About the position
An exciting opportunity exists for a high-performing Senior Business Development Manager to drive aggressive new customer acquisition and business growth across South Africa’s Coastal Region.
This is a strategic, senior-level “hunter” role focused on opening new client accounts (new logos), building a strong pipeline, and closing high-value, multi-million-dollar IT services and digital transformation deals across key industries such as Retail, Consumer Goods, Manufacturing, Automotive, Mining, Insurance, and Transport.
You will operate as a trusted advisor to executive stakeholders, leveraging deep industry insight and strong market connectivity to position innovative technology solutions that solve complex business challenges.
Success in this role is measured by new business Total Contract Value (TCV), pipeline strength, and sustainable revenue growth from newly acquired clients.
Key Responsibilities
New Business Acquisition
- Identify, target, and secure new enterprise clients across the Coastal Region
- Develop and execute sector-specific go-to-market strategies
- Drive expansion into priority industries including Retail, CPG, and Transport
Pipeline Generation & Management
- Build and maintain a strong, qualified pipeline (targeting 3–4× coverage of annual sales targets)
- Lead demand generation initiatives and strategic prospecting efforts
- Ensure disciplined pipeline tracking and deal progression
End-to-End Sales Leadership
- Own the full sales lifecycle: from prospecting and discovery to deal closure
- Lead RFP/RFI responses, commercial structuring, and contract negotiations
- Deliver impactful presentations and articulate compelling value propositions
Partner & Alliance Engagement
- Collaborate with global technology partners (e.g., SAP, Oracle, Microsoft, AWS, Google)
- Execute joint go-to-market initiatives and co-selling strategies
- Leverage partner ecosystems to unlock new opportunities
Executive Relationship Management
- Build and maintain strong relationships with C-suite stakeholders
- Position yourself as a trusted advisor and strategic partner
- Lead value-driven conversations aligned to business outcomes
Internal Collaboration
- Work closely with solution architects, pre-sales, delivery, and industry teams
- Ensure solutions are commercially viable and aligned to client needs
- Drive internal governance processes for deal approvals
Market Intelligence & Strategy
- Monitor industry trends, competitor activity, and emerging technologies
- Identify whitespace opportunities and refine sales strategies accordingly
Reporting & Governance
- Maintain accurate CRM records and pipeline forecasts
- Provide regular insights to leadership on deal progress and performance
Key Performance Indicators (KPIs)
- New Business TCV: Deliver multi-million USD annual sales targets
- Revenue Realisation: Convert new deals into sustainable revenue within 24 months
- Pipeline Strength: Maintain 3–4× pipeline coverage
- New Logo Acquisition: Secure multiple new enterprise clients annually
- Partner-Driven Revenue: Drive co-sell opportunities through alliances
- Executive Engagement: Build and sustain C-level relationships
Requirements - Bachelor’s degree in Business, Engineering, or related field (MBA preferred)
- 10–15 years’ experience in IT services sales / business development
- Proven track record of winning new clients and closing large deals
- Strong experience in hunting roles and opening new markets
- Deep understanding of IT services, digital transformation, and outsourcing
- Industry exposure to Retail, CPG, Manufacturing, or Transport is advantageous
- Strong network within the South African business and technology ecosystem
Key Skills & Competencies
- Sales Excellence: Strong deal structuring, negotiation, and closing capability
- Strategic Prospecting: Skilled in opening doors and building pipelines
- Executive Communication: Confident engaging C-suite stakeholders
- Consultative Selling: Ability to align technology solutions to business value
- Relationship Building: High emotional intelligence and stakeholder management
- Results-Driven: Self-motivated with strong ownership and resilience
- Analytical Thinking: Data-driven approach to sales strategy and forecasting
Stakeholder Management
- External:
- C-level executives (CEO, CIO, CTO, CFO)
- Technology partners and alliance stakeholders
- Internal:
- Sales leadership and account teams
- Solution architects and delivery teams
- Finance, legal, and marketing functions
Location & Travel
- Based in Cape Town or Johannesburg
- Frequent travel across Western Cape, Eastern Cape, and KwaZulu-Natal
- Occasional travel within Sub-Saharan Africa
- Valid driver’s license and passport required
Desired Skills:
- Business Development
- CXO engagement
- IT Sales
- Retail
Desired Qualification Level:
About The Employer:
