Business Development Manager â Africa

2 weeks ago

Midrand, South Africa Recru-it Full time
Role:
This role is responsible for driving revenue growth through our clients connectivity and services portfolio through our clients African Partners with a key focus on our clients Infrastructure as a Service cloud offering.

Competency Requirements:
Industry and Product Knowledge:
  • Sound knowledge of:
    • South Africa and African markets
    • ICT sector, products, and services, including technical expertise in selling network services, including SDWAN and IP
  • Comprehensive Enterprise sales experience in selling to multinationals & carriers in Africa.
  • Ability to understand channel, customer, supplier partners business and technology environment (at industry and corporate level) that influence strategic architecture and technology decisions.
  • Understanding of Partner and supplier/customer business and IT strategies, trends and in country regulations.

Minimum Qualifications:
  • CCNP, AWS, Azure Business and sales professional or equivalent vendor certification.
  • Thorough understanding of networking (MPLS, SD-WAN, Ethernet, and Internet).
  • Business related degree would be an advantage.

Minimum Experience:
  • 6-8 years in sales roles with demonstrable track record of success of hunting and farming large enterprise accounts.
  • Strong network in Enterprise with multi-national corporations across South African & Africa
  • Track record of identifying and converting big deals.

Other Requirements:
  • Willing and able to travel extensively into Africa and Middle East essential.
  • Fluent in English. French and/or Arabic would be an advantage.
  • Must be willing to work flexible hours to accommodate European and African time zones.
  • Must have own transport.
  • Valid passport

Skills:
Strategic selling
  • Demonstrable expertise in complex solution selling.
  • Account and opportunity planning.
  • Excellent appreciation of key enterprise and channel players in the designated region with a strong portfolio of deals closed in past.
  • Building and maintaining relationships.
Account Management
  • Global account management experience.
Prospecting
  • Ability to identify market trends and opportunities in Africa.
Compelling Communication
  • Strong written skills.
  • Exceptional negotiation skills with an ability to influence others.
  • Presentation skills.
  • Microsoft Office (Word, Excel, PowerPoint, Outlook).
Forecasting and Governance
  • Business reporting with specific emphasis on forecasting and funnel management and business review competence.

Behavioral
  • Customer accountability and expectation management.
  • Excellent business acumen.
  • Entrepreneurial skills.
  • Able to operate independently.
  • High levels of self motivation.
  • Results oriented.
  • Tenacity and resilience.
  • Problem solving skills.


Key Stakeholder Relationships
Internal:
  • Head of Enterprise Sales.
  • Sales team.
  • Commercial Managers.
  • Product & Innovation team.
  • Supply Chain.
  • Quality Assurance.

External
  • Multi-National Corporations.
  • Resellers / Master Agents (Channel Partners).
  • System Integrators.
  • Application Service Providers.

Key Performance Areas:
Achieve Sales Targets Task:
Tasks:
  • Achieve new business sales targets by identifying and prioritising on-boarding of new customers / new product revenue streams in the region.
  • Achieve Billed Revenue target by cross selling and up selling within allocated base of Customers.
  • Present at Big Deal Forum, identify and manage key resources.
  • Manage churn by ensuring an effective retention strategy within account base.
  • Selling of value-added services and products

Achieve Partner Reseller Targets
Tasks
  • Achieve agreed targets by developing sales plans and increasing brand awareness with our clients Partners.
  • Stay abreast of latest developments in marketplace and competitor activities.
  • Successful integration of all elements of technical and commercial solutions.
  • Work with our clients Vendor Channel to train their technical teams on our clients products and cloud platform.

Funnel and Opportunity Management
Task
  • Identify prospects and qualify opportunities in order to build adequate cover for pipeline.
  • Ensure Opportunity plans are completed for all prospects.
  • Ensure opportunities flow through the sales cycle by identifying Customers needs and aligning our clients solution to the requirement.

Sales Forecasting
Task
  • Ensure Adequate Cover in Long, Middle and Short-Term Forecasting.
  • Ensure your forecast is accurate and in line with set
  • Ensure plans are in place to address any gaps.

Sales Hygiene
Task
  • Contribute to revenue assurance by managing client renewals, MACDs and debtors days.
  • Ensure all information (internal and external) submitted is accurate, on time and in sufficient detail.
  • Ensure all meetings have agendas and minutes are taken for follow up action.
  • Ensure all client communication is professional and submitted timeously.
  • Demonstrate accountability to the client and drive internal delivery across departments.

Key Performance Indicators:
Achieve Sales Target:
  • 100% of annual, quarterly, and monthly sales targets.
  • Develop and drive prospect list and market expansion.
  • 100% of revenue target.
  • Compile and lead submission to successful close.
  • Ensure churn is in line with company objectives.
  • 20% of sales performance is value-added services/ products.

Achieve Partner Reseller Targets
  • 100% of annual, quarterly, and monthly sales targets.
  • Resolve regulatory issues.
  • Identify new business opportunities.
  • Commercial models are understood and successfully executed.
  • Enhanced Partners problem-solving & selling capabilities on the platform/network.

Funnel and Opportunity Management
  • Achieve minimum 2x 10:5:3 ratio such as "Suspect, prospect, opportunity" ratio per quarter (6 qualified opportunities).
  • All proposals are professionally submitted timeously.
  • Budget and timing are confirmed.
  • Risks are identified and mitigated.
  • Customers needs are met, and deals closed.

Sales Forecasting
  • Long term (4 months +) 3 xs weighting cover.
  • Medium term (2-3 months) 2x weighted cover.
  • Short term (1 month) 1 x cover, close what was committed.
  • Forecast in line with objectives.
  • Submit weekly, monthly, and quarterly performance reports.

Tracking Report/BI Tool
  • Sales tool
  • Sales Reports
  • ADPs
  • Activity
  • Reports

Sales Hygiene
  • Proactive retention management.
  • 120 days prior to contract anniversary.
  • Accurate forecasting of risk.
  • Debtors days

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