Business Development Manager - IBM Software

Business Development Manager: IBM Software

Role Description

Location: Midrand, South Africa

Full-time and Office based

Reporting Line: Business Unit Manager: IBM

Job Purpose

As the successful candidate you will play a pivotal role in executing and furthering the IBM Hardware 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 evangelist and thought leader who delivers the IBM software message through regular vendor and customer engagement.

Recruitment Specialist

[email protected]

• Develop and maintain relationships with the vendor and applicable partner ecosystem
• Establish an internal and external business network to ensure sales success and positive customer experience
• Liaise with vendors, alliance vendors and partners to identify new business opportunities
• Provide weekly sales forecast to management
• Work with the vendor and partner 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 training and information to sales and partner ecosystem
• Track and share market knowledge on competitive vendors
•  Keep abreast of the latest technology and relevance to the Software portfolio
• Display knowledge of roadmaps and product life cycle
•  Achieve applicable industry certifications and ensure they remain current
•  Represent Pinnacle and the vendor at partner and customer engagements/conferences
• Assist with partner and customer enablement to drive the Vendor portfolio value proposition
• Coach and support sales personnel new to the vendor portfolio
• Deliver vendor presentations and training to the Pinnacle sales teams and partner ecosystem
• 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 partners
•  Partake in tender evaluation, product / solution recommendation, and pricing

• Accurately price products / solutions as per vendor or customer requirements
• Grow share of wallet of the vendors products across Pinnacle’s partner base
•  Assist in meeting the vendors portfolio revenue and profit targets

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 IBM Software sales will be highly advantageous
• Good understanding of server, storage and networking will be beneficial
• Experience in delivery of vendor presentations
• Experience in preparation and presentation of quotations
• Experience in developing go-to-market strategies and sales plans

Skills and Education:

• Matric with mathematics is essential and a relevant tertiary qualification will be advantageous
• Excellent 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 evangelist with the ability to connect and collaborate with stakeholders across all levels, including C-level

• Able to work under pressure
•  diverse
• Enthusiastic about sales
• Interest in continuous learning
• Strong administrative abilities
• Analytic and strategic thinking
• Collaborative
• Confident and self-driven
• Client-driven
• Decisive
• Results driven
• Energetic
• Meticulous
• Motivated self-starter
• Patient, tolerant, and tactful
•  Perseverance
• Positive attitude
• Proactive
• Problem solver
• Self-managed
• Team Player
• Technology driven
• 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.

All applications in the form of a detailed CV must be forwarded to:

Recruitment Specialist
[email protected]