Business Development Manager

MAIN PURPOSE OF POSITION

The IBM Storage & Technology lifecycle services (TLS) Business Development Manager is responsible for driving IBM revenue growth and expanding IBM market share within the South African and Central Africa Storage landscape. This individual will focus on developing new IBM business relationships with South African & Central African Storage business partners, seeking to improve their data storage infrastructure, providing them with innovative, scalable, and cost-effective IBM storage solutions. The role requires an understanding of major storage vendor solutions, market trends, customer needs, and the ability to strategize and execute business development plans effectively.

Business Development Manager – IBM Datacenter Storage & TLS Job Duties and Responsibilities.

Business Development, Datacenter Storage, and TLS (Technology Lifecyle Services)

• Identify new business opportunities in the ICT storage sector, including hybrid cloud storage, data center solutions, Storage SW solutions, Backup and tape solutions, and midrange storage solutions.
• Develop and execute business development strategies to grow market share and achieve sales targets.
• Conduct in-depth market research to identify emerging technologies, competitive trends, and customer needs.
• Achieving sales and revenue growth for IBM TLS
• Acquisition of new TLS partners and ensure retention of existing partners.
• Sell customized TLS solutions for specific client needs
• Achieving high levels of Business partner satisfaction
• Increase TLS market share
• Build and maintain pipeline
• Effective collaboration with the sales teams and Presales
• Stay informed about market trends in the TLS space.
• Develop and execute a strategic plan for growing IBM's TLS business

Sales & Business Partner Engagements

• Lead the sales cycle from Business partner identification to onboarding, including strategy development, training, and enablement, and deal finalization.
• Develop and maintain long-term relationships with new IBM Business Partners.
• Understand Business Partner & client business challenges and recommend tailored IT storage solutions that drive value.

Datacentre Storage Product Expertise

• Serve as the subject matter expert for IBM storage solutions, including SAN (Storage Area Networks), NAS (Network-Attached Storage), Hybrid cloud storage solutions, IBM Storage SW solutions and Tape solutions.
• Stay current on industry trends, new storage technologies, and best practices to ensure solutions remain relevant and competitive.
• Collaborate with the technical team to provide product demonstrations, technical presentations, and proof of concepts to prospective clients

Account Management

• Manage new IBM Storage Business Partners to ensure satisfaction and growth opportunities.
• Work with Commercial sales teams to identify growth partners in their account set.
• Monitor feedback, address issues, and ensure solutions align with evolving business needs.
• Drive renewals, up-sell, and cross-sell opportunities for additional storage solutions

Reporting & Analytics

• Track and report on business development activities, sales progress, and performance against KPIs.
• Analyze sales data, customer insights, and market trends to inform strategic decisions.
• Provide regular updates to senior management on the status of key accounts and opportunities.

Opportunity closure

• Lead negotiations and deal management to ensure Partner satisfaction with the IBM ordering and delivery process.
• Ensure compliance with IBM processes, legal requirements, and First distribution processes.

REQUIREMENTS

Internal training associated with competencies:

• During the first week of your employment, you'll be presented with a meticulously crafted learning map designed to seamlessly guide you through your on-the-job training experience.
• Obtain at least two IBM Storage proficiencies (sales & technical).
• Skill up on IBM Storage products and offerings.

Minimum Qualifications :

• Matric
• Diploma or Degree in IT will be advantageous.
• 3 years of experience in business development, sales, or a similar role within the IT or technology sector, preferably in IT storage solutions dealing with vendors like Dell or Lenovo or HPE or Huawei or Hitachi Vantara.
• In-depth knowledge of IT storage technologies such as SAN, NAS, cloud storage, backup and recovery solutions, and data management.
• Proven track record of successfully identifying, developing, and closing new business opportunities.

Skills and Abilities:

• Excellent organizational skills, attention to detail, and the ability to manage multiple tasks simultaneously.
• Knowledge of Major storage vendor products and programs will be an advantage.
• Strong understanding of ICT products, solutions, and services including but not limited to networking, hardware, software, cloud services, and cybersecurity.
• Knowledge of industry regulations and compliance standards related to data storage and IT security (e.g., GDPR, HIPAA).
• Previous experience working in IT distribution and or IT Business development in South Africa & Central Africa will be advantageous.

Ability to meet Job Requirements:

• Fluent in English.
• Valid driver's licence and own transport

Office Requirements:

• Work-from-office environment.
• Semi-formal dress code.
• Working hours are from 08:00 – 17:00.
• Excellent international business language skills (English), both written and verbal.
  

• This is a permanent position subject to a successful three-month probationary period.
• You will be required to perform such duties as reasonably required by the business.
• Your job description may be amended from time to time if it is valid and reasonable.
• You will serve the Company or any Associated Entity in such capacity as management may reasonably require.