Senior Account Executive

#S-DNI

Location: Johannesburg, South Africa  

Job Title: Senior Account Executive  

Department: Customer Success

Direct Report: Regional General Manager  

Date: May 2025

Applications can be sent to jobs@maptek.co.za.

General Description

• Maptek’s Customer Success Group strives to:
  • Assist customers to “Create Tomorrow” through the best customer experience, enhancing the Customer’s understanding of our products and services, providing excellent outcomes, and understanding our customer’s business as well as they do.
  • “Walk in their shoes” to empathise with our customer’s challenges, understand their usage, and collect feedback in order to provide exceptional outcomes.
  • Be “Smarter Together” with our customers as we work to be their partners and trusted advisors of choice by helping them maximise the value gained from our products and services and demonstrating capabilities that expand possible outcomes.
• “Make It Simple” by simplifying our customer’s processes and workflows to ensure product usage will continue even if the Customer has personnel leave the organisation.
• The jobholder is responsible for managing and growing a portfolio of key accounts, identifying new business opportunities, and pursuing revenue growth. You will serve as a trusted advisor to clients, understanding their operational challenges and presenting software solutions that deliver real value.
• The Customer Development team are expected to develop and maintain a core technical competency in their discipline and a good awareness of the value provided by Maptek solutions in other technical disciplines. The jobholder will work in partnership with technical services and technical sales support teams to qualify opportunities and present detailed value propositions to customers.
• The position requires an individual who can serve as a catalyst for change, implementing a systematic approach to ensure proactive and continuous engagement. The ideal candidate will leverage digital platforms to enable workflow automation, drive email engagement, use technology triggers to influence customer behaviour (e.g., increasing consumption, promoting adoption and positive outcomes, ultimately leading to renewals, expansion, and advocacy within the assigned area), and promote internal team collaboration.

Duties and Responsibilities

The jobholder will be expected to perform the following and meet specific criteria in each of these Key Result Areas within the scope of their position:

1. Product Knowledge

• Become expertly familiar with the features and benefits of Maptek products and maintain knowledge as current.
• Become expertly familiar with the application of Maptek products to meet specific customer needs.
• Be able to nominate the full range of Maptek products and describe their interaction.
• Be conversant with competitors’ products in terms of positioning, features and benefits, pricing, and account acquisition procedures.
• Maintain an in-depth knowledge of mining technical and commercial drivers and current trends and/or opportunities in the industry.
• Participate in Maptek’s user conferences and technical workshops.
• Study technical papers, reports, articles, and case studies relevant to area of expertise.
• Represent Maptek at industry events to keep technical knowledge current.
• Take opportunities to represent Maptek as a technical subject matter expert or guest speaker.

2. Presentations and Maptek Product Demonstrations

• Prepare accurate and engaging technical sales presentations.
• Prepare relevant Maptek product demonstrations by uploading data and workflow exemplars.
• Prepare custom demo models for more complex customer requirements.
• Check that the demonstration functions correctly and validate all data prior to the customer sales meeting.
• Contribute to the development of frequently asked customer questions by product type with Maptek approved responses.

3. Account Management

• Build and maintain relationships with key decision-makers and process owners at assigned accounts.
• Work with Customer Success Leads to monitor use of existing products.
• Monitor news, announcements, and reports to understand account projects and growth plans.
• Prepare and host account review meetings with input from customer success, adoption, and renewal teams.
• Seek to become the trusted advisor of process owners and department managers.
• Review product utilisation to identify opportunities for additional seats.
• Make calls to existing customers to identify opportunities to cross-sell products.
• Identify opportunities to provide value through services and support programs.
• Collaborate with Marketing and Customer Success teams to promote product value.
• Deliver compelling product demonstrations and value-based sales presentations.
• Maintain a pipeline of qualified opportunities to achieve sales targets and generate profit.
• Manage opportunities throughout the sales cycle, ensuring high customer service standards.
• Facilitate communication between Customer Success, the customer, and internal departments.
• Support existing customers with product and business improvement advice as required.

4. Salesforce CRM System and Reporting

• Create and maintain a customer database in Salesforce CRM including:
  • Detailed, accurate records of all existing customers and contacts.
  • Remove duplicated or inaccurate customer/contact records.
• Own and update a sales opportunity pipeline weekly:
  • Opportunities identified.
  • Solutions pitched.
  • Demonstrations provided.
  • Sales proposals submitted.
  • Progress achieved.
• Submit accurate monthly renewal activity reports including:
  • Brief description of sales call activities.
  • Outcome, next steps, and results.
  • Monthly and future sales revenue forecasts.
• Document customer interactions via Site Reports.
• Advise Management and Product Manager on development needs from customer consultation.
• Complete and maintain all job/renewal-related documentation promptly.
• Comply with Maptek’s expense policies:
  • Submit detailed expense claims with receipts.
  • Document company credit card charges.

5. Team Focus and Leadership

• Lead and manage key customer relationships and coordinate internal review meetings.
• Actively contribute to improving processes and service delivery efficiency.
• Participate in company events, sessions, and training.
• Promote open communication with Maptek colleagues.
• Respect account management boundaries and manage customer transitions thoughtfully.

Other

• Perform other reasonable tasks as directed by your manager from time to time.
• All responsibilities are subject to reasonable adjustment to meet organisational needs.
• Business travel, including overnight stays (potentially more than 50% of work time), and potential overseas travel as required.

Minimum Requirements

• Degree in Geology
• Technical background in Geology
• 10+ years of B2B software sales experience
• Knowledge of mining operations and processes
• Comfortable engaging with senior stakeholders
• Excellent communication, negotiation, and interpersonal skills
• Strong technical acumen; ability to understand and explain complex software solutions
• Self-motivated and capable of working independently and in a team environment
• South African citizen/residency, as this position will be Rosebank-based.

Applications can be sent to jobs@maptek.co.za. The closing date for applications is 20 June, 2025.

** Note that in accordance with our Employment Equity practices, preference will be given to suitably qualified and experienced South Africans who are considered previously disadvantaged in terms of the Employment Equity Act.