Nkuli Dwane

Sales executive africa

Executive Summary
Over 12 years’ experience in the B2B SaaS environment, working in a variety of highly competitive and fast-paced industries including Financial, Future of Work, Customer experience and Training. I possess strong technical and business qualifications with a solid track record in sales, strategic planning, business development, product development, commercialization, go-to-market strategies.

Business Skills
Strategy, Leadership, Account Management, Management, Marketing, Entrepreneurship, Financial Reporting, Management Consulting, Sales Process, Accounting, Business Strategy, Business Analysis, Strategic Planning, CRM, Consulting, Negotiation, Solution Selling, Business Intelligence, Business Development, Direct Sales, Salesforce.com, Auditing, Forecasting, Project Management, Selling, Business Planning, Tax, Change Management, Recruiting, Business Process, Sales, Coaching, Team Leadership, Business Process Improvement, Sales Presentations, Sales Management, Presenter, Public Speaking, Group Financial Reporting, Performance Management, Key Account Management, Product Marketing, Team Management, Marketing Management, Marketing Strategy, Marketing Communications, Lead Generation, Direct Marketing, Strategic Thinking, Brand Management,

Solutions
Swift Solutions

Fircosoft Solutions

Bank Payment Gateway Solutions

Sanction Screening Solutions

KYC Solutions

Mapping and reconciliation Solutions ( IFRIS standards, GAAP standards)

Audit and accounting solutions

Microsoft Solutions

Social  media regulation solutions ( Actiance)

Hardware Solutions ( HP, ACER, LENOVO, SUNMICROSYSTEMS, ORACLE, IBM, EMC)

Networking solutions

Storage solutions

Marketing and sales solutions

CRM solutions

 

 

PERSONAL  DETAILS
Full Name Nonkululeko Dwane

Known as Nkuli

Date of Birth: 20 August 1979 Nationality: South African

Residential Address: 74 Vista Drive, Glenvista, JHB, RSA, 2000

Mobile Number: 064 783 7641

Marital Status: Single

Languages: English, Xhosa

E-Mail: [email protected]

 

PERSONAL PROFILE
In my career to date I have been successful in both large corporate as well as small business environments, orchestrating the achievement of business goals while providing direction, motivation and mentorship to the projects and teams I have worked with, using the various business skills I have acquired as well as common sense to achieve the best results for the task  At hand.

I am a confident self-starter with competitive drive, initiative, a sense of urgency and the ability to make decisions and take responsibility for them. I can react and adjust quickly to changing conditions and come up with ideas for dealing with them. My drive is purposeful, directed at getting things done quickly. I respond positively to challenge and pressure and have confidence in my ability to handle novel problems and people. I am a fairly outgoing person and talk with assurance and am a stimulating influence on others, while being quite firm, direct, and self- assured in dealing with them.

My work pace is faster-than-average. I learn and take action quickly. I make decisions about people and situations timorously. I assess what’s generally going on and rather than exhaustively research, generally speaking, I pull together the available information and take  action. I’m confident in my assumptions about any missing information and I am comfortable

acting in the absence of complete information. For me, continual progress towards the general goal is more important than always being exactly on track. I’m flexible and will make course corrections as necessary, when the time arises.

I set standards and look for challenging opportunities to tackle. I am also stimulated by new challenges and situations, and generally drive myself and others to new horizons. I am ambitious both for myself and for the business which employs me.

 

 

 

QUALIFICATIONS / EDUCATION
High School ~ Lofentse Girls High- 1997

 

Highest Courses Wits University – 2000 Maths 1,2

Physics 1, 2, 3

Computer Science 1, 2

Geology 1

Chemistry 1

 

COMPUTER LITERACY
MS Office –

Project, Access Database

Star Office – Text Document, Spreadsheet, Presentation,

Technical drawing,

Oracle IBIS

CaseWare Working papers

Microsoft Dynamics solutions

Siebel CRM and GSX( Microsoft CRM tool )

ACT CRM tool

Email

Internet for Marketing

Website design

Dashboarding

Business intelligence

Social media advertising

Campaign designs

Poster and business cards designs

Ecommerce designs

Digital Marketing

Business Compliance and registration

Business Consulting

Development and Skills training

 

 

Employment History
…From the most recent to the point of leaving High School; Lephoto Lephoto Consulting Trading as Connaircted Pty Ltd: Current

Position: Director in Skills development and Training

What we do: Connaircted  is a company that was founded by two people that were born and bred in Soweto. A huge gap of shortage of skills was identified in the field of recruitment, skills development, knowledge transfer to school learners and school leavers and unemployed people, and have no funding to further their studies in our communities.

