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 seeking an experienced, highly motivated and results-driven Cybersecurity Business Development Manager to lead the growth of our cybersecurity portfolio. Job Summary The ideal candidate must have a proven track record of selling cybersecurity solutions, preferably with an existing customer and partner network around competitive technologies such as Sophos, Fortinet, Palo Alto Networks, Check Point, Cisco Security, CrowdStrike, Microsoft Security, Trend Micro, SentinelOne or similar cybersecurity 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 partners, manage sales pipelines, and successfully position our cybersecurity solution against competing solutions. JOB RESPONSIBILITIES 1. Sales & Business Development ∙Develop and execute a sales strategy for the cybersecurity portfolio. ∙Identify, qualify and pursue new business opportunities across enterprise, commercial and SMB markets. ∙Generate and manage a healthy pipeline of cybersecurity opportunities. ∙Drive the complete sales cycle from prospecting and discovery through proposal, negotiation and closing. ∙Develop new accounts while expanding existing customer relationships. ∙Identify cross-selling and upselling opportunities within existing accounts. 2. Competitive Selling ∙Actively compete against cybersecurity vendors such as Sophos, Fortinet, Palo Alto Networks, Check Point, Cisco, CrowdStrike, Microsoft, Trend Micro, SentinelOne and other relevant security brands. ∙Understand customers' existing cybersecurity environments and identify opportunities where can provide a stronger technical and commercial proposition. ∙Develop competitive positioning and objection-handling strategies. ∙Convert customers from competing cybersecurity solutions to where appropriate. ∙Monitor competitor pricing, products, promotions, market positioning and go-to-market strategies. 3. Customer Relationship Management ∙Build and maintain strong relationships with CIOs, CISOs, IT Managers, Heads of Infrastructure, