Commercial Manager at Pawa IT Solutions

• We are seeking a highly strategic and results-oriented Commercial Manager to lead our dynamic sales team and drive significant revenue growth across our portfolio of advanced technology solutions, including Google Workspace, Google Cloud Platform (GCP), bespoke AI Solutions, Kandji MDM, and Chromebooks. Reporting directly to the CEO, you will be responsible for developing the overarching sales strategy, setting ambitious goals, and guiding the sales team towards successful execution. This is a senior leadership role critical to shaping the company's commercial success and market position.

Responsibilities

• Sales Strategy Development & Leadership:
• Develop, articulate, and implement comprehensive sales strategies aligned with company objectives for Google Workspace, GCP, AI Solutions, Kandji, and Chromebooks.
• Analyze market trends, competitive landscape, and customer needs to identify new opportunities and refine strategic positioning.
• Define target market segments, ideal customer profiles, and value propositions for each product/service line.
• Set clear, challenging, yet achievable sales targets, quotas, and KPIs for the team and individuals.
• Translate high-level company goals into actionable sales plans and initiatives.

Team Leadership & Management:

• Lead, mentor, coach, and motivate a team of sales professionals, fostering a high-performance, collaborative, and results-driven culture.
• Oversee the recruitment, onboarding, training, and ongoing development of the sales team.
• Conduct regular performance reviews, provide constructive feedback, and manage team performance to ensure targets are met or exceeded.
• Empower the team to execute the defined sales strategies effectively, focusing on lead generation, qualification, proposal development, negotiation, and closing deals.
• Act as an escalation point for the team, providing guidance on complex deals and removing obstacles to success.

Commercial Operations & Oversight:

• Oversee the sales pipeline, ensuring accuracy in forecasting and reporting.
• Monitor sales activities, performance metrics, and results, providing regular, insightful reports and updates to the CEO and executive team.
• Collaborate with Marketing to ensure alignment on lead generation campaigns, messaging, and sales collateral.
• Work closely with technical/solutions teams to ensure proposed solutions meet client needs and are deliverable.
• Contribute to pricing strategies and commercial terms negotiation for key accounts or complex deals.
• Ensure effective use of CRM and other sales tools for tracking, analysis, and reporting.

Partner & Key Account Management:

• Develop and maintain strong relationships with key partners (e.g., Google, Kandji) to maximize collaboration and mutual success.
• Potentially engage directly with strategic, high-value clients alongside the sales team when necessary.

Requirements

• Proven track record of success in a senior sales leadership or commercial management role within the technology sector.
• Demonstrable experience developing and implementing successful sales strategies that drive significant revenue growth.
• Strong understanding of and experience selling complex B2B technology solutions, ideally including Cloud (specifically GCP), SaaS (specifically Google Workspace), AI concepts/solutions, MDM (Mobile Device Management), and/or hardware (Chromebooks).
• Excellent leadership, coaching, and team management skills with experience building and managing high-performing sales teams.
• Strategic thinking, analytical, and problem-solving abilities.
• Outstanding communication, presentation, negotiation, and interpersonal skills.
• Ability to operate effectively at both strategic and tactical levels.
• Strong business acumen and financial literacy (understanding margins, pricing, forecasting).
• Proficiency with CRM software (e.g., HubSpot) and sales analytics tools.
• Bachelor's degree in Business, Marketing, IT, or a related field, or equivalent practical experience