Business Development Manager Public Sector

Job Purpose

The Business Development Manager will

play a pivotal role in executing and furthering the Public Sector portfolio

strategy by leveraging their business development expertise to identify new

business opportunities, forge strategic partnerships, expand market presence,

and assist in meeting revenue and profit targets.

They will function as a technology expert

and thought leader who delivers the Security, Surveillance &

Infrastructure; Enterprise and Point of Sale message through regular Vendor

and Customer engagement. The primary focus of their role will revolve around Systems

Integrators and all verticals within the Public Sector, with a specific focus

on the Security, Surveillance & Infrastructure; Enterprise and Point of

Sale product stack.

Key Responsibilities

• Develop and

  maintain relationships with both the defined set of Vendors and applicable

  customers

• Establish an

  internal and external business network to ensure sales success and positive Customer

  experience

• Work with Public

  Sector Systems Integrators and Reseller Partners to devise all Pinnacle Life

  Safety & Infrastructure products; Enterprise Solutions and Point of Sale growth

  strategies, (and implementing these strategies)

• Liaise with Vendors

  and Customers to identify new business opportunities

• Provide weekly

  sales forecast to Management

• Provide input to

  the product team regarding stock holding, where applicable

• Work with Vendors

  and Customers to develop and implement growth strategies

• Identify, give

  input into, and assist with the implementation of marketing strategies

• Assist with the

  sales process

• Distribute

  product and training information to sales and Customers

• Position Vendor

  product set as part of product dissemination

• Track and share

  market knowledge on competitive vendors

• Keep abreast of

  the latest technology and its relevance to the Security, Surveillance &

  Infrastructure; Enterprise and Point of Sale portfolio

• Display

  knowledge of roadmaps and product life cycle

• Achieve

  applicable industry certifications and ensure they remain current

• Represent SSI,

  Pinnes, Dell Enterprise, Huawei, IBM and POS, and/or Vendor(s) at Customer

  engagements and conferences

• Assist with

  customer enablement to drive the Security, Surveillance & Infrastructure;

  Enterprise and Point of Sale portfolio value proposition

• Coach and

  support sales personnel new to the Security, Surveillance & Infrastructure;

  Enterprise and Point of Sale portfolio

• Deliver Vendor

  presentations and training to the Pinnacle sales teams and Customer landscape.

• Collaborate with

  the creation and presentation of a business case to all business sponsors

  (i.e., C-level Executives, technical partners, etc.) in support of products/solutions

• Become

  entrenched as a trusted advisor to colleagues and Customers

• Participate in

  tender evaluation, product/solution recommendation, and pricing

• Accurately price

  products/solutions as per Vendor or Customer requirements

• Grow share-of-wallet

  of assigned Security, Surveillance & Infrastructure; Enterprise and Point

  of Sale products across Pinnacle’s Customer base

• Assist in

  meeting Security, Surveillance & Infrastructure, IBM, Pinnacle Enterprise

  Solutions, Dell Enterprise, Huawei and Point of Sale portfolio revenue and

  profit targets

Requirements

Experience and Knowledge

• A minimum of 3

  years of business development management experience within the IT industry is

  essential

• A minimum of 8 years’

  of sales experience, preferably within the IT industry

• Good

  understanding and knowledge of the IT industry, SSI, marketing, and promotional

  strategies are essential

• Proven history

  of sales success within the IT industry

• Good knowledge

  of Security, Surveillance & Infrastructure markets, technologies, and

  solutions

• Knowledge of

  enterprise infrastructure (server, storage, networking) and software products (backup,

  application virtualization) will be beneficial

• Experience in the

  delivery of vendor presentations

• Experience in the

  preparation and presentation of quotations

• Experience in developing

  go-to-market strategies and sales plans

• Experienced in sales

  reporting

Skills and Education

• Matric is

  essential

• A relevant

  tertiary qualification will be advantageous

• Above average

  computer literacy in MS Excel, Outlook, and PowerPoint

• Must be able to

  use Excel at a minimum of an intermediary level

• Excellent verbal

  and written business communication skills

• Excellent

  networking and relationship-building skills

• Good

  presentation skills

• Able to accurately

  work with numbers and calculations

• Good time

  management and well organized i.e., deadline driven, able to plan and

  prioritize a high workload

• High attention

  to detail

• Well-developed

  negotiation skills

• Technology enthusiast

  with the ability to connect and collaborate with stakeholders across all

  levels, including C-level

• Excellent

  customer service skills

Personal Attributes and Qualities

• Able to work

  under pressure

• Passionate about

  sales and driven to make target

• Technology

  focused: Interested in continuously learning about technology products

• Strong administrative

  abilities

• Can apply analytic

  and strategic thinking

• Collaborative -

  able to collaborate within a team and across teams

• Confident and

  self-driven

• Enjoy building

  relationships and networks

• Driven by

  results and team achievement

• Energetic
• Good attention

  to detail

• Self- Managed: Motivated,

  proactive, and enjoys taking accountability

• Positive

  attitude

• Problem solver
• Willing to go

  the extra mile to deliver the exceptional

Compliance Competencies

• Perform all

  duties with integrity, to the highest ethical standards, and in compliance with

  all relevant legal, contractual and other requirements as mandated by the

  Company Code of Conduct

• Keep up to date

  with changes in applicable compliance obligations, controls and measures

  relevant to the role

• Actively and

  visibly support staff to perform with integrity, to the highest ethical

  standards, and in compliance with all relevant legal, contractual and other

  requirements as mandated by the Company Code of Conduct