About the position
Our client a global leader in security systems / integrated technology solutions is looking for a Technical Business Development Manager for the Durban region.
Qualifications Required:
Matric is essential
Tertiary qualification will secure
Minimum of 8 - 10 years sales experience is required with a STABLE track record
Own transport and valid drivers license
Knowledge/Skills/Abilities Required:
Security solutions knowledge.
IT industry knowledge.
Security industry knowledge.
Project management skills.
Channel Partner management.
Security Consultant engagement
Business to business marketing.
Market development – geographic or vertical.
Major Customer relationship management.
Account Management Skills.
Development of appropriately pitched communications.
Development of business growth strategies.
Operating in a resource constrained environment.
To advise on and drive the implementation of agreed business development growth strategies and plans that reinforces, supports and drives the profitable development of the Security global business.
The focus of the position is likely to be split as follows:
New Business Development Strategy / Implementation 50%
Channel Partner Recruitment and Management 20%
Existing Key Client Base Retention and Growth 15%
Planning, Reporting and Self Development 15%
Providing a strategic and commercial focus to the business.
Developing and implementing an effective business development plan
Developing major account business.
Evaluating new market opportunities.
Management of client and channel expectations.
Managing and resolving dealer / distributor credit control matters.
Develop and grow ‘Professional Services’ revenue
Advancing and promoting culture change to move the Security business to a professional market driven approach that maximises the benefits of leading edge technology.
Advancing and promoting a disciplined culture.
Ability to grasp and communicate complex technical concepts
Implement business development plans as agreed with senior management
Manage expenditure against budget.
Budget responsibility for agreed target (Annual Plan).
Recommend strategic business alliances.
Recommend process improvements.
Develop and maintain channel partner support and communication processes that enhance the relationships in line with the global Channel Partner Program. Become ‘trusted advisor’ for Channel Partners.
Maintain regular communication with other regional BDMs re channel partner developments to ensure consistency in message delivery.
Ensure Security offerings and service levels are in line with current and potential channel needs. Recommend corrective action to close gaps.
Continue to improve knowledge of Security products and services and confidence in the Security business through regular enablement visits, workshops and training courses, in line with the training and technical support team.
Identify knowledge / skill gaps in the channel that may be inhibiting Security sales and feed into the Security global training program.
Manage channel expectations with regards Security product delivery dates.
Ensure major tender responses accurately reflect and present the Security solution. Where possible drive to ‘value add’ to tender responses.
Monitor channel partner finance accounts and assist finance in keeping all accounts up to date.
Objectively manage problem resolution.
Identify ‘at-risk’ clients and facilitate corrective action.
Broker best fit client / channel relationships in line with changing business / system needs
Continually seek to explore software maintenance opportunities and technology upgrades where product has become end of life to maximize life-time value of customer
Stay across key client contacts and understand their business in order to anticipate needs.
Maintain regular communication with other regional BDM and TAM re National Client Accounts to ensure consistency in message delivery.
Identify and cultivate relationships with key industry influencers
Build the Security business / personal profile in agreed targeted vertical sectors.
Broker and facilitate best fit client / dealer relationships
Share information and opportunities across individual BDM territories
Prepare and implement regional / major account sales plans that are consistent with Security business strategies.
Accurately forecast / budget revenues, margins and expenses. Clearly identify risks.
Prepare monthly reports and submit accurate monthly production forecasts / identify risks.
Ensure that details of all commitments from Security are recorded in CRM.
Maintain a watching brief on competitors. Understand threat to Security and factor into business tactics plus feedback to Security product management and marketing. (e.g. pricing, new product / features, service etc.)
Identify strategic business partner opportunities and feedback to Security Management.
Desired Skills:
- business development
- solution selling
- channel management
- technical sales rep
- security solutions
Employer & Job Benefits:
- Basic salary
- medical aid
- provident fund
- monthly commission
- 13th chq
