Job Description

The Business Development Manager is responsible for driving new enterprise client acquisition and organic revenue growth within large private sector organisations.
This role focuses on selling our clients fully vertically integrated security and intelligence platform, encompassing networking infrastructure, CCTV hardware, cloud-based software, AI-driven analytics, and control-room-based security services. The position plays a key role in expanding the companies market presence, developing strategic client relationships, and achieving ambitious revenue targets through consultative, solution-based selling.
Key Responsibilities
New Business Development

• Identify, qualify, and secure new enterprise clients within targeted industries.
• Develop and execute strategic account and territory plans to achieve revenue growth targets.
• Generate leads through networking, referrals, industry events, and proactive outbound engagement.

Solution-Based Selling

• Present, demonstrate, and articulate the companys end-to-end solution offering.
• Conduct detailed client needs analyses to design tailored, high-value solutions.
• Collaborate with technical and solution architecture teams on complex or customised proposals.

Sales Cycle Management

• Own and manage complex enterprise sales cycles from initial engagement through to close.
• Prepare proposals, pricing models, quotations, and commercial negotiation strategies.
• Work closely with internal stakeholders (technical, legal, finance, and operations) to finalise agreements and contracts.

Client Relationship Management

• Build and maintain strong, trust-based relationships with senior decision-makers.
• Ensure effective post-sale handover to Customer Success and Operations teams.
• Maintain ongoing engagement with strategic accounts to identify upsell and cross-sell opportunities.

Market & Industry Engagement

• Stay current with developments in AI, CCTV, networking, cloud platforms, and security technologies.
• Represent the company at industry forums, events, and client engagements.
• Gather market and competitor intelligence to refine sales strategies and value positioning.

Reporting & Forecasting

• Maintain accurate and up-to-date CRM records, including opportunities, pipeline stages, and forecasts.
• Provide regular sales performance reports to the Sales Manager.
• Track progress against quarterly and annual revenue targets.

Key Performance Indicators (KPIs)

• Revenue achievement against quarterly and annual targets.
• Pipeline health, accuracy, and coverage.
• Proposal-to-close conversion rates.
• Number of new enterprise accounts acquired and activated.
• Depth of solution penetration across the full company stack.
• Forecast accuracy at monthly and quarterly intervals.
• Post-handover client feedback and internal NPS indicators.

Qualifications & Experience

• Tertiary qualification in Business, IT, Engineering, or a related field (preferred).
• Approximately 10 years experience in enterprise or technical sales (IT, software, networking, or security sectors advantageous).
• Proven track record of consistently meeting or exceeding sales targets.
• Experience managing complex, multi-stakeholder enterprise sales cycles.
• Demonstrated success negotiating and closing large, high-value deals.

Systems & Technical Proficiency

• Strong proficiency in Microsoft Office (Word, Excel, PowerPoint).
• Working knowledge of networking technologies, CCTV systems, cloud platforms, and analytics (advantageous).
• Ability to interpret technical specifications and translate them into compelling business value.

Skills & Competencies
Technical & Commercial

• Advanced consultative and solution-based selling capability.
• Strong commercial acumen with excellent negotiation and closing skills.
• Ability to communicate complex technical concepts to non-technical audiences.
• Confident presenter with strong written and verbal communication skills.

Behavioural

• High emotional intelligence and strong relationship-building ability.
• Resilient, proactive, and comfortable operating in high-pressure environments.
• Highly organised, disciplined, and self-driven.
• Strong problem-solving mindset with a focus on continuous improvement.
• Able to work independently while collaborating effectively with cross-functional teams.
• Curious, adaptable, and passionate about technology and innovation.

Skills Required