 

We invest our time and resources to finding the best talent for the future by sourcing financial support and career guidance to top performing students studying or intending to study on a full-time basis towards wide variety of qualifications.

 

Aimed at development we team up with leaders in all industries, we are keen to ensure that talented, top-performing students get every opportunity to enter the world of business. And we know that, for many, a fulfilling and rewarding career may feel out of reach.

 

It’s a goal that can be achieved only with a solid education to build upon. This is why we encourage our learners to apply for bursaries.

 

We source bursary programmes that could make all the difference to our school leaver’s future success. These bursary programmers provide financial support to full-time students enabling them to complete their education and, potentially, pursue a career of their choice with

different companies across South Africa upon qualifying.

 

We aim at assisting with getting sponsors for hundreds of ambitious students.

 

We are packed with information, and have tools to reach out to thousands of school leavers and unemployed people in our communities through various projects, namely the CV bank, Sowe2gro and Innovative Minds.

 

We are building relationships with the 23 SETA’s in the country to assist and work with them in learner ship coordination and monitoring and align ourselves with their integrated skills development interventions.

 

We are aimed at promoting growth in employment and capacity building across sectors to address scarce and critical skills shortages in Soweto as a start and hopefully grown to other townships.

 

Our aim is to identify workplaces for practical work experience, provision opportunities for new entrants to the work market by working with the 23 SETAs countrywide.

 

We plan to improve work prospects for previously disadvantaged persons through education and training

 

Also having identified a huge gap and shortage of IT skills within businesses in Soweto. We aim to work with business in our communities to develop them through various projects and solutions needed to successfully have a profitable business.

 

Traditional business conventions mean that female entrepreneurs might not have access to networks and business contacts needed to help small to medium-sized enterprises succeed. We partner and offer non-financial support like networking opportunities and workshops that can help people (Women) in Business move in will develop business owners that have limited knowledge in growing their revenue streams.

We have relationships with schools, departments of education, Labor, Capri, SARS, banks, IT companies etc. to complete the business structure.

We cater and offer business solutions, from company Registrations, compliance documents across all industries, Marketing, branding and advertising. We build websites, payment gateways for our customer set

 

 

 

 

African Institute of Advanced Training Oct 2014- current commission based
Position: Sales Director
Partner for Webroot and Dataprime across Africa and All verticals

 

Consultative Selling to Senior Levels within financial sector, government, mining, retail and corporate sector.

·        Seek out new opportunities in order to achieve monthly, quarterly and annual targets as per sales plan

·        Manage sales pipeline in order to achieve targets as per sales plan.

·        Preparing a variety of sales status reports including activities, follow-up, closings, and adherence to targets.

·        Participate in and perform required tasks for marketing campaigns as per marketing plan.

·        Develop and maintain excellent product knowledge and sell the benefits of all the products.

·        Sales process: Ensure all activities, opportunities and forecasting are updated daily on the CRM system

·        General sales administration duties

·        Preparing proposals, presentations, and sales contracts

·        Sales on a variety of different software products

·        Cold Call Strategic Deals

Sales Forecasting and Analysis.

·        Sales Plans

·        Looking at Market Trends.

·        Responsible for the entire Market

·        Product Demonstrations

·        Planning of implementations and way forward

·        Build strong relationships for future upsells

·        Management and planning with Internal staff on targets and clients.

·        Training and coaching with staff on Cold Calling and closing the deal.

·        Building Sales Plans with Internal and partners.

