Business Development Manager: Enterprise

As the successful candidate, you will play a pivotal role in executing and furthering the Enterprise portfolio strategy, by leveraging your business development expertise to identify new business opportunities, forge strategic partnerships, expand market presence, and assist in meeting revenue and profit targets. You will function as a technology advocate and thought leader who delivers the brand message through regular vendor and customer engagement.

Key Responsibilities

• Develop and maintain a relationship with the defined vendor and applicable customers
• Establish an internal and external business network to ensure sales success and a positive customer experience
• 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 relevance to the Supermicro, Infinidat, Nvidia, Commvault and other portfolios
• Display knowledge of roadmaps and product life cycle
• Achieve applicable industry certifications and ensure they remain current
• Represent Vendors and Brands at customer engagements and conferences
• Assist with customer enablement to drive the Brand portfolio value proposition/s
• Coach and support sales personnel new to the Enterprise stack portfolios
• Deliver vendor presentations and training to the Pinnacle Sales teams and customers
• Collaborate with the creation and presentation of a business case to all business sponsors (i.e., C-suite Executives, technical partners, etc.) in support of products/solutions
• Become entrenched as a trusted advisor to colleagues and customers
• Partake in tender evaluation, product/solution recommendation, and pricing
• Accurately price products/solutions as per vendor or customer requirements
• Grow share of wallet of Enterprise products across Pinnacle’s customer base
• Meet Enterprise Brand’s revenue and profit targets Requirements Experience and Knowledge:
• A minimum of 5 years of business development and/or external sales experience within the IT industry is essential
• Good understanding and knowledge of the IT industry, channel, marketing, and promotional strategies are essential
• Proven history of sales success within the IT industry
• Knowledge of enterprise infrastructure (server, storage, networking) and software products (hypervisors, backup, application virtualization) are essential
• Knowledge of Enterprise Brands is essential
• 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
• Experience working in a customer centric environment Skills and Education:
• Matric with mathematics is essential
• A tertiary qualification in IT, Sales/Marketing or Business will be advantageous
• Above average computer literacy in MS Excel, Outlook, and PowerPoint
• 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 advocate with the ability to connect and collaborate with stakeholders across all levels, including C-level executives Personal Attributes:
• Must be passionate about IT products, services and Supermicro, Infinidat, Nvidia, and Commvault products (must enjoy working with/understanding them, learning about them, keeping up to date with latest product and industry trends)
• Able to work under pressure
• Enjoy working with diverse cultures and personalities
• Enthusiastic about sales and enjoys chasing target
• Interested in continuously learning about technology products
• Strong administrative abilities
• Analytic and strategic thinking
• Collaborative
• Confident
• Client-centric