Head of Sales - BFSI

Job Title: Head of Sales – Banking, Financial Services & Insurance (BFSI), Africa

Location: Johannesburg, South Africa

Function: Sales & Business Development

Reports To: Regional Managing Director – Africa / Global Head of Sales

Employment Type: Full-Time | Exempt | Executive

Company Overview

InfyStrat is a global information technology and strategic consulting firm delivering innovative digital transformation solutions across industries. With deep expertise in cloud, data & analytics, cybersecurity, core modernization, and AI-driven platforms, InfyStrat partners with enterprises and financial institutions to accelerate growth, enhance customer experience, and drive competitive advantage.

Role Summary

The Head of Sales – BFSI for Africa will own the development and execution of the sales strategy for the BFSI sector across the African region. This executive leader will drive revenue growth, build strategic customer relationships, and lead a high-performing sales team focused on large enterprise accounts, digital transformation initiatives, and new logo acquisition. The role demands strong industry knowledge, an established network within African banking and insurance sectors, consultative selling acumen, and a track record of closing complex, multi-year deals.

Key Responsibilities

Strategic Sales Leadership

• Define, articulate, and operationalize the BFSI sales strategy aligned with InfyStrat’s growth objectives in Africa.

• Analyze market trends, competitive landscape, and customer requirements to refine go-to-market (GTM) approaches.

• Own sales planning, forecasting, and target setting for the region’s BFSI segment.

Revenue Generation & Pipeline Management

• Drive end-to-end sales execution for large accounts, strategic initiatives, and cross-sell/upsell opportunities.

• Build and maintain a robust sales pipeline exceeding annual targets.

• Lead pursuits, proposals, negotiations, pricing strategy, and contract closure with enterprise BFSI clients.

Client Relationship & Advisory

• Establish and nurture C-Suite and senior executive relationships across banks, insurers, asset managers, and payment providers.

• Act as a trusted advisor to clients on digital transformation, cloud migration, data modernization, and risk/compliance solutions.

• Partner with internal delivery and solution teams to tailor offerings to specific client needs.

Team Leadership & Enablement

• Build, mentor, and scale a high-performance BFSI sales team across key markets in Africa.

• Set clear performance KPIs, coach sales leaders, and foster a culture of accountability and excellence.

• Enable the sales organisation with tools, methodologies (e.g., Challenger, MEDDIC), CRM discipline, and learning frameworks.

Cross-Functional Collaboration

• Collaborate with Marketing, Pre-Sales, Solutions, and Delivery teams to develop compelling value propositions and differentiated solutions.

• Partner with product leadership to influence solution roadmaps based on market feedback.

Brand & Thought Leadership

• Represent InfyStrat at industry forums, conferences, and client events across Africa.

• Contribute to brand positioning, case studies, and thought leadership content relevant to BFSI transformation.

Requirements:
Required Qualifications

Education

• Bachelor’s degree in Business, Finance, IT, or related field.

• MBA or equivalent advanced degree preferred.

Experience

• Minimum 12–15+ years of proven sales leadership experience with a core focus on the BFSI sector.

• At least 8 years in senior/leader roles driving sales growth in Africa.

• Demonstrated success in selling large-scale transformation deals (SaaS, Cloud, Data, Security, Core Modernization) to Banks and Insurance firms.

• Strong track record in acquiring and scaling new clients across multiple African markets.

Core Competencies

Business & Financial Acumen

• Deep understanding of the African financial services ecosystem — regulatory environments, digital banking trends, fintech landscape, risk & compliance drivers.

• Ability to build credible business cases and articulate ROI for complex IT solutions.

Sales & Negotiation Expertise

• Expertise in strategic account planning, solution selling, value-based pricing, and executive negotiation.

• Ability to run structured sales methodologies and CRM process rigor.

Leadership & Influence

• Executive-level presence with strong communication, persuasion, and stakeholder management skills.

• Ability to inspire, mobilize, and retain top sales talent.

Cross-Cultural & Regional Understanding

• Insight into cultural, economic, and regulatory nuances across African markets.

• Experience managing regional teams and remote stakeholders.

Performance Metrics

• Achievement of annual bookings, revenue, and margin targets for BFSI.

• Growth in new logos and expansion within existing accounts.

• Sales pipeline health and conversion ratios.

• Client satisfaction and Net Promoter Score (NPS) in served accounts.

• Team development and retention metrics.

Working Conditions & Travel

• Office located in Johannesburg with travel across Africa for client meetings, industry events, and internal engagements.

• Ability to work across multiple time zones and in hybrid work environments.

Application Instructions

Qualified candidates should submit:

• Resume (CV) with detailed sales achievements.

• Cover letter outlining experience in African BFSI sales leadership.

• Evidence of significant deals won (optional summary).