·        Managing a team 8 partner accounts and 3 team members

·        Management of KPI’s

·        Recruitment of Staff

·        Marketing Campaigns

·        Strategic Initiatives

·        Product development market

·        insight feedback/ Market take on

·        Management Market Reporting

·        Manage Staff Performance

·        Performance Management

·        Train Staff on soft skills as well as knowledge on industry and product

·        Public Speaking for conferences and seminars

·        Road Shows

·        Travel in South Africa and Africa Representing Webroot and Dataprime

 

 

3.      TRUSTLINK – Feb 2013 until June 2014 (1 year 6 months)
Job descriptionresponsible for accounts in 16 countries in Africa as well as for key-accounts in the securities market industry across Africa. I am also responsible for developing business in the securities market industry as well as in the sub-region.

My key responsibilities are:

 

·        Develop and maintain customer relationships; within banking, corporate and  government accounts;

 

·        Identify business development and sales opportunities in the sub-region and securities industry;

 

·        Developing and implementing sales and business development strategies for the sub- region and securities industry;

 

·          Define and position solutions that meet market development and customer needs;

 

·          Meeting of sales targets in the sub-region and securities industry;

 

·        Liaise and collaborate with marketing, consultancy, services and product managers in our headquarters in order to deliver solutions to the customers, as well as to reach sales targets;

 

·          Collaborate with, and guide the sales activities of our partners in Africa;

 

·        Moderate panel discussions and sessions at Trustlink and SWIFT, Fircosoft, SmartStream and Actiance’s organised events;

 

·        Represent Trustlink and SWIFT, Fircosoft, SmartStream and Actiance and position their solutions and services on forums,

 

·        Represent Trustlink and Fircosoft and position Fircosoft solutions and services on forums, conferences and similar events, conferences and similar events.

 

·        Represent SmartStream and SmartStream and position SmartStream solutions and services on forums, conferences and similar events.

 

·        Represent Trustlink and Actiance and position Actiance solutions and services on forums, conferences and similar events.

·        Responding to Sales Bids/Tenders

·        Providing pricing and proposals to the customers

 

·        Working closely with the services team, plan the project scope of any implementation.

 

I am required to travel on a regular basis to the sub-region 16(countries) as well as to SWIFT’s customers, mostly banks in Africa and some international events.

 

4.      CASEWARE AFRICA- AFRICA SALES EXECUTIVE: Feb 2012 – Jan 2013 (1 year)
·        Grow and develop Audit software in the African market

·        Sell to audit firms, financial professionals in Africa

·        Travel extensively in Africa

·        One on One software demonstrations to customers

·        Do online demonstration to customer in Africa

·        Follow up on leads and sell solutions on the phone

·        Set and book demo meetings with clients to showcase CaseWare Working Papers

·        Presentations in seminars to our customers

·        Plan Africa events with Marketing

·        Account Planning on the territory

·        Make 20 cold calls a day

·        Up sell and grow existing accounts

·        Developing and managing a healthy and predictable pipeline that meets or exceeds quota and forecast accuracy expectations

·        Grow Partner/ Resellers in Africa to sell CaseWare products

·        Working with accounting bodies in Africa to plan road shows and attend their events

·        Working with the BIG5 firms in Africa

·        Aligning corporates to the IFRS strategies eg banking, oil and gas, motor, insurance, etc

·        Achieve monthly and quarterly targets

·        Represent a product in the African market and with an excellent track record

·        Continuous Training on CaseWare Products

 

5.      MICROSOFT- CONTRACT West East Central Africa              Jan 2011 – Jan 2012 (2 years  contract)
Business Solutions is a strategic Sales resource designed to work directly with midsized customers to help them understand how Microsoft Business Solutions (ERP & CRM solutions) can help solve their line of business issues and positively impact the customer’s business.

The role of the Sales Rep – Business Solutions is to identify and qualify Microsoft Business Solutions sales opportunities for partners by uncovering and addressing customer’s line of business needs. Success is measured by net new opportunities successfully handed over to partner. The primary goal of the Inside Sales – Business Solutions is to drive revenue growth and customer satisfaction through their engagement.

The account manager – Business Solutions achieves this by performing the following functions:-

·        Build, retain and expand customer relationships using marketing, telephone, email and other inside-based means.

·        Contacts new/prospective and existing customers via telephone to identify and qualify sales opportunities.

