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Open nowPosted 8 days ago

Business Development Manager- Video Conferencing & Collaboration

eRecruiter220 open roles

Where
lagos, Nigeria
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Your applicationOpen nowBusiness Development Manager- Video Conferencing & CollaborationeRecruiter · lagos, Nigeria

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Share of postings closed within
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  4. 19.3%14 days
  5. 35.6%30 days
  6. 57.8%60 days
This job: posted 8 days ago

The posting

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. Job Summary The ideal candidate must have a proven track record of selling Unified Communications, IP Telephony, Video Conferencing and Collaboration solutions, preferably with an existing customer and partner network around competitive technologies and brands. This is a business development and revenue-generating role. The successful candidate will be expected to identify opportunities, develop relationships with enterprise and mid-market customers, recruit and enable channel partners, manage sales pipelines, and position our collaboration solutions against competing platforms. We are particularly interested in candidates who can demonstrate: "I already sell UC, IP telephony and video conferencing solutions, I already know the customers and partners, and I can bring those relationships and opportunities into our portfolio." JOB RESPONSIBILITIES 1. Sales & Business Development · Develop and execute a sales strategy for Unified Communications, Collaboration and Video Conferencing solutions. · 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. 2. Competitive Selling 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. 3. Unified Communications & Collaboration Sales 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. 4. Video Conferencing & Meeting Room 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. 5. Customer Relationship Management Build and maintain strong relationships with: CIOs, CTOs, IT Directors, IT Managers, Heads of Infrastructure, Network Managers, Unified Communications Managers, Procurement Managers, Facilities Managers, Contact Centre Managers, Business Owners, System Integrators and IT Decision-Makers. Maintain regular engagement with strategic accounts and develop long-term customer relationships. 6. Channel & Partner Development · 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. 7. Pipeline & Sales Management · 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. 8. Solution Selling · Develop a strong understanding of the company's 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. REQUIRED EXPERIENCE · 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. Existing relationships with organizations currently using competing UC/VC solutions will be a significant advantage. KEY SKILLS · 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 KEY PERFORMANCE INDICATORS (KPIs) 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

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