REF # 21427
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Location:
Johannesburg, Gauteng

Business Development Manager (JHB)

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ENVIRONMENT:

SERVE as the evangelist for all Microsoft solutions as vendor and customer events, driving growth as the next Business Development Manager sought by a fast-paced Systems Integration Specialist in Joburg. The function of this role is to develop and implement organisational goals and strategies that address how the business can engage with customers around solutions, capabilities, and services in order to gain a competitive advantage. Individuals at this level have fully developed knowledge of the business, marketplace and clients and will have strong relationships throughout the Microsoft ecosystem and will continue to strengthen the company’s MSFT profile and partner relationships. You must preferably have Matric and an applicable 3-year Degree with at least 5 years’ experience as an Account Manager, have detailed knowledge of overall ICT solutions and able to present value add ICT solutions and offerings. You must also have a proven track record of developing and effectively implementing sales solutions to meet business needs & drive business results while managing complex sales and tenders. They currently have a hybrid model of working remote/office.

 

DUTIES:

Research Industry and Customer needs to identify the gaps in the service portfolio to meet customer needs or, where there are opportunities to disrupt the marketplace with new and differentiated solutions and services that can transform business.

Lead the 360-degree business relationship with Microsoft through the process of bringing new service offerings and solutions to market, engage at the very highest level of executives building trust and by developing joint business plans defining Go-To-Market strategies, driving implementation of all aspects of the strategy and by orchestrating relationships between the partners, technical teams, sales leaders to achieve sales targets.

Lead the collaboration with Vodacom and Vodaphone.

Responsible for the achievement of the target associated with the Microsoft business within the business.

Forecast all Microsoft opportunities and work with both the sales and delivery teams in closing out the opportunities.

Co-ordinate joint account engagements between Microsoft partners and the company to identify and close opportunities.

Drive the Sales team in acquiring new customers and identifying new opportunities in the Microsoft space.

Work with the solution delivery teams in ensuring that they have the right capability and capacity to deliver on these opportunities.

Expert in the articulation of Microsoft solutions and Microsoft transformation.

Expert in understanding the competitive landscape of Microsoft solutions and can position the value and benefits of Microsoft to our customers.

Understand the Microsoft commercial models, pricing and rebate programs and can position the value and benefits of the different vendor programs to maximise the GP.

Develop and deliver account strategies and activities for new clients.

Communicate the portfolio positioning and value to target client segments and stakeholders.

Analyse and report on customer business drivers, spending patterns, and technology trends.

Ensure SME interaction with Sales team and customers.

Understands the different Microsoft model and can position the value and benefits of the different models.

 

Organisation Strategy –

The right offer with the right value proposition.

Work with sales to set and achieve goals.

Optimum structure of complex deals.

Maximise the value and optimise delivery prioritisation to assist the sales process.

 

Functional Responsibility –

Drive the overall revenue number, working through and assisting the -Account Managers wherever possible.

 

Impact on Organisation –

Demonstrate skills incorporating effective technical demonstrations into presentations, building customer enthusiasm, articulating the technical strategy and vision and building awareness of new possibilities.

 

Leadership –

Leadership and general management skills in all aspects of managing large clients in a services business including the shaping of the consulting portfolio, the evolution of the set of services capabilities, the development of the consulting team, and the operational model required to run a business profitably and efficiently.

 

Key Accountabilities:

Lead as a business entrepreneur to grow their new and emerging platform.

Be an internal and external evangelist.

Create innovative solutions that address critical client and market needs.

Model the ability to take more risks, reach out to new clients, think in new ways and recognize others in visible ways for those behaviours.

Strengthen appropriate relationships with Alliance Partners.

Act as an inspiring Leader across other operating groups.

Accelerate talent rotation to build capability focused on the new to scale the Platform.

Understand and articulate the Platform’s market share and footprint relative to competitors.

 

Commercial acumen –

Understanding of Microsoft commercial models and how each one related to different channel strategies and GTM. With this understanding and understanding of competitive landscape is able to lead/guide teams in pricing strategies to ensure winning customer propositions.

Manage the Microsoft partner incentive models to ensure that at all times partner incentives are maximised while ensuring the company stays abreast of changes.

Apply the agreed upon inter-company commercial collaboration models and is able to ensure that at all times teams are well aligned on margins and commissions.

Able to put commercial models together that make sense financially and align all financial and commercial stakeholders.

 

Alliance Management –

Share responsibility in creating the Microsoft partner business plan and market development plans and aligns this with broader strategic plans at a Vodafone groups level.

Responsible and collaborates in creating IP Co-sell solutions to be bundled with Vodacom 3rd party solutions published and available on the Microsoft Partner Network (MPN).

Maintain the Microsoft Sales and Technical Engineering competencies in line with Gold Direct CSP requirements and seeks to continue to seek specialist certifications and competencies to differentiate.

Stay abreast of the various Microsoft training, learning and certifications opportunities and drives excitement and adoption across the teams in terms of sales training and enablement.

 

Interlock Engagement –

Understand and is able to navigate across the Vodafone/Vodacom sales matrix and strata to drive collaboration in sales opportunities and harmonious engagements.

Recognise the need to build mindshare and the need to champion challenge the Microsoft proposition within the Sales teams with the intent of establishing preference for the Microsoft propositions.

Work with the various Vodafone and Vodacom Product Management teams to ensure that all Microsoft offers, and products are market ready and integrated in a standardised way to our operations and business support systems.

 

REQUIREMENTS:

Qualifications –

Matric and a relevant 3-year Degree will have preference.

Microsoft Certifications, including Micro Focus and BMC, would be advantageous.

 

Experience/Skills –

Minimum 5 years’ experience as an Account Manager.

Proven track record of developing and effectively implementing sales solutions to meet business needs & drive business results.

Managing complex sales and responding to complex tenders.

Detailed knowledge of overall ICT solutions.

Presenting value adding ICT solutions and offerings.

Solid record of relationship building and management.

Skilled at managing and working with sales and implementation teams.

Demonstrates skills incorporating effective technical demonstrations into presentations, building customer enthusiasm, articulating the technical strategy and vision and building awareness of new possibilities.

Strong commercial skills.

Business presentation skills.

Relationship building and management.

Solution selling.

 

ATTRIBUTES:

Exceptional team management skills.

Excellent verbal and written communication.

Ability to delegate efficiently.

Extensive industry knowledge with an eye towards the future.

Diplomacy and patience.

People skills.

Strategic Thinking.

Listening.

The ability to set and execute the vision of the company.

Analytical skills.

Interpersonal skills.

Strong verbal, written and communication skills.

Negotiation skills.

Customer focused.

Persuasive.

 

While we would really like to respond to every application, should you not be contacted for this position within 10 working days please consider your application unsuccessful.

 

 

COMMENTS:

When applying for jobs, ensure that you have the minimum job requirements. Only SA Citizens will be considered for this role. If you are not in the mentioned location of any of the jobs, please note your relocation plans in all applications for jobs and correspondence.

Tags
Degree, Matric (Grade 12), Permanent

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