Client Enablement Manager

JOB SUMMARY:

We are seeking a customer focus, commercially astute and strategic thinking Client Enablement Manager to join our Commercial and Solutions team. The ideal candidate will be responsible for ensuring that the people who find and hold Securitas customers are able to provide solutions and ultimately deliver on the service promised. This role requires an understanding of customer risk, shaping a fit-for-purpose solution, putting a commercially sound proposal to both existing and new customers, and ensuring the solution through controlled implementation and handover to operations.

ESSENTIAL FUNCTIONS

Solution Development and Proposals

• Engage with BDMs, branch managers and regional operational teams to qualify opportunities and understand customer needs, site conditions and risk profile.
• Conduct or coordinate site surveys and risk assessments, drawing in specialist resources (risk, technical, SOC, projects) as required.
• Design integrated solutions across guarding, electronic security, remote monitoring and response, risk services and service-level agreements, applying the Securitas packaged solution catalogue where one exists.
• Build costings and pricing using approved Securitas costing tools, and present options including outright purchase, Security as a Service (SECaaS) and blended models, with the financial case clearly explained. (all portfolio proposals included)
• Write and present proposals, value propositions and tender responses in a consultative, risk-mitigation-led style, with the BDM or branch manager retaining ownership of the relationship.
• Take every opportunity through the internal CEP approval process, ensuring margin, risk and contractual terms meet approved thresholds before submission.

Business Development and Operational Enablement

• Act as the go-to solution partner for the BDM team and branch managers in both regions, joining customer meetings where solution depth is needed.
• Work closely with the Head of Technology to ensure capability and compliance across service lines.
• Coach BDMs and operational managers to identify opportunities within existing sites, ask risk-led questions and position the full Securitas offer rather than single products.
• Develop and maintain enablement material: solution sheets, proposal templates, SECaaS explainers, case studies and objection handling.
• Run regular opportunity and solution clinics with regional teams to review active deals and improve proposal quality.

Existing Customer Growth and Retention

• Act as the go-to solution partner for the BDM team and branch managers in both regions, joining customer meetings where solution depth is needed.
• Work closely with the Head of Technology to ensure capability and compliance across service lines.
• Coach BDMs and operational managers to identify opportunities within existing sites, ask risk-led
• questions and position the full Securitas offer rather than single products.
• Develop and maintain enablement material: solution sheets, proposal templates, SECaaS
• explainers, case studies and objection handling.
• Run regular opportunity and solution clinics with regional teams to review active deals and improve proposal quality.

Project Implementation and Handover

• Own implementation of awarded solutions from contract signature to operational acceptance, in close coordination with National Projects, Technology, the SOC and regional operations.
• Ensure project execution in conjunction with Head of Technology to deliver Securitas standards across the board.
• Develop project plans covering scope, resources, procurement, subcontractors, schedule, budget and risks, and run kick-off with the customer and internal teams.
• Track delivery against approved scope, cost and margin; manage variations and change requests formally and commercially.
• Ensure installations meet applicable standards (including SANS 10222 series and OHS Act requirements) and that subcontractors meet Securitas qualification and safety requirements.
• Manage guarding mobilizations and transitions in partnership with operations: officer deployment,
• post orders, training, uniform and equipment readiness as an extension of the national projects team.
• Complete a structured handover to operations: as-built documentation, SOPs, SLA definitions, SOC configuration, customer training and sign-off; run a post-implementation review.

Commercial Governance, Standards and Reporting

• Apply national solutions, pricing and documentation standards consistently across Inland and Coastal.
• Maintain accurate opportunity, proposal and project records in the CRM and reporting tools.
• Monthly report to the VP: Commercial & Solutions on pipeline supported, proposals issued, conversion, project status, margin variance and lessons learned.
• Weekly updates with the Head of Technology and National Projects team to ensure compliance, certification and Work-in-Progress management is tracked.
• Feed field learning into the solution catalogue, costing tools and supplier/partner reviews.

MEASURABLE:

• Pipeline Support
• Proposal turnaround time
• Conversion
• Existing customer growth
• Margin Integrity
• Margin Variance
• Governance
• Project Delivery
• Handover Quality
• Customer Outcome
• Enablement

SKILLS REQUIRED

• Full fluency in English
• Excellent communication & writing skills in English
• Ability to work under pressure
• Excellent problem-solving ability
• Ability to converse with various Stakeholders
• Client Relationships Management
• Solutions driven
• Strategic Thinking
• Project Management
• Analytical and problem-solving thinking
• Business development and Account growth

EDUCATION/EXPERIENCE

• Grade 12 (Matric) as a minimum.
• Relevant tertiary qualification (diploma or degree) in engineering, commerce, security or risk management, project management or a related field.
• Recognized project management qualification (for example PMP, PRINCE2 or equivalent) is a strong advantage.
• PSIRA registration, or the ability to obtain it on appointment.
• Valid South African driver's license and willingness to travel nationally.
• At least 8 years in the South African security industry or a closely related integrated services environment.
• At least 3 years in a solutions, pre-sales, bid or commercial role producing priced proposals for corporate customers.
• Demonstrated experience implementing multi-disciplinary projects (technology installation and/or guarding mobilization) to scope, budget and timeline.
• Exposure to both guarding and electronic security solutions; experience across several of the focus verticals (multinationals, data centers, healthcare, construction and engineering, retail, logistics, hospitality) is advantageous.

COMPETENCIES:

• Communication skills (verbal and written)
• Commercial Acumen
• Solution thinking
• Delivery discipline
• Influence without authority
• Securitas values

WORKING CONDITIONS

• Office-based at head office with frequent customer and site visits, including industrial, construction and operational environments where PPE is required.
• Regular national travel, including overnight travel to the Coastal region.
• Occasional after-hours or weekend work during project cutovers and guarding transitions.
• Subject to reference, credit, criminal and qualification verification checks in line with Securitas and PSIRA requirements.

The preceding job advert has been designed to indicate the general nature and essential duties and responsibilities of work performed by the employee. It may not contain a comprehensive list of all duties and responsibilities required of the employee to do this job. This is a guideline and does not limit activities to the content herein. The role is to continuously add value to our company and carry out any reasonable instructions from management, thus ensuring that all teams meet company objectives.

***Securitas Affirmative Action