Business Development Manager- Video Conferencing & Collaboration

Our client is an IT distributor operating across Africa and the Middle East providing technology products solutions and support to businesses and partners.They are currently seeking a Business Development Manager Unified Collaboration & Video Conferencing to drive the growth of our Unified Communications Collaboration and Video Conferencing portfolio.

1. Sales & Business Development

Identify qualify and pursue new business opportunities across enterprise commercial government and SMB markets.

Generate and manage a healthy pipeline of UC IP telephony and video conferencing opportunities.

Drive the complete sales cycle from prospecting and discovery through proposal negotiation and closing.

Achieve and exceed monthly quarterly and annual sales targets.

Develop new accounts while expanding existing customer relationships.

Identify cross-selling and upselling opportunities.

Develop strategic accounts and maintain strong customer engagement.

Actively compete against established Unified Communications and collaboration vendors including:

Avaya Grandstream Yealink Cisco Poly / Polycom Logitech Jabra Microsoft Teams Zoom Mitel NEC Fanvil Snom AudioCodes Other relevant UC/VC brands

The successful candidate will:

Understand customers existing communication and collaboration environments.

Identify opportunities to replace upgrade or expand existing solutions.

Develop competitive positioning and objection-handling strategies.

Demonstrate the commercial and technical advantages of our solutions.

Convert customers from competing UC/VC solutions where appropriate.

Monitor competitor products pricing promotions and market positioning.

Develop opportunities around solutions including:

IP PBX / IP Telephony

Business Phones and IP Phones

SIP / VoIP Solutions

Unified Communications Platforms

Contact Centre Solutions

Audio Conferencing

Video Conferencing

Meeting Room Solutions

Interactive Collaboration Systems

Wireless Presentation

Headsets and Collaboration Devices

Microsoft Teams Integration

Zoom Integration

SIP Trunking

Cloud PBX

Hybrid Communication Solutions

UCaaS and collaboration platforms

The candidate should be able to understand customer requirements and translate them into appropriate UC and collaboration solutions.

Identify and develop video conferencing opportunities across enterprise and mid-market customers.

Engage CIOs IT Managers Heads of Infrastructure Facilities Managers and other relevant stakeholders.

Conduct customer discovery sessions and solution presentations.

Work with technical/pre-sales teams on demonstrations proof-of-concepts and solution designs.

Develop meeting-room and collaboration solutions based on customer requirements.

Position video conferencing solutions against competing platforms.

Identify opportunities for room upgrades expansion and standardization.

Maintain regular engagement with strategic accounts and develop long-term customer relationships.

Identify recruit and develop UC/IT resellers system integrators MSPs and technology partners.

Build strong relationships with existing channel partners.

Enable partners on UC collaboration and video conferencing solutions.

Drive partner-led opportunities.

Develop joint go-to-market activities with partners.

Develop partner sales plans and pipeline.

Organize partner training workshops seminars and customer events.

Identify new partners with existing relationships in the corporate and enterprise market.

Maintain accurate and up-to-date sales forecasts and pipeline reports.

Use CRM systems to track opportunities activities forecasts and customer engagements.

Provide regular sales performance reports to management.

Develop account plans for key customers and strategic opportunities.

Ensure opportunities progress through the sales cycle in a timely manner.

Maintain accurate sales forecasts and probability assessments.

Develop a strong understanding of the companys UC collaboration and video conferencing portfolio.

Work closely with technical/pre-sales teams to conduct product demonstrations and proof-of-concepts.

Understand customer communication and collaboration requirements.

Translate technical capabilities into clear business value and ROI.

Present solutions to both technical and non-technical stakeholders.

Develop commercial proposals and solution presentations.

5 years of proven B2B sales experience in Unified Communications IP Telephony Video Conferencing Networking or IT Infrastructure.

Demonstrable experience selling UC IP telephony collaboration or video conferencing solutions.

Existing experience selling Avaya Grandstream Yealink Cisco Poly/Polycom Logitech Jabra Microsoft Teams Zoom Mitel or similar solutions.

A proven track record of meeting or exceeding sales targets.

An established network of IT decisionmakers enterprises resellers system integrators and/or managed service providers.

Experience managing the full sales cycle from lead generation to closing.

Experience with channel/distributor/reseller sales models.

Strong understanding of UC VoIP IP telephony and collaboration technologies.

Experience working with vendors distributors and technology partners.

Excellent business development and prospecting skills

Strong consultative selling ability

Excellent negotiation and closing skills

Competitive selling and objection handling

Account management and relationship building

Channel/partner management

Pipeline development and forecasting

Strong presentation and communication skills

Commercial awareness

Understanding of UC and collaboration technologies

Ability to communicate technical solutions in business terms

Target-driven and self-motivated

Ability to work independently and as part of a team

Success in this role will be measured by:

Achievement of monthly quarterly and annual sales targets

New customer acquisition

Revenue growth

New opportunities generated

Pipeline value and pipeline conversion

Number and quality of active channel partners

Competitive account conversions

Customer retention and account expansion

Gross margin/profitability

Forecast accuracy

Partner-generated revenue

Growth in strategic enterprise accounts