Microsoft Business Development Manager

SUMMARY:
Microsoft Business Development Manager to be based in the Northern Suburbs of Johannesburg (R900K pa, CTC).

POSITION INFO:

Our client, a leading digital transformation solutions company is seeking to URGENTLY appoint dynamic and highly competent MS Business Development Manager to be based in the Northern Suburbs of Johannesburg (R900K pa, CTC).   

 MAIN PURPOSE OF THE ROLE:

• Drive MS Business Development to achieve growth for Company.
• Develop and implement organizational goals and strategies that address how to engage with customers around solutions, capabilities, and services in order to gain a competitive advantage.
• Drive the overall MS revenue number, working through and assisting the Account Managers wherever possible.
• Provide client and market led input focused on MS product and solution strategy.
•  Maintain up to date understanding of industry trends and technical developments.
•  Have an understanding and ability to articulate the impact of the MS solutions on enterprise customers.
• Creation and managing of MS pipeline and committed deals.
• Pipeline conversion to realisable sales.
• Working within a team to create and drive pipeline
• Work with technical and commercial teams to create, package, and present new MS solutions that suit customers.
• Work with the Sales and Presales teams to drive customer engagements
• Develop new partner channels and gain/increase market share through partner sales.
• Lead competitive learning by market research, evaluating competitor products, programs, weaknesses, strengths and opportunities.         

MINIMUM KEY COMPETENCY REQUIREMENTS:

• Matric and a 3-year degree will have preference
• Account Manager (minimum 5 years’ experience)
• MS certifications, including Micro Focus and BMC, would be advantageous.
• Proven track record of developing & effectively implementing sales solutions to meet business needs & drive business results.
• Extensive business acumen
• Team management
• Managing complex sales and responding to complex tenders
• Presenting value adding ICT Solutions & offerings
• Solid record of relationship building & management
• 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
• Detailed knowledge of overall ICT solutions
• 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.

 KEY RESPONSIBILITY AREAS:       

Organization Strategy

• The BDM is the motivation in ensuring the following:
  • The right offer with the right value proposition
  • Work with sales to set and achieve goals
  • Optimum structure of complex deals
  • Maximum 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 Organization
• Demonstrates 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 MS 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.

-          Manages the Ms partner incentive models to ensure that at all times partner incentives are maximised while ensuring the Company stays abreast of changes

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

-          Can put commercial models together that make sense financially and align all financial and commercial stakeholders

• Alliance Management:

-          Shares responsibility in creating the MS partner business plan and market development plans and aligns this with broader strategic plans at a Partner groups level

-          Responsible and collaborates in creating IP Co-sell solutions to be bundled with Mobile services/Company 3rd party solutions published and available on the MS Partner Network (MPN)

-          Maintains the MS sales and technical engineering competencies in line with Direct CSP requirements and seeks to continue to seek specialist certifications and competencies to differentiate

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

• Interlock engagement:

-          Understands and able to navigate across the Mobile Service Provider/Company sales matrix and strata to drive collaboration in sales opportunities and harmonious engagements

-          Recognises the need to build mindshare and the need to champion challenge the MS proposition within the sales teams with the intent of establishing preference for the MS propositions

-          Works with the various mobile service Provider product management teams to ensure that all MS offers, and products are market ready and integrated in a standardised way to Company operations and business support systems.

• Additional Information:
  • Individuals at this level have fully developed knowledge of the business, marketplace and clients. Is recognized as an expert in own area within the organization.
  • The successful candidate will have strong relationships throughout the MS ecosystem and will continue to strengthen the Company MSFT profile and partner relationships.
• Responsible for researching 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 for the Company.
• Leads the 360 degree business relationship with MS through the process of bringing new service offerings and solutions to market, engages 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.
• Leads the collaboration with mobile service Provider.
• Person responsible for the achievement of the target associated with the MS business within the Company.
• Responsible for the forecasting of all MS opportunities and working with both the sales and delivery teams in closing out the opportunities.
• Evangelist for all MS solutions at vendor and customer events.
• Co-ordinate joint account engagements between MS partners and the Company to identify and close opportunities.
• Drive the Company sales team in acquiring new customers and identifying new opportunities in the MS space.
• Work with the solution delivery teams in ensuring that Company has the right capability and capacity to deliver on these opportunities.
• Expert in the articulation of MS solutions and MS transformation.
• Expert in understanding the competitive landscape of MS solutions and can position the value and benefits of MS to customers.
• Understands the MS commercial models, pricing and rebate programs and can position the value and benefits of the different vendor programs to maximise our GP.
• Develop and deliver account strategies and activities for new clients
• Communicate the portfolio positioning and value to target client segments and stakeholders.
• Analyze and report on customer business drivers, spending patterns, and technology trends.
• Ensure SME interaction with Sales team and customers
• Understands the different MS model and can position the value and benefits of the different models.

Apply NOW by forwarding your CV, Cover letter + Current and Expected CTC Salary Package details.

PLEASE NOTE:

• Willingness to relocate nationally
• The closing date for applications is Friday, 28th October 2021. 
• Should you not receive our relayed invitation for an interview with the client within two weeks of the closing date, please accept your application as having been unsuccessful.
• The client reserves the right not to make an appointment. 
• ONLY candidates who meet ALL of the above will be contacted.

PLEASE FORWARD THIS OPPORTUNITY TO A FRIEND, SHOULD IT NOT BE IN LINE WITH YOUR CAREER ASPIRATIONS. 

NB! This job is now closed. You can apply for other jobs by uploading your CV.