·        Working closely with Inside Territory Managers (ITMs) & Account Managers (SMS&P) (AMS) to identify Microsoft Business Solutions sales opportunities in Corporate Accounts through joint account and territory planning, focusing on engaging the Business Decision Makers (BDMs) in key target industries

·        Conducts ERP account discovery & profiling of high propensity Corporate Territory Managed (CTM) customer’s in target industries

·        Contacting prospective customers, in follow-up to marketing campaigns (events, tradeshows, demand generation through the web etc.) to identify and qualify Microsoft Business Solutions sales opportunities

·        Focus on solution selling that helps customers meet their challenges and business opportunities, showing demonstrable economic value

·        Supports the existing customer in expanding the footprint of their Microsoft Business solution by activating functionality and extending usage in the organization to deliver the required business capabilities

·        Drives new, up-sell and cross-sell sales opportunities to increase the stickiness of the Microsoft Business Solution and drive revenue for Microsoft.

·        Focus on solution selling that helps customers meet their challenges and business opportunities, showing demonstrable economic value.

·        Support the existing customer throughout their lifecycle focusing on Use and Renew phases to maximize the benefit from the solution and secure the annuity revenue stream.

·        Developing and managing a healthy and predictable pipeline that meets or exceeds quota and forecast accuracy expectations

·        Working closely with ERP & CRM Solution Specialists (SSPs) and (T) PARTNER ACCOUNT MANAGERS to manage opportunity hand-off to the channel.

·        Tracking opportunities to close through customer engagement.

 

6.       SUN MICROSYSTEMS AFRICA Feb 2008 – Dec 2010 contract (3 years) Services Sales Partner Representative for WECA (Africa)
Responsibilities:

·        Accountable for Support Services revenues derived via named Top Accounts and named channel Partner(s). This role is responsible for the setting and executing of Oracle’s Hardware Services LOB sales strategy within East Africa and SADC Key Activities : Develop strategic relationships at senior management and executive levels within named Top Accounts and named channel partner(s)

·        Establish Oracle Services brand, within named Top Accounts and named channel partner(s) as ―preferred‖ services offering.

·        In conjunction with Systems Account Managers, develop and maintain Services account plan for key accounts

·        Develop and implement strategies for continued development of existing accounts and penetration of new accounts.

·        Working with named channel partner(s) responsible for the development of and execution of Service oriented strategic CHAMP plan.

·        Develop differentiated, compelling reciprocal Value Proposition and joint Value Proposition to marketplace. Responsible for ensuring compliance to Services components of Oracle Partner Advantage Program. Ensures named partner(s) adherence to accreditation requirements and associated entitlements. Responsible for quarterly Operations reviews with named channel partner(s).

·        Responsible for the setting of ―variable‖ pricing elements of Partners SPA compensation.

·        Responsible for weekly pipeline reviews.

·        Responsible for the engagement of appropriate Oracle resources necessary to support named Top Accounts and named channel partner(s) in pursuit of opportunity.

·        Ensures co-ordination and co-operation with Oracle’s System account sales where necessary

·        Responsible for the internal processing of named Top Accounts and named channel partner(s) initiated DMP’s

·        Responsible for weekly forecast from named Top Accounts and named channel partner(s)

·        Responsible for driving tactical initiatives to improve overall Spectrum Cumulative Attach Rate and Order Attach

·        These were done with lots of negotiations, travelling into the countries to have presentations for FD’s, CEO, Legal, and HR with team leaders.

 

 

7.      MICROSOFT AFRICA
Mid Market Account Manager for SADC and West East Central Africa Jan 2006 – Jan 2007 Contract

(2 years)
Responsibilities: Business Solutions is a strategic Sales resource designed to work directly with midsized customers to help them understand how Microsoft Business Solution (office suite

solutions) can help solve their line of business issues and positively impact the customer’s business.

·        The role of the Sales Rep – Business Solutions is to identify and qualify Microsoft Business Solutions sales opportunities for partners by uncovering and addressing customer’s line of business needs.

·          Success is measured by net new opportunities successfully handed over to partner.

