About the position
Job Purpose
We are seeking a high-performing Senior B2B Sales Development Manager with a strong track record in enterprise SaaS sales and channel development. This role is suited to a commercially driven sales professional who thrives on winning new business, building strategic partnerships, and expanding high-value client accounts in complex, technical environments.
The successful candidate will be responsible for driving revenue growth through a combination of direct enterprise sales and partner-led channel sales, including managing reseller relationships, and expanding market reach. This role requires a proactive hunter mentality, strong commercial acumen, and the ability to translate complex technical solutions into clear business value for customers and partners.
Operating in a fast-paced and highly competitive technology sector, the role requires an individual who can identify opportunities, influence decision-makers, close deals, and build long-term strategic relationships with both channel partners and enterprise clients.
This role is a combination between Channel Management, Account Management and Business Development.
Key Responsibilities:
- New Business Development
- Identify, prospect, and secure net new business opportunities within enterprise and mid-market segments.
- Execute a structured and consultative sales process from lead generation through to deal closure.
- Develop targeted outreach strategies through networking, industry engagement, and strategic prospecting.
- Build and maintain a robust sales pipeline to ensure consistent revenue generation.
- Channel Partner Development & Management
- Recruit, onboard, and develop new reseller and channel partners.
- Establish strong collaborative relationships with partners to drive mutual revenue growth.
- Support partners with sales enablement, product positioning, and go-to-market initiatives.
- Conduct regular partner performance reviews and strategic planning sessions.
- Develop joint pipeline opportunities and manage partner-driven deals.
- Key Account Management
- Manage and grow a portfolio of strategic enterprise and partner-led accounts.
- Drive revenue expansion through upselling, cross-selling, and account development initiatives.
- Act as a trusted advisor to clients and partners, ensuring ongoing value delivery.
- Maintain strong client relationships to promote retention and long-term growth.
- Strategic SaaS & Cybersecurity Sales
- Position cloud-based and cybersecurity solutions effectively against competitive offerings.
- Demonstrate a strong understanding of SaaS technology, cybersecurity trends, and digital communication solutions.
- Translate complex technical solutions into clear business outcomes and security benefits for stakeholders.
- Collaborate with technical teams to ensure solutions align with client requirements.
- Sales Execution & Performance Management
- Achieve and exceed monthly, quarterly, and annual sales targets.
- Maintain accurate pipeline tracking, opportunity management, and forecasting within CRM platforms.
- Deliver regular sales performance updates and reports.
- Work closely with marketing, product, and technical teams to align on strategic accounts and campaign initiatives.
Required Qualifications & Experience:
Education
- Relevant tertiary qualification in Business, Sales, Marketing, Information Technology, or a related field (advantageous).
Experience
- Proven experience in B2B SaaS sales, with a consistent track record of achieving or exceeding sales targets.
- Experience selling enterprise technology solutions, preferably within cybersecurity, cloud services, or communication technologies.
- Demonstrated experience managing channel partners, including VARs, MSPs, distributors, or OEM partners.
- Experience working with CRM platforms for pipeline management and forecasting (Zoho CRM experience advantageous).
Other Requirements
- Valid driver's license and willingness to travel when required.
- Strong working knowledge of Microsoft Office Suite.
Core Competencies:
Sales & Commercial Skills
- Sales DNA: Strong hunter mentality with the ability to generate and close high-value opportunities.
- Negotiation Skills: Ability to negotiate complex commercial agreements with enterprise stakeholders.
- Business Acumen: Strong understanding of commercial drivers, customer needs, and market dynamics.
Communication & Influence
- Business Communication: Exceptional verbal and written communication skills.
- Presentation Skills: Confident in delivering persuasive presentations to senior stakeholders.
- Relationship Building: Ability to build trust-based relationships with partners and clients.
Technical Capability
- Technical Aptitude: Ability to quickly understand complex SaaS and cybersecurity concepts.
- Ability to translate technical features into business-focused value propositions.
Personal Attributes
- Resilience: Comfortable operating in high-pressure, target-driven environments.
- Self-Motivation: Highly driven with strong accountability for results.
- Adaptability: Able to navigate fast-changing technology and market environments.
***Salary - R45,000.00 - R75,000.00 + Uncapped Commission on top + Medical aid & Retirement Savings Plan (Negotiable further for the right fit, based on skills, experience and in relation to current package)
Desired Skills:
- Sales Development Manager
