deal growth and cross-sell across markets.
Own enterprise customer satisfaction/NPS: set targets, monitor metrics and ensure consistent service-delivery excellence. Ensure seamless sales-to-delivery hand-over (governance, SLA monitoring, risk management). Drive retention, renewal and upsell, building long-term relationships with key accounts. Develop pricing and commercial models balancing competitiveness and margin; manage large-deal discounting, terms and risk. Lead the proposal and contracting process for large deals, coordinating finance, legal, product and operations, with margin-modelling and contract governance.
Provide monthly/quarterly reporting to senior leadership (revenue vs target, margin, pipeline, key-account status, forecast accuracy). Maintain robust commercial governance: pipeline review, deal risk register, contract-value tracking and discount/margin controls. Represent the enterprise business in executive/board forums.
Lead talent development, succession planning and organisational design for the enterprise team; foster a high-performance, collaborative culture and continuous improvement across the group.
Lead the development, execution and continuous refinement of the South African Enterprise Business strategy aligned to Group objectives and long-term growth ambitions. Translate corporate strategy into measurable business outcomes and strategic initiatives.Participate as a member of executive leadership forums, contributing to national business strategy, commercial governance, risk management and business transformation initiatives. Provide strategic market insights to influence Group decision-making.Lead strategic transformation programmes that enhance competitiveness, operational effectiveness and customer value. Champion adoption of emerging technologies including AI, cloud, cybersecurity and digital infrastructure solutions.Develop and sponsor business cases for major investments, strategic partnerships, acquisitions, market expansion opportunities and new revenue streams. Evaluate opportunities to maximize long-term shareholder value.
Establish and manage executive relationships with strategic partners, hyperscalers, technology vendors, systems integrators and industry stakeholders to enable growth and market differentiation.Lead organisational design, succession planning and capability development to ensure the Enterprise Business remains future-ready and equipped to achieve long-term growth objectives.
Bachelor’s degree in business, Engineering, Information Technology or related field; MBA or equivalent business qualification preferred. Essential
Minimum 12 years’ senior commercial/business-development experience in enterprise ICT/technology services, cloud/data-centre/telecoms environment, ideally in South Africa or similar markets.Essential
Proven track-record of substantial enterprise sales success: large corporate/government accounts, complex deals, multi-product solutions, significant revenue/margin responsibility.Essential
P&L accountability experience at senior level.Essential
Strong experience in solution selling, digital transformation, enterprise customer engagement, C-suite interfacing, value-based selling. Essential
Experience working in a matrix organisational structure and collaborating with product, operations, partners/channel teams.Essential
Excellent negotiation, influencing, presentation, stakeholder-management (including government procurement environment) skills.Essential
Deep understanding of ICT enterprise market dynamics in South Africa: cloud/hybrid, data-centre/colocation, connectivity, cybersecurity, managed services, enterprise digital transformation. Essential
Experience in channel/partner sales-models and strategic alliances is an advantage.Essential
Familiarity with South African regulatory environment, government procurement, B-BBEE/corporate compliance. Essential
5 years P&L / commercial leadership of an enterprise business unit in ICT, telecoms or technology services.Essential
3 years Complex, multi-product enterprise solution selling to large corporate and government accounts.Essential
3 years C-suite stakeholder engagement and negotiation/closing of large, complex deals.Essential
3 years Operating within a matrix organisation across product, operations and channel/partner teams.Essential
All Appointments are subject to the Labour Legislation in the respective country.
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