Head of Business Development

Positron SE; Sandton; On-site; ZAR 1,200,000 - 2,000,000; Full time

Job summary

Positron SE in Johannesburg is seeking a Head of Business Development to drive new revenue across MSP, cyber security, forensics, and connectivity offerings. You will build and lead the sales function, develop strategic client relationships, and position the organisation as the trusted single-partner IT provider for mid-to-large organisations in South Africa.

You will develop senior-level relationships, manage a full sales cycle, and collaborate with delivery teams to shape client proposals and

Qualifications

• Minimum 10 years of sales/business development experience with a proven revenue track record.
• Experience within MSP, IT services, or cyber security is preferred.
• Ability to sell to senior decision-makers (C-suite, IT Directors, Heads of Operations).

Responsibilities

• Develop and execute a business development strategy to grow the client base.
• Identify and pursue opportunities within target industries (mining, logistics, financial services, legal, pharma, health).
• Lead the sales pipeline from lead generation to contract close.
• Build relationships with prospective clients and position IT solutions to business needs.
• Collaborate with technical teams to craft proposals and negotiate SLAs.
• Represent the company at events and client meetings to boost brand visibility.
• Manage negotiations and the full sales cycle, including pricing and proposals.

Skills

MSP experience

Sales leadership

C-suite selling

Contract negotiations

Lead generation

Strategic growth

Relationship building

Education

Business/sales qualification

Bachelor’s degree in a related field

Job description

About the Company

Our client, a Managed Service Provider (MSP) based in Johannesburg, delivering end-to-end technology solutions to private and public sector clients. The business operates through specialist entities covering Managed IT, cyber security (company Secure), digital forensics (company Forensics), and connectivity (company Connect).

It is a Microsoft Solutions Partner across Security, Infrastructure, and Modern Work, and serves clients across mining, transport and logistics, health and fitness, pharmaceuticals, legal, and financial services sectors.

Purpose of the Role

The Head of Business Development will drive new revenue growth for the company by identifying, pursuing, and closing new business opportunities across the company's Managed IT, cyber security, forensics, and connectivity offerings. The role holder will build and lead the sales function, develop strategic client relationships, and help position the organisation as the trusted single-partner IT provider for mid-to-large organisations in South Africa.

Key Responsibilities

• Develop and execute a business development strategy to grow the company’s client base across its core service lines.
• Identify and pursue new business opportunities within target industries (mining, transport and logistics, financial services, legal, pharmaceuticals, and health and fitness).
• Build and manage a strong sales pipeline, from lead generation through to contract close.
• Develop senior-level relationships with prospective clients, understanding their IT and business challenges and positioning company solutions accordingly.
• Work closely with technical and delivery teams to shape client-specific proposals and solutions.
• Lead contract negotiations and manage the full sales cycle, including pricing, proposals, and service level agreements.
• Represent the organisation at industry events, client meetings, and networking forums to build brand visibility.
• Track sales performance against targets and report regularly to executive leadership.
• Support the development of marketing and go-to-market strategies in collaboration with internal teams.
• Build, mentor, and potentially lead a business development or sales team as the function grows.

Candidate Requirements

Essential

• Minimum of 10 years' experience in a sales or business development role, with a demonstrable track record of meeting or exceeding revenue targets.
• Current or recent experience within the Managed Service Provider (MSP), IT services, or broader technology/cyber security industry.
• Strong understanding of managed IT services, cyber security, connectivity, or related technology solutions.
• Proven ability to sell to senior decision-makers (C-suite, IT Directors, Heads of Operations) within mid-to-large organisations.
• Experience managing a full sales cycle, from prospecting through to contract negotiation and close.
• Excellent relationship-building, negotiation, and communication skills.
• Based in or willing to work from Gauteng.
• Valid driver's licence and own vehicle.

Preferred

• Existing network of contacts within any of the company's target industries (mining, logistics, financial services, legal, pharmaceuticals, health and fitness).
• Experience selling Microsoft-aligned or cyber security solutions.
• Previous experience building or leading a sales team.
• A relevant tertiary qualification in business, sales, or a related field.

Key Competencies

• Strategic and commercially minded, with a strong focus on revenue growth.
• Self-starter, comfortable operating with a degree of autonomy.
• Consultative sales approach, able to translate technical solutions into business value.
• Strong presentation and proposal-writing skills.
• Resilient and target-driven, with the ability to manage a demanding pipeline.
• Collaborative, able to work closely with technical and delivery teams.