Distribution & Business Development Manager

Job Intro Distribution & Business Development Manager - Johannesburg, GP Gauteng

JOB POSTING - DBDM   Job Title Distribution Business Development Manager Reporting to Job Specification Executive: Channel Development Location Gauteng / Regional Job Description We are seeking a high-impact Distribution Business Development Manager (DBDM) to drive growth in the development of MSP accounts through our distribution partners. Offer This role is responsible for recruiting, activating, and scaling emerging or underdeveloped partners transacting through current distributors. The DBDM will work closely with the distributor sales teams to identify high-potential partners, accelerate onboarding, and convert development accounts into consistent recurring revenue contributors. This is a commercially focused role requiring strong channel expertise, distribution alignment, and a proven ability to build revenue from new or dormant accounts in a SaaS/cloud backup environment. Core duties and responsibilities 1.      Partner Recruitment & Development ·        Identify and recruit new partners via distribution channels. ·        Target inactive or underperforming development accounts for activation. ·        Build territory and distributor-led recruitment strategies. ·        Qualify partners based on growth potential, technical capability, and market focus. ·        Drive new partner sign-ups and onboarding completion. ·        Objective: Expand active MSP footprint and increase market coverage. 2.      Development Account Activation ·        Own a portfolio of development-stage Partner accounts. ·        Drive first revenue within defined onboarding SLA (e.g., 30–60 days). ·        Support partners with go-to-market planning and initial deal support. ·        Ensure partners are technically and commercially enabled. ·        Deliver structured follow-up cadence to convert trial usage into recurring revenue. ·        Objective: Convert development accounts into revenue-producing partners. 3.      Revenue Growth Through Distribution ·        Collaborate with distributor account managers and cloud teams. ·        Participate in joint pipeline creation and call campaigns. ·        Align on quarterly recruitment and activation targets. ·        Execute distributor-led marketing and enablement initiatives. ·        Leverage distributor programs to accelerate adoption. ·        Objective: Increase distributor-sourced pipeline and partner-generated MRR. 4.      Enablement & Sales Acceleration ·        Deliver onboarding and positioning sessions to new partners. ·        Provide sales tools, messaging, and competitive positioning guidance. ·        Support early-stage deal cycles to close first opportunities. ·        Educate partners on pricing models and margin optimization. ·        Encourage bundling into managed services offerings. ·        Objective: Shorten time-to-revenue and increase deal velocity. 5.      Pipeline & Performance Management ·        Maintain accurate partner development pipeline forecasting. ·        Track KPIs including: ·        New partner sign-ups ·        First deal conversion rate ·        Revenue per activated partner ·        Development-to-growth account progression ·        Identify barriers to activation and implement corrective action plans. ·        Provide performance feedback to distribution leadership. ·        Objective: Ensure consistent pipeline conversion and revenue predictability. 6.      Market & Competitive Intelligence ·        Gather feedback from MSPs and distributors on market trends. ·        Monitor competitor activity within development accounts. ·        Provide insight to marketing and product teams to strengthen positioning. ·        Identify vertical opportunities within emerging MSP base.   Experience

• 3 – 7+ years in channel sales, business development, or distribution sales
• Experience working with IT distributors and MSP ecosystems
• Strong understanding of recurring revenue/SaaS business models
• Proven ability to recruit and develop new partners
• Commercially driven with strong prospecting capability
• Experience in cloud backup, disaster recovery, or cybersecurity
• Familiarity with MSP tooling ecosystem (PSA/RMM platforms)
• Background in distribution-led go-to-market models
• Experience launching new channel programs

Qualifications ·        Minimum NQF 4 (Matric) ·        NQF 5 or higher will be advantageous. ·        Valid code 8 driver’s license and own reliable transport   Skills Required

• Excellent communication and presentation skills

·        Hunter mentality with structured follow-through ·        Strong relationship-building across vendor and distributor stakeholders ·        Commercial negotiation skills ·        Data-driven planning and execution ·        Ability to operate in a multi-layer channel model      

Monthly Salary: Market related