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