- The AI Product Sales Executive is responsible for generating, developing and converting sales opportunities for iqbusiness' AI and Data productised offerings, accelerators and solution-led propositions. The role is commercially focused and works closely with the senior AI & Data Solutions Executive, Data / AI Solution Leads, Solution Architects, Client Relationship Leads, Service Line Leaders and Marketing to build pipeline and close revenue.
- This role is designed to drive market activation and demand creation. It should focus on opening doors, building relationships, qualifying opportunities, progressing pursuits and converting AI/Data propositions into signed work.
- The AI Product Sales Executive will carry a sales target and commission linked to qualifying AI/Data productised or solution-led revenue. The role will focus on new logo development, existing account expansion, campaign follow-up, partner-led opportunities and conversion of market interest into structured sales pursuits.
Pipeline Generation and Sales Origination
- Build and maintain a qualified pipeline for AI and Data productised offerings.
- Identify target accounts, buying centres and decision-makers across priority sectors.
- Generate opportunities through direct outreach, existing relationships, partner channels, marketing campaigns and internal referrals.
- Engage C-suite, senior technology, data, digital, operations and business stakeholders.
- Create demand around AI adoption, GenAI enablement, data modernisation, analytics, intelligent automation and productised AI solutions.
Sales Qualification and Opportunity Progression
- Qualify opportunities based on client need, buying intent, budget, urgency, value potential and solution fit.
- Maintain clear next steps, ownership, stakeholder maps and commercial actions for each opportunity.
- Work with Solution Leads and Architects to shape opportunities into viable propositions.
- Progress opportunities through discovery, proposal, negotiation and close.
- Use structured sales disciplines such as account planning, qualification, forecasting and CRM hygiene.
Productised AI and Data Proposition Sales
- Sell packaged AI/Data offerings, accelerators and repeatable solution propositions.
- Clearly communicate the value, business outcomes and differentiation of iqbusiness AI/Data offerings.
- Position productised IP and partner-enabled solutions in a way that is commercially compelling and delivery-realistic.
- Help convert early AI interest into practical use cases, pilots, advisory engagements or scaled implementation opportunities.
- Support upsell and cross-sell from one AI/Data engagement into broader EMA or iqbusiness services.
Client and Account Development
- Build trusted relationships with senior buyers and influencers.
- Partner with Client Relationship Leads to expand existing accounts.
- Open new relationships in targeted sectors and priority accounts.
- Stay engaged with clients beyond individual transactions to identify future demand.
- Capture market signals, competitor activity and client pain points to feed proposition development.
Pursuit, Proposal and Commercial Support
- Coordinate with Solution Leads, Architects and Service Lines to develop proposals and client responses.
- Support pricing, commercial structuring and negotiation preparation.
- Contribute to pitch materials, client presentations and response documents.
- Help ensure pursuits are commercially sound and properly qualified before heavy investment is made.
- Maintain forecast accuracy and pipeline discipline.
Partner and Market Activation
- Work with technology partners and alliance teams to identify joint pipeline opportunities.
- Support events, campaigns, webinars, executive roundtables and market activation initiatives.
- Feed client insights back into proposition development and sales enablement material.
- Build visibility for iqbusiness AI/Data offerings in the market.
- 8+ years proven sales, business development or account growth experience in consulting, technology, data, AI, digital transformation or professional services.
- Experience building and converting pipeline in B2B enterprise environments.
- Ability to sell complex solutions consultatively rather than relying on transactional product sales.
- Strong understanding of AI, Data, analytics, cloud or digital transformation value propositions.
- Comfortable engaging senior business and technology stakeholders.
- Strong commercial discipline across qualification, forecasting, account planning and CRM management.
- Excellent communication, storytelling, negotiation and relationship-building skills.
- Experience selling AI, analytics, automation, cloud, SaaS, data platforms, managed services or consulting solutions.
- Existing network across South African enterprise clients.
- Exposure to financial services, insurance, telecommunications, retail, mining, public sector or broader EMEA markets.
- Experience working with technology partners such as Microsoft, AWS, Databricks, Snowflake, SAP, Adobe or similar ecosystems.
- Familiarity with MEDDPICC, Miller Heiman or similar enterprise sales methodologies.
- Qualified AI/Data pipeline generated.
- Revenue and gross profit contribution from closed opportunities.
- Conversion of productised AI/Data propositions into signed work.
- New client doors opened and existing accounts expanded.
- Forecast accuracy and pipeline hygiene.
- Contribution to partner-generated or campaign-generated pipeline.
- Quality of collaboration with Solution Leads, Architects, CRLs and Service Lines.
- Repeat client interest, follow-on work and market feedback.