Business Development Manager: Enterprise - Channel Sales

Pinnacle; Midrand; On-site; ZAR 600,000 - 900,000; Full time

Job summary

Pinnacle in Midrand, South Africa seeks a Business Development Manager: Enterprise - Channel Sales to drive revenue through strategic vendor relationships, GTM planning, and customer engagement. The role requires strong IT product knowledge, stakeholder management, and a proven sales track record.

You will develop growth strategies, coordinate with vendors and customers, and support Pinnacle’s enterprise portfolio while staying current with technology trends and market dynamics.

Qualifications

• 5+ years of business development and/or external sales experience within the IT industry
• Knowledge of enterprise infrastructure and software products (servers, storage, networking, hypervisors, backups)
• Experience delivering vendor presentations and quotations
• Experience developing go-to-market strategies and sales plans
• Customer-centric mindset with strong communication and relationship skills

Responsibilities

• Develop and maintain relationships with vendors and customers
• Forecast weekly sales and provide input to product teams
• Collaborate on growth strategies and marketing initiatives
• Assist sales teams with the enterprise stack portfolios and training
• Position vendor products and drive product dissemination
• Keep abreast of industry trends and competitors

Skills

Sales skills

Relationship building

Networking

Communication skills

Presentation skills

Go-to-market

Forecasting

Strategic thinking

Time management

Analytical ability

Education

Bachelor's degree in IT, Sales/Marketing or Business

Job description

Business Development Manager: Enterprise - Channel Sales

Midrand, South Africa | Posted on 01/11/2026

The IBM Software Product Manager will primarily be focused on providing exceptional customer service by executing all administrative duties related to the IBM software portfolio.

This position will become a product expert and play a crucial role in supporting all business development activities to meet revenue and profit objectives.

Key Responsibilities:

• Develop and maintain a relationshipwith the defined vendor and applicable customers
• Establish an internal and externalbusiness network to ensure sales success and a positive customer experience
• Liaise with vendors and customers toidentify new business opportunities
• Provide weekly sales forecast to management
• Provide input to the product teamregarding stock holding where applicable
• Work with vendors and customers to developand implement growth strategies
• Identify, give input into, and assistwith the implementation of marketing strategies
• Assist with the sales process
• Distribute product and training informationto sales and customers
• Position vendor product set as partof product dissemination
• Track and share market knowledge oncompetitive vendors
• Keep abreast of the latest technologyand relevance to the Supermicro, Infinidat, Nvidia, Commvault and other portfolios
• Display knowledge of roadmaps andproduct life cycle
• Achieve applicable industrycertifications and ensure they remain current
• Represent Vendors and Brands atcustomer engagements and conferences
• Assist with customer enablement todrive the Brand portfolio value proposition/s
• Coach and support sales personnel newto the Enterprise stack portfolios
• Deliver vendor presentations andtraining to the Pinnacle Sales teams and customers
• Collaborate with the creation andpresentation of a business case to all business sponsors (i.e., C-suite Executives,technical partners, etc.) in support of products/solutions
• Become entrenched as a trustedadvisor to colleagues and customers
• Partake in tender evaluation, product/solutionrecommendation, and pricing
• Accurately price products/solutionsas per vendor or customer requirements
• Grow share of wallet of Enterprise productsacross Pinnacle’s customer base
• Meet Enterprise Brand’s revenue andprofit targets

Requirements

Experience and Knowledge:

• A minimum of 5 years of business developmentand/or external sales experience within the IT industry is essential
• Good understanding and knowledge of the IT industry,channel, marketing, and promotional strategies are essential
• Proven history of sales success within the IT industry
• Knowledge of enterprise infrastructure(server, storage, networking) and software products (hypervisors, backup, application virtualization) are essential
• Knowledge of Enterprise Brands is essential
• Experience in the delivery of vendor presentations
• Experience in the preparation and presentationof quotations
• Experience in developing go-to-marketstrategies and sales plans
• Experience working in a customer centricenvironment

Skills and Education:

• Matric with mathematics is essential
• A tertiary qualification in IT, Sales/Marketingor Business will be advantageous
• Above average computer literacy in MS Excel,Outlook, and PowerPoint
• Excellentverbal and written business communication skills
• Excellent networking and relationship-buildingskills
• Able to accuratelywork with numbers and calculations
• Good time management and well organized i.e.,deadline driven, able to plan and prioritize a high workload
• High attention to detail.
• Technology advocate with the ability to connectand collaborate with stakeholders across all levels, including C-levelexecutives

Personal attributes and Qualities:

• Must bepassionate about IT products, services and Supermicro, Infinidat, Nvidia, and Commvault products (mustenjoy working with/understanding them, learning about them, keeping up to datewith latest product and industry trends)
• Able towork under pressure
• Enjoyworking with diverse cultures and personalities
• Enthusiasticabout sales and enjoys chasing target
• Interestedin continuously learning about technology products
• Strongadministrative abilities
• Analytic and strategicthinking
• Energetic, d riven by results and team achievement.
• Motivated self-starter
• Perseverance, tolerant, and tactful
• Proactive with a positive attitude
• Self-managedand able to take accountabilityWilling to go the extra mileto deliver the exceptional

Pinnacle is for people who want more than just a job.It’s a place to get involved, try new things, build your skills and take yourcareer further.

With more than 30 years in the ICT industry, Pinnacleoffers the opportunity to work alongside talented people, gain exposure toleading technology brands and be part of a business that continues to evolvewith the industry.

You’ll work with great people, get hands-on experience with some of the biggest names in technology and have opportunities to learn,train and take on new challenges along the way.

Whether you’re starting your career or ready for yournext challenge, Pinnacle is a place where you can contribute, make an impactand build what comes next.

You’re not simply joining a company. You’re joining ateam where you can learn, grow and build a career.