·        The primary goal of the Ms Business Stack Sales – Business Solutions is to drive revenue growth and customer satisfaction through their engagement. The account manager – Business Solutions achieves this by performing the following functions:-

·        Build, retain and expand customer relationships using marketing, telephone, email and other inside-based means.

 

·        Contacts new/prospective and existing customers via telephone to identify and qualify sales opportunities.

 

·        Working closely with Inside Territory Managers (ITMs) & Account Managers (SMS&P) (AMS) to identify Microsoft Business Solutions sales opportunities in Corporate Accounts through joint account and territory planning, focusing on engaging the Business Decision Makers (BDMs) in key target industries

·        Conducts Microsoft Office solution stack account discovery & profiling of high propensity Corporate Territory Managed (CTM) customer’s in target industries

·        Contacting prospective customers, in follow-up to marketing campaigns (events, tradeshows, demand generation through the web etc.) to identify and qualify Microsoft Business Solutions sales opportunities

·        Focus on solution selling that helps customers meet their challenges and business opportunities, showing demonstrable economic value

 

·        Supports the existing customer in expanding the footprint of their Microsoft Business solution by activating functionality and extending usage in the organization to deliver the required business capabilities

·        Drives new, up-sell and cross-sell sales opportunities to increase the stickiness of the Microsoft Business Solution and drive revenue for Microsoft.

 

·        Focus on solution selling that helps customers meet their challenges and business opportunities, showing demonstrable economic value.

·        Support the existing customer throughout their lifecycle focusing on Use and Renew phases to maximize the benefit from the solution and secure the annuity revenue stream.

·        Developing and managing a healthy and predictable pipeline that meets or exceeds quota and forecast accuracy expectations

 

·        Working closely with Microsoft Office suite Solution Specialists (SSPs) and (T) PARTNER ACCOUNT MANAGERS to manage opportunity hand-off to the channel.

 

·        Tracking opportunities to close through customer engagement

·        Developing, executing and measuring the Medium Business Demand Generation for existing Customers.

 

·        Position partners and field sales engagement with customer accounts as appropriate once an opportunity is qualified.

 

·        Creating a relationship with customers.

 

·          Generating qualified opportunities to the agreed criteria.

 

·        Identifying leads.

 

·        Achieving contact and opportunity targets.

 

·        Passing opportunities to an appropriate Partner and Large Opportunities Manager.

 

·        Systematically and accurately capturing relevant customer data in Siebel.

 

·        Carrying out opportunity tracking calls with customers.

 

·          Engaging in formal and informal knowledge transfer.

 

·        Training of the partners to required criteria

 

·          Broadening own technical, functional, and industry skill base.

 

·        Working effectively as part of a team and seeks to support the team’s goals.

 

 

 

Acer Friday- Internal operations Feb 2004 – Jan 2006 (2 years permanent)

 

Responsibilities:

·        Assisting account managers with escalating quote request to Acer’s certified partners in SA and Africa.

·        Check on stock availability and pricing with the distributors and Incredible Connection Nationwide.

·        Helping customers with specifications of products.

·        Working from a CRM tool and a quoting tool to generate proposals for partners.

·        Aligning with partners to close deals that have been quoted on.

·        Aligning with partners to make sure they have proper training on products.

·        Respond to RFP’s

·        Involved in understanding the partners capabilities to close deals, by actively engaging in drafting their business plans and setting up targets for them.

·        Engaging daily with vendors on pricing negotiations to compete with other distributors like IT4africa, Axis and Tarsus Technologies

·        Working on weekly pipeline and forecasting to meet targets

·        Working closely with the logistic companies that they would allocate for different regions

 

This job gave me a great insight in how different business is carried out in Africa, there were lots of challenges involving logistics, and the tax laws at the borders. Lead generation for partners and account managers.

Face to face demo presentation for customers and partners on machines before a sale. Aligning with marketing team to keep the partner database updated and marketing website updated daily

Aligning with marketing team to invite partners for road shows.

Escalating calls to repairs centre and keeping track of repairs cases to inform customers of repairs status. This role was revenue measured as I was the team’s internal resource. When the team makes target I would be deemed to have made target.

 

Fnb Feb 2002 until Dec 2003 2year