About the position
ENVIRONMENT:
CREATE and execute joint business plans, ensuring mutual success and revenue growth as the next Business Development Specialist wanted by a cutting-edge Software Development company. This role focuses on new business development, new lead generation and creation, partner acquisition, lead conversion, and cross-sell opportunities. The candidate needs to be energetic and enjoy travelling as the role will require extensive travel. You will also require a Bachelor's Degree in Business Administration, Marketing, or related field, have a track record of successful B2G sales, lead generation, and partnership development, proven experience in B2B, B2G sales and lead generation strategies (preferably in software or technology sectors) & a strong network within the Transport sector and government organizations in Africa (West Africa experience is a plus).
DUTIES:
Lead Generation & Creation -
- Develop and execute strategies for identifying and qualifying new leads within the Transport sector and government organizations.
- Utilize market research, networking, and digital tools (LinkedIn, CRM, BI platforms) to build a robust pipeline of prospects.
- Implement account-based marketing (ABM) tactics to target high-value government and enterprise accounts.
- Leverage industry events, webinars, and trade shows to generate new business opportunities.
Partnership Sourcing & Development -
- Identify and recruit strategic partners aligned with growth objectives.
- Conduct due diligence on potential partners to ensure capability and market fit.
- Negotiate and formalize partnership agreements that drive mutual value.
Channel & Sales Growth -
- Build and maintain strong relationships with existing and new partners.
- Develop and execute joint business plans with clear objectives, KPIs, and revenue targets.
- Drive cross-sell and up-sell opportunities within partner ecosystems.
- Provide partners with sales enablement tools, training, and marketing support.
Performance Management & Reporting -
- Track and analyse lead conversion rates, pipeline health, and partner performance.
- Report on sales forecasts, pipeline metrics, and ROI of lead generation activities.
- Implement corrective actions to optimize partner and lead performance.
Market Intelligence -
- Stay informed on market trends, competitor activities, and government procurement processes.
- Use insights to refine lead generation strategies and partnership models.
Key Performance Indicators (KPI):
Number of New Leads Generated: Total number of qualified leads added to the pipeline per month/quarter (Target: TBC).
Lead Qualification Rate: Percentage of leads that meet the Ideal Customer Profile (Target: TBC).
Lead-to-Opportunity Conversion Rate: Percentage of leads converted into sales opportunities (Target: TBC).
Partner Activation Rate: Percentage of newly signed partners actively generating revenue within 90 days (Target: TBC).
Partner Pipeline Contribution: Percentage of total revenue pipeline sourced through partners (Target: TBC).
Joint Business Plan Completion Rate: Percentage of partners with an agreed and documented joint business plan (TBC).
REQUIREMENTS:
Qualifications –
- Bachelor's Degree in Business Administration, Marketing, or related field.
Experience/Skills –
- Track record of successful B2G sales, lead generation, and partnership development.
- Familiarity with government procurement processes and regulations.
- Strong network within the Transport sector and government organizations in Africa (West Africa experience is a plus).
- Proven experience in B2B, B2G sales and lead generation strategies (preferably in software or technology sectors).
- Strong understanding of Transport sector software needs in African governments.
- Expertise in prospecting techniques, pipeline management, and CRM tools (e.g., Salesforce).
- Ability to source, evaluate, and onboard strategic partners.
- Excellent sales, negotiation, and relationship-building skills.
- Data-driven mindset with experience in sales analytics and forecasting.
- Willingness to travel within the region.
- Results-oriented with a focus on customer satisfaction.
- Adaptable to dynamic and fast-changing environments.
Desired Skills:
- Business Development
- Lead Generation
- Sales
- Salesforce
- SAP Customer Relationship Management (CRM)
About The Employer:
A cutting-edge Software Development company
