Business Development Manager - End User Computing CSfM

As a Business Development Manager – Cloud Services for Microsoft at Dimension Data, you will partner with sales and technical teams in complex and larger operational environments on complex sales engagements and in certain instances will take responsibility for managing the client relationship. Your primary responsibility will be to promote and sell  the innovative End User Computing (Cloud Services for Microsoft) offering in close cooperation with the country sales teams.

To achieve our goals, execute our strategy, and deliver a fantastic client experience,we need people with a certain set of values: people who care deeply about their clients; people who think and act in a client-centric way every day.

What we will expect you to do:
You will work closely with a variety of regional and global stakeholders to take the Cloud Services for Microsoft offering to market, developing and executing lead generation and marketing programs and driving the leads to deal closure. In this capacity you will be required to deliver on the following:

Business development

• Assist with the generation of new business for Dimension Data, by contributing to the development of market penetration strategies, gathering intelligence on potential clients, assisting with the design of optimal business models and contributing to the design of go-to-market campaigns and the development of sales strategies.
• Take responsibility for supporting the various sales teams in client facing activities, as well as finding new sales opportunities by owning direct client engagement.
• You will be responsible for sales, pre-sales and delivery enablement for EUC ITaaS workloads and will work with the regional ITaaS colleagues to represent the service product from a commercial, sales and operational perspective.
• You will promote a consultative engagement, in collaboration with any consultants who are familiar with the most appropriate development model/assessment, to help clients understand their business productivity requirements and investment options in relation to:
• retaining on premise solutions or
• readiness to start to consume public or private cloud-enabled service products

Client Segmentation

• Review client segmentation based on global guidance for CSfM and localise this against the Dimension Data client base and target account set. This will include client verticals, maturity around cloud, engagement with Dimension Data, cloud requirements aligned to CSfM and partner alignment.

Qualify opportunities

• You will evaluate and define key target markets and hunt and create CSfM opportunities.
• Research target market requirements, by establishing the key business drivers, determining the barriers to entry and identifying the key competitors.
• Advise on the compilation of target market penetration strategies and estimate the size of the opportunity in the short, medium and long term.

Generate leads

• You will identify potential clients in the target markets and gather intelligence on these clients to assist with the identification of the best holistic strategies to approach and to convince them of the Dimension Data value proposition.
• Research their current business divers, their business strategic objectives, internal investment areas and key stakeholders to inform the client account strategies.

Define business models

• You will contribute to the definition of the most suited business models to be used for different target market areas by identifying the most suitable value propositions, preferred partner configurations, cost structures and revenue models.
• Partner with colleagues in the finance functions to determine optimum pricing models.

Develop market penetration strategies

• You will be required to use the information gathered on target markets, potential clients, and most favourable business models and partner with the sales management and client management teams to define the most effective strategies to penetrate markets effectively.
• We will need  you to work closely with vendors to predict strategies for solutions and services and will articulate the associated impacts with clients.
• Partner with members of the marketing team to inform the design of go-to-market campaigns that will be used to target the potential markets and clients.
• You will drive focused service development feedback into the product development group based upon client relevance, market trends and dynamics and client opportunities.

Up skill sales teams

• Assist with the up skilling of sales teams on the solution value propositions for target markets and assist with the training of sales in relation to the evolution of the service product lifecycle.
• Provide support in client proposals and submissions.
• Ensure that sales employees have the ability to improve attack and up selling at clients.

Key requirements:

• Degree in Information Technology or Computer Engineering
• Domain expertise around Microsoft Communications and Collaboration technologies
• Business and IT background that enables them to drive an engagement at the highest levels of start-ups/large enterprises.
• Technical depth and business experience to easily communicate the economic benefits of cloud computing to IT architects, engineering teams and C-Level executives.
• 3-5 years working experience with Microsoft Communications and Collaboration technologies and service offerings (Professional, Support, Cloud and Managed Services)
• 3-5 years in a sales role

Key abilities required:

• Knowledge and understanding of IT industry environment and business needs
• Sound financial skills for budgeting and pricing purposes coupled with an understanding of risk, financial and business models
• Good understanding of relevant technologies and applications
• A strong business and commercial orientation and with a supporting strategic thinking ability
• A balanced Business and Technology savvy with a good understanding of relevant technologies and applications
• Interpersonal skills with the ability to develop and maintain solid stakeholder relationships
• Strong communication skills (verbal and written)
• Excellent consulting skills and the ability to recognise opportunities for future business within an account
• Assertive in approach coupled with confidence in area of expertise coupled with excellent leadership skills
• Strategic and creative thinking ability and knowledge of industry and technologies to generate sound decisions
• Ability to persuade, negotiate and influence key stakeholders
• Ability to establish and manage processes and practices through collaboration and the understanding of business

For more information regarding this position or if you have questions regarding your application, please email WP (at) hashtagtalent.com (using job title in subject line) or if you can't wait for email, follow and direct message us on Twitter @Hashtag_Talent