Business Development Manager

MAIN PURPOSE OF THE POSITION:

The purpose of the Business Development Manager role is to generate sustainable sales growth through strategic customer acquisition, partner enablement, and opportunity development in the ICT domains. The BDM plays a critical role in achieving the company’s revenue targets by executing effective sales tactics, understanding market needs, and delivering tailored technology solutions. Operating within the Five Pillars of Excellence, Pillars of Growth, Financial, Operational, Vendor, Partner, and People Excellence, this role contributes directly to commercial success, brand visibility, and market expansion.

The Business Development Manager is responsible for identifying, developing, and closing new business opportunities within our different product and business verticals (digital security, Advanced Networking, Audio and Visual, Video Conferencing, and Unified Communication). This role focuses on expanding the company’s market presence, building strong relationships with customers and partners, and driving solution-based sales across South Africa and broader African markets. The BDM works closely with the Product teams and new channel partners to implement go-to-market strategies that drive revenue and market growth, ensuring alignment with the company’s vision and sales objectives

BUSINESS DEVELOPMENT MANAGER DUTIES AND RESPONSIBILITIES:

PILLARS OF GROWTH

Market Penetration

• Develop strategies to increase market share in existing segments.
• Prospect and engage with new customers to increase.
• Implement targeted marketing and sales campaigns to drive deeper market reach.
• Analyse competitor activities and adjust strategies accordingly.
• Prospect and engage existing customers to increase share of wallet.
• Conduct client meetings, demos, and solution presentations to grow pipeline.
• Monitor competitor activity and articulate differentiators.

Market Development

• Develop go-to-market strategies for untapped customer segments.
• Build partnerships and alliances to facilitate expansion into new markets.
• Identify and develop new customers, industries, and regions.
• Open new accounts and grow new revenue streams.
• Tailor outreach strategies for new verticals and buyer personas.
• Qualify leads from marketing campaigns and convert them into opportunities.

Product & Service Development

• Drive innovation in product offerings to meet evolving market needs.
• Collaborate with Business Unit Managers to introduce new solutions and increase market and partner wallet share.
• Stay informed on ICT technology trends, vendor offerings, and competitor solutions.
• Provide market feedback to internal teams for product/service enhancement.
• Position new solutions in line with customer needs and market demands.
• Collaborate with technical teams for pre-sales support and proposal development.

Diversification

• Identify opportunities to diversify revenue streams through complementary business areas.
• Explore partnerships to expand service capabilities.
• Develop and execute strategies for cross-selling and upselling within the portfolio.
• Assess market trends and emerging technologies to identify diversification opportunities
• Identify complementary solutions and services to broaden the offering to clients.
• Pursue cross-functional opportunities with other sales teams.
• Contribute to account-based marketing campaigns that span multiple product categories.

FINANCIAL EXCELLENCE

• Own and achieve revenue and gross profit (GP) targets.
• Identify new revenue streams and market opportunities to maximize growth.
• Achieve assigned sales targets (revenue, GP) and maintain healthy pipelines.
• Submit accurate sales forecasts and updates via CRM.
• Monitor profitability and deal margins for each opportunity.
• Negotiate pricing within approved guidelines and escalate as needed.

OPERATIONAL EXCELLENCE

• Monitor and improve service levels, turnaround times, and order fulfilment.
• Ensure all sales activities are accurately captured in CRM systems.
• Collaborate with internal teams to ensure seamless quote-to-order processes.
• Manage the end-of-the-end sales process from lead to closing.
• Ensure proper handover of won deals to delivery/support teams.

VENDOR EXCELLENCE

• Build and maintain strong relationships with technology vendors and suppliers.
• Drive vendor engagement strategies to ensure alignment with company goals and objectives
• Coordinate joint business plans with vendors and monitor quarterly/annual performance.
• Represent our vendors in the market.
• Leverage vendor programs, promotions, and incentives in customer engagements.
• Collaborate with vendor account managers for deal registration and support.
• Provide feedback to vendors on market performance and customer reception.

PARTNER EXCELLENCE

• Develop and manage strong relationships with channel partners.
• Implement strategies to increase partner engagement and enablement.
• Drive partner sales performance through training, incentives, and marketing support.
• Collaborate with the sales team to identify new partners and business opportunities.
• Ensure partner satisfaction by delivering high-quality service and solutions.
• Address partner feedback and complaints promptly to improve service delivery.
• Work closely with the product and support teams to enhance partner experience.
• Develop loyalty and retention strategies to maximize partner lifetime value.
• Strengthening the reseller ecosystem through enablement, training, and incentives.
• Address partner challenges and provide proactive support.
• Implement loyalty and retention strategies to increase partner value.
• Develop and manage strategic sales plans to achieve vendor and internal financial goals.
• Oversee daily pipeline and project tracking via CRM tools.
• Align channel partners with brand initiatives, promotions, and SPIFFs.
• Provide forecast input and ensure revenue sustainability.
• Work closely with channel partners and resellers to drive joint sales.
• Support partner enablement through training, sales tools, and joint visits.
• Build trust and credibility with partner sales teams to increase influence.

PEOPLE EXCELLENCE

• Embody and promote the company’s values of Teamwork, Enjoyment, Attitude, Integrity, Accountability, Passion, Trust and Respect.
• Maintain a growth mindset with proactive upskilling on technology, trends, and customer needs.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Foster a collaborative, accountable, and growth-focused culture.
• Training on product knowledge, quoting, technical features, and sales approaches.
• Schedule customer-facing training and certification sessions.
• Contribute to team knowledge sharing and mentoring of junior team members
• Participate in internal training to enhance product and market knowledge.
• Collaborate with cross-functional teams to deliver exceptional customer experience
• Help partners identify and qualify new opportunities.

REQUIREMENTS:

• A bachelor’s degree in business administration, engineering, finance or a related field would be advantageous.
• Demonstrable experience in a similar position.
• 7- 10 years’ experience in the ICT or Security industry
• Relevant experience in the technology hardware industry.
• Demonstrable history of involvement in designing and implementing new products or product lines.
• Information Technology sales and/or pre-sales experience.

SKILLS AND ABILITIES:

• Strong comprehension of and experience in ICT or Security solutions.
• Experience with the products and solutions from our top vendors.

ABILITY TO MEET JOB REQUIREMENTS:

• Own reliable transport and a valid driver’s license.
• Expert-level capability and the ability to work independently with little instruction on day-to-day workload.

OFFICE REQUIREMENTS:

• Office-based working environment.