Business Development Executive

Epsidon Management & Marketing Consultancy; Cape Town; Hybrid; ZAR 450,000 - 650,000; Full time

Benefits offered by this job

Structured training

Hybrid work model

Job summary

Dax Data is seeking a driven Business Development Executive to grow its cybersecurity solutions business through its channel partner network. The role combines hands-on sales with market development, ownership of partner relationships from engagement to closing, and collaboration with internal sales, pre-sales and marketing teams.

You will recruit and enable partners, drive opportunities, negotiate deals and ensure successful closures, reporting to the Sales Operations Manager.

Qualifications

• 5+ years' experience in B2B sales, channel sales or business development.
• Experience managing reseller or partner relationships is advantageous.
• Demonstrable track record of meeting or exceeding sales targets.
• Strong relationship-building with customers, partners and colleagues.
• Excellent communication skills and IT fluency.

Responsibilities

• Track, manage, negotiate and close sales opportunities with the internal team and pre-sales.
• Deliver vendor presentations and demonstrations, supported by pre-sales as required.
• Conceive and document solution proposals, drawing on technical and marketing resources.
• Manage pre-sales proof-of-concept projects with product specialists.
• Develop opportunities from initial engagement through to closure.
• Maintain accurate and up-to-date opportunity information and sales activity.

Skills

B2B Sales

Channel Sales

Partner Relationships

Relationship Building

IT Fluency

Cybersecurity Interest

Negotiation

Sales Targeting

Project Management

Job description

Business Development Executive

City/Town: Cape Town / Southern Suburbs - Kenilworth

Type: Full Time - Hybrid WFH - 2 days a week in the office

Reporting: Senior Operations Manager & CEO

Employment Arrangement: The successful candidate will be employed directly by Dax Data and will form part of the Dax Data team. The position will be based at the Dax Data offices in Kenilworth, Cape Town, and will report directly to the Sales Operations Manager

About the Role

Dax Data is looking for a driven and motivated Business Development Executive to grow its cybersecurity solutions business through its channel partner network.

This is a hands-on business development and sales role, where you will take ownership of partner relationships from initial engagement and recruitment through to enablement, opportunity development, negotiation and closing.

You will work closely with Dax Data's internal sales, technical pre-sales and marketing teams, allowing you to focus on developing relationships, identifying opportunities and growing the business.

The role combines hands-on sales execution with strategic market development, working to agreed business plans and a clear sales methodology.

Key Responsibilities

Sales Execution

• Track, manage, negotiate and close sales opportunities in collaboration with the internal sales team and technical pre-sales.
• Deliver or arrange vendor technology presentations and demonstrations, supported by pre-sales specialists where required.
• Conceive and document solution proposals, drawing on technical and marketing resources as required.
• Manage pre-sales proof-of-concept projects alongside product specialists.
• Develop opportunities from initial engagement through to successful closure.
• Maintain accurate and up-to-date opportunity information and sales activity.

Partner Development

• Target, recruit and develop new channel partners.
• Engage with and grow existing partners to maximise sales revenue.
• Drive sales and product training across the partner network.
• Assist with customer service escalations where necessary.
• Develop and maintain account plans, with quarterly reviews focused on the top ten partners.
• Promote and help maintain vendor partner programmes.
• Build strong, long-term relationships with key partners and understand their business requirements and growth opportunities.

Market Development

• Target and engage significant end-user customers and prospects, in conjunction with relevant partners where appropriate.
• Research organisations and individuals to identify new leads, decision-makers and potential markets.
• Identify new business opportunities within existing and prospective customer accounts.
• Represent the company at conferences, meetings and industry events.
• Collaborate with the marketing department on new initiatives and promotions.
• Assist in identifying new markets and opportunities for the company's cybersecurity solutions.

Requirements

• 5+ years' experience in B2B sales, channel sales or business development, preferably within the IT/technology sector.
• Experience managing reseller or partner relationships would be advantageous.
• Demonstrable track record of meeting or exceeding sales targets.
• Strong relationship-building skills with customers, partners and colleagues.
• Excellent communication skills and IT fluency.
• Resilience and sound judgement when dealing with complex situations.
• Strong prioritisation, time management and self-management skills.
• Attention to detail and the ability to provide timely and accurate reporting.
• A genuine interest in cybersecurity and a willingness to continuously learn and develop within the industry.
• A commercially driven and proactive approach to identifying and developing new business opportunities.

Training & Development - What We Invest in You

You don't need to be a cybersecurity expert on day one.

Dax Data will provide structured training and ongoing development to help you:

• Build a strong conceptual understanding of IT security and how the company's solutions address customer requirements.
• Develop industry knowledge and insight into customer needs.
• Gain ongoing formal and informal training across vendor products, services and licensing.
• Learn to demonstrate and present primary solutions to partners and customers.
• Continuously develop your sales and management skillset.
• Build your confidence and knowledge within the cybersecurity sector.

Primary Target Markets

The role will focus on developing relationships and opportunities across:

• Large Account Resellers, systems integrators, IT services companies, MSPs, cloud service providers and data centre companies.
• Niche IT security solution partners.
• General SME IT resellers, IT services companies and MSPs.
• End-user organisations with 200+ seats.

How Success Is Measured

Success in the role will be measured through a combination of sales performance, business development activity, relationship management and ongoing development.

Key measures will include:

• Monthly sales performance against target, including new business, renewals/retention and market share growth by product category.
• Successful recruitment of new channel partners.
• Quality, frequency and outcomes of partner and customer engagements.
• Development and progression of sales opportunities through the sales cycle.
• Progress against agreed training and development objectives.
• Accurate and timely administration and reporting.
• Growth and development of existing partner relationships.
• Contribution to the overall growth of Dax Data's cybersecurity solutions business