Business Development Manager

The Business Development Manager will be tasked with expanding revenues by acquiring new enterprise customers through both direct and indirect channels.

Additionally, they will be responsible for enhancing revenue from selected existing allocated customers. You will also serve as an ambassador for the organisation, fostering brand awareness and showcasing our capabilities within the ICT / ISP sector.

Establishing an image that aligns with the organisation's vision and distinguishes it from competitors is a primary objective. Additionally, you will be expected to influence and manage decision makers within customers.

Key Responsibilities:

• Planning and executing portfolio sales strategies.
• Develop and execute sales strategies for assigned portfolio segments, ensuring alignment with overall company objectives.
• Maintain strong C-level relationships with clients, providing consultation, support and guidance.
• Work collaboratively within the sales team, providing mentorship and support to junior associates as needed.
• Support client on-boarding from the sales cycle to technical handover, ensuring knowledge transfer on accounts between teams.
• Build and mentor the relationship with key partners and customers across regions.
• Comprehensive knowledge of the entire client portfolio and actively identify new opportunities.
• Strong technical and industry knowledge to provide consistent messaging to clients.
• Research new products to meet the needs of the client and the corresponding 'Go-to-Market' strategy.
• Maintain a portfolio P&L with a drive toward profitability (margin and top line growth) and renegotiate customer contracts to ensure profitability.
• Gain a thorough understanding of the client's business and identify areas of opportunity for providing value-added business solutions.
• Quarterly travel required.
• Perform quarterly reviews for all clients.
• Monitor industry and company news to determine future trends as well as manage reporting to gauge account health.
• Ensure complete and accurate information is entered into Pipeline.
• Strategize with Customer Teams for analysis and delivery of Business Value Assessments to provide client strategy and value.
• Maintain a Mid-level relationship with customers and provide consultation, support, and guidance.
• Work both individually and as part of a team where appropriate.
• Fulfil any training and/or examination requirements as per the Company's skills and certification matrix.
• Be willing to carry out or assist with such tasks as may be required to achieve deliverables, or as reasonably requested by a member of the organisation.
• Regularly familiarise yourself with the company's portfolio of Products and Services, Customers, Suppliers, and internal Procedures.
• Be always a professional and courteous representative for the company.

Key Relationships:

• Experience with D and M level management essential both with internal and external stakeholders.
• Forge strong relationships with internal team members for collaboration and support.
• Establish and maintain relationships with clients, partners and industry stakeholders at all levels.
• Collaborate effectively with cross-functional teams to ensure client success and satisfaction.

Necessary Experience and/or Qualifications:

• Minimum of 7 years of experience in strategic sales roles, preferably within the ICT industry.
• Knowledge in selling across ICT business services.
• Strong existing business relationships with customers in target industries.
• Extremely comfortable dealing at C-level executives.
• Strong negotiation skills with experience in contract negotiation and closing deals with significant annual contract values.
• Demonstrated history of effective client management and sales accomplishments, showcasing expertise in complex solution sales and consistently meeting annual targets.
• International sales experience advantageous.
• Capacity to work extended hours and a history of meeting specified deadlines consistently.
• Ability to work effectively under pressure by handling multiple priorities.