IBM Storage and TLS Business Development Manager

IBM Storage and TLS Business Development Manager

Job Title: IBM Storage and TLS (Technology, Lifecycle Services) Business Development Manager

Division: Datacentre

Location & Address: Johannesburg, Kyalami Midrand

Reports to: IBM Brand Manager

Direct Subordinates: 0

Total Staff in Function: 7

Internal:

• Finance & Procurement
• Sales Operations
• Brand Operations
• Account Managers
• Technical Team
• Marketing
• Logistics
• Regional Managers
• Brand and Senior Leadership

External:

• Vendor
• Distribution Sellers/Partners
• Vendor Alliance Partners

JOB SUMMARY:

Status: Full-Time

The IBM Storage & TLS Business Development Manager is responsible for driving IBM revenue growth and expanding IBM market share within the South African Storage landscape. This individual will focus on developing new IBM business relationships with South African Storage business partners, seeking to improve their data storage infrastructure, providing them with innovative, scalable, and cost-effective IBM storage solutions. The role requires an understanding of major storage vendor solutions, market trends, customer needs and the ability to strategize and execute business development plans effectively.

KPA – Business Development Storage

• Identify new business opportunities in the IT storage sector, including hybrid cloud storage, data center solutions, Storage SW solutions, Backup and tape solutions and midrange storage solutions.
• Develop and execute business development strategies to grow market share and achieve sales targets.
• Conduct in-depth market research to identify emerging technologies, competitive trends, and customer needs.

KPA – Sales & Business Partner Engagements

• Lead the sales cycle from Business partner identification to onboarding, including strategy development, training and enablement, and deal finalization.
• Develop and maintain long-term relationships with new IBM Business Partners.
• Understand Business Partner & client business challenges and recommend tailored IT storage solutions that drive value.
• Work closely with the marketing team to develop materials, campaigns, and content aimed at generating leads and nurturing potential new Business partners.
• Partner with internal teams (sales Specialists, operations team, product management) to ensure successful delivery of solutions and customer satisfaction.
• Collaborate with vendors to expand offerings and identify complementary products/services.

KPA – Account Management

• Manage new IBM Storage Business Partners to ensure satisfaction and growth opportunities.
• Work with Commercial sales teams to identify growth partners in their account set.
• Monitor feedback, address issues, and ensure solutions align with evolving business needs.
• Drive renewals, up-sell, and cross-sell opportunities for additional storage solutions.

KPA – Reporting & Analytics:

• Track and report on business development activities, sales progress, and performance against KPIs.
• Analyze sales data, customer insights, and market trends to inform strategic decisions.
• Provide regular updates to senior management on the status of key accounts and opportunities.

KPA – Opportunity closure

• Lead negotiations and deal management to ensure Partner satisfaction with the IBM ordering and delivery process.
• Ensure compliance with IBM processes, legal requirements, and First distribution processes.

KPA – Business Development TLS

• Achieving sales and revenue growth for IBM TLS.
• Acquisition of new TLS partners and ensure retention of existing partners.
• Sell customized TLS solutions for specific client needs.
• Achieving high levels of Business partner satisfaction.
• Increase TLS market share.
• Build and maintain pipeline.
• Effective collaboration with the sales teams and Presales.
• Stay informed about market trends in the TLS space.
• Develop and execute a strategic plan for growing IBM’s TLS business.

COMPETENCIES:

Knowledge Skills Attributes

• Knowledge of relevant brand products and processes.
• Knowledge of a Storage vendor.
• Knowledge of information management industry in South Africa.
• Previous IT solutions sales and business development experience.
• Knowledge of IT Industry.
• Understanding of Distribution.
• Good understanding of IT storage products.
• Overall solutions selling knowledge.
• Demonstrate excellent presentation and communication skills, both internally and externally.
• Accurately analyse data using spreadsheet software, create and deliver professional presentations that are fit for purposes and compile professional feedback and cadence reports using word processing software.
• Demonstrate accuracy and attention to detail in terms of literacy and numeracy.
• Communicate and articulate confidently.
• Deliver on service level agreements.
• Demonstrate knowledge, skill and understanding of business intelligence.
• Demonstrate high levels of emotional intelligence.
• Adhere to all policies and procedures that are implemented by the Company.
• Attitude – always demonstrate your best in your role and ensure a professional attitude with internal and external customers.
• Respect – demonstrate respect with actions and words to internal and external customers.
• Accountability – accountable for the consequences of your action, both positive and negative.
• Integrity – consistently honest and truthful in dealings with peers, customers, and vendors.
• Teamwork– strive to work productively in co-operation with one another, fostering a healthy atmosphere with mutual support, thus allowing everyone to achieve their own work-related goals.
• Enjoyment – be creative and enrich the working atmosphere.

Internal training associated with competencies:

• Adhere to and complete the Company Learning Map issued during the first week of employment.
• Obtain at least two IBM Storage proficiencies (sales & technical)
• Skill up on IBM Storage products and offerings.

Minimum Qualifications:

• 3+ years of experience in business development, sales, or a similar role within the IT or technology sector, preferably in IT storage solutions dealing with vendors like Dell or Lenovo or HPE or Huawei or Hitachi Vantara.
• In-depth knowledge of IT storage technologies such as SAN, NAS, cloud storage, backup and recovery solutions, and data management.
• Proven track record of successfully identifying, developing, and closing new business opportunities.
• Strong ability to build and maintain relationships with key stakeholders at all levels of the client organization.
• Excellent communication, negotiation, and presentation skills.
• Excellent organisational skills, attention to detail, and the ability to manage multiple tasks simultaneously.
• Knowledge of Major storage vendor products and programs will be an advantage.
• Strong understanding of ICT products, solutions, and services including but not limited to networking, hardware, software, cloud services, and cybersecurity.
• Knowledge of industry regulations and compliance standards related to data storage and IT security (e.g., GDPR, HIPAA).
• Previous experience working in IT distribution will be advantageous.
• Valid drivers’ licence and own transport

Additional Skills:

• Strong Self Motivational and Empowerment skills.
• Strong Communication Skills.
• Strong Relationship and Self-Management Skills.
• Takes Initiative.
• Works well with all kinds of people.
• Remains calm under pressure.
• Excellent listening, negotiation, and presentation skills
• Excellent verbal and written communications skills
• Self-motivated and able to thrive in a results-driven environment.
• Natural relationship builder with integrity, reliability, and maturity

Office Requirements:

• Work-from-office environment.
• Semi-formal dress code.
• Working hours are from 07:00 – 16:00 or 08:00 – 17:00 or 09:00 – 18:00.
• Excellent international business language skills (English), both written and verbal.
• Reliable transport to and from the office.

Note:

• The remuneration package will be discussed during the interviewing process.
• Follow through with a 3-month probation review which will be scheduled by Human Resources monthly.
• You will be required to perform such duties as reasonably required by the business. Your job description may be amended from time to time if it is valid and reasonable.
• You will serve the Company or any Associated Entity in such capacity as management may reasonably require.
• Duties must be performed faithfully, diligently and to the best of your abilities. You agree to use your best endeavors to promote the best interests of the Company and any Associated Entity.
• You may be required within reason, to work outside of set duties and/or perform in more than one role.

Your CV application must be submitted to our careers email address at careers@epsidon.co.za along with a Motivational Letter outlining your qualifications, skills, and experiences that are supported by the job function of the role you are applying for.