Head Of Product Solutions

Role Purpose

The Head of Product Sales enables revenue growth and sales effectiveness by leading a team of Product Specialists who support Sales teams in product-led selling across the organisation. The role ensures Sales is equipped with deep product knowledge, value-based selling capability, and clear competitive positioning to win complex opportunities.

By combining product expertise, structured selling approaches, and customer engagement, the team partners with Sales representatives to shape deals, strengthen qualification, and improve close rates while providing additional support on high-value or technically complex opportunities.

The role strengthens win rates, deal quality, and customer confidence by aligning product capabilities to customer needs and commercial outcomes. It also plays a key role in elevating product knowledge and sales readiness across Direct Sales and Revenue Operations.

POSITION IN ORGANISATION/ REPORTING STRUCTURE:

• General Manager – Sales Product & Solutions Lead
• Product Sales Manager
• Regional Manager

MAJOR TASK HEADINGS OR KEY PERFORMANCE AREAS:

• Strategic Product-Led Selling
• Sales Enablement & Product Training
• Direct Customer Engagement & Deal Support
• Opportunity Qualification & Deal Shaping
• Cross-functional Collaboration & Solution Alignment
• Market Intelligence & Competitive Positioning
• Sales Process Discipline & Governance
• Staff Management

1. Strategic Product-Led Selling

• Own and drive product-led and solutions-based selling strategies.
• Support Sales and BDMs in positioning product value aligned to customer outcomes.
• Apply strategic selling methodologies (e.g. MH Blue & Green Sheets) to complex opportunities.
• Guide to opportunity strategy, messaging, and differentiation.

MEASURES OF EFFECTIVENESS/SUCCESS

• Improved win rates on product led opportunities.
• Revenue contribution from supported and led deals.
• Quality of opportunity strategies and qualifications.
• Deal size and margin improvement.

2. Sales Enablement & Product Training

• Develop and deliver structured product training for Sales teams.
• Ensure Sales reps understand product capabilities, limitations, and value propositions.
• Equip Sales with sales tools, playbooks, and competitive positioning.
• Continuously upskill Sales teams as products and markets evolve.

MEASURES OF EFFECTIVENESS/SUCCESS

• Sales confidence and capability assessments.
• Adoption of product messaging and tools.
• Reduction in sales errors or mispositioning.
• Sales productivity improvements.

3. Direct Customer Engagement & Deal Support

• Lead or co-lead strategic customer meetings and presentations.
• Directly sell into complex, high-value, or technically demanding opportunities.
• Support negotiations by articulating product value and solution fit.
• Act as the product authority in customer engagements.

MEASURES OF EFFECTIVENESS/SUCCESS

• Revenue closed directly or with support.
• Customer feedback on solution clarity and confidence.
• Reduced sales cycle time on complex deals.
• Conversion rate of supported opportunities.

4. Opportunity Qualification & Deal Shaping

• Support Sales in qualifying opportunities for product fit and viability.· Shape solutions that balance customer needs, commercial value, and delivery feasibility.
• Identify and mitigate product, delivery, or commercial risks early.
• Guide pricing and scope decisions in collaboration with Sales leadership.

MEASURES OF EFFECTIVENESS/SUCCESS

• Reduced deal rework or post sale issues
• Improved opportunity qualification quality.
• Margin protection and deal profitability.
• Reduction in stalled or failed deals.

5. Cross-functional Collaboration & Solution Alignment

• Collaborate with Product Management on roadmap feedback and product gaps.
• Work with Operations and Engineering to ensure solution feasibility.
• Align with Marketing on product messaging and positioning.
• Act as the voice of Sales into product and solution discussions.

MEASURES OF EFFECTIVENESS/SUCCESS

• Alignment between sales promises and delivery outcomes.
• Speed and quality of cross functional responses.
• Reduced internal escalations.
• Improved customer satisfaction post-sale.

6. Market Intelligence & Competitive Positioning

• Monitor competitor offerings, pricing, and positioning.
• Gather market and customer feedback from sales engagements.
• Share insights with Sales leadership and Product teams.
• Refine product positioning and differentiation strategies.

MEASURES OF EFFECTIVENESS/SUCCESS

• Frequency and quality of market insight reports.
• Competitive win rate improvements.
• Sales adoption of refined positioning.
• Influence on product and sales strategy.

7. Sales Process Discipline & Governance

• Enforce disciplined use of CRM and strategic selling tools.
• Ensure accurate product-related data in opportunities and forecasts.
• Participate in deal reviews, pipeline reviews, and governance forums.
• Improve consistency and quality of product-led selling execution.

MEASURES OF EFFECTIVENESS/SUCCESS

• CRM data quality and compliance.
• Forecast accuracy on supported deals.
• Reduction in late-stage deal surprises.
• Consistency of selling approach.

8. Staff Management

• Recruit, onboard, and develop Division Sales Managers.
• Set performance objectives aligned to sales enablement and revenue impact.
• Coach Division Sales Managers and Product Specialists in strategic selling and customer engagement.
• Build a high-performance, commercially focused product sales team.

MEASURES OF EFFECTIVENESS/SUCCESS

• Product Specialist performance and utilisation.
• Staff retention and engagement.
• Capability development milestones achieved.
• Contribution of Product Specialists to sales outcomes.

MINIMUM QUALIFICATIONS REQUIRED:

• Engineering NQF Level 6
• Business/Project Management Qualification NQF Level 6 (Preferred)

MINIMUM EXPERIENCE AND COMPETENCY REQUIREMENTS:

• 10 plus years’ experience in product-led selling, solutions sales, or technical sales leadership
• Proven experience managing Product Specialists or Sales Managers.
• Strong strategic selling capability (MH methodology preferred)
• Strong CRM proficiency
• Excellent presentation and customer-facing communication skills
• High commercial and negotiation acumen
• Ability to translate technical capability into customer value
• Strong stakeholder management and leadership capability

ATTRIBUTES

• Strong commercial and customer-centric mindset
• Strategic and consultative selling orientation
• High emotional intelligence
• Strong coaching and people development capability
• Confident communicator and influencer
• Results-driven and accountable
• Adaptable and resilient
• Detail-oriented with strong execution discipline

Should you have the necessary skill set, attach a brief CV to: vacancyapplications@bmgworld.net -REF: Head Of Product Solutions – M5643 must be quoted in subject of the e-email.

All internal applicants are required to complete an IVAF form signed by line manager prior to submitting application.

Pay: R90 000,00 - R1 400 000,00 per year

Work Location: In person