Business Development Specialist (B2B, B2G, Salesforce) (JHB Hybrid)

SUMMARY:
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POSITION INFO:

ENVIRONMENT:

CREATE and execute joint business plans, ensuring mutual success and revenue growth as the next Business Development Specialist wanted by a cutting-edge Software Development company. This role focuses on new business development, new lead generation and creation, partner acquisition, lead conversion, and cross-sell opportunities. The candidate needs to be energetic and enjoy travelling as the role will require extensive travel. You will also require a Bachelor's Degree in Business Administration, Marketing, or related field, have a track record of successful B2G sales, lead generation, and partnership development, proven experience in B2B, B2G sales and lead generation strategies (preferably in software or technology sectors) & a strong network within the Transport sector and government organizations in Africa (West Africa experience is a plus).

DUTIES:

Lead Generation & Creation -

• Develop and execute strategies for identifying and qualifying new leads within the Transport sector and government organizations.
• Utilize market research, networking, and digital tools (LinkedIn, CRM, BI platforms) to build a robust pipeline of prospects.
• Implement account-based marketing (ABM) tactics to target high-value government and enterprise accounts.
• Leverage industry events, webinars, and trade shows to generate new business opportunities.

Partnership Sourcing & Development -

• Identify and recruit strategic partners aligned with growth objectives.
• Conduct due diligence on potential partners to ensure capability and market fit.
• Negotiate and formalize partnership agreements that drive mutual value.

Channel & Sales Growth -

• Build and maintain strong relationships with existing and new partners.
• Develop and execute joint business plans with clear objectives, KPIs, and revenue targets.
• Drive cross-sell and up-sell opportunities within partner ecosystems.
• Provide partners with sales enablement tools, training, and marketing support.

Performance Management & Reporting -

• Track and analyse lead conversion rates, pipeline health, and partner performance.
• Report on sales forecasts, pipeline metrics, and ROI of lead generation activities.
• Implement corrective actions to optimize partner and lead performance.

Market Intelligence -

• Stay informed on market trends, competitor activities, and government procurement processes.
• Use insights to refine lead generation strategies and partnership models.

Key Performance Indicators (KPI):

Number of New Leads Generated: Total number of qualified leads added to the pipeline per month/quarter (Target: TBC).

Lead Qualification Rate: Percentage of leads that meet the Ideal Customer Profile (Target: TBC).

Lead-to-Opportunity Conversion Rate: Percentage of leads converted into sales opportunities (Target: TBC).

Partner Activation Rate: Percentage of newly signed partners actively generating revenue within 90 days (Target: TBC).

Partner Pipeline Contribution: Percentage of total revenue pipeline sourced through partners (Target: TBC).

Joint Business Plan Completion Rate: Percentage of partners with an agreed and documented joint business plan (TBC).

REQUIREMENTS:

Qualifications –

• Bachelor's Degree in Business Administration, Marketing, or related field.

Experience/Skills –

• Track record of successful B2G sales, lead generation, and partnership development.
• Familiarity with government procurement processes and regulations.
• Strong network within the Transport sector and government organizations in Africa (West Africa experience is a plus).
• Proven experience in B2B, B2G sales and lead generation strategies (preferably in software or technology sectors).
• Strong understanding of Transport sector software needs in African governments.
• Expertise in prospecting techniques, pipeline management, and CRM tools (e.g., Salesforce).
• Ability to source, evaluate, and onboard strategic partners.
• Excellent sales, negotiation, and relationship-building skills.
• Data-driven mindset with experience in sales analytics and forecasting.
• Willingness to travel within the region.
• Results-oriented with a focus on customer satisfaction.
• Adaptable to dynamic and fast-changing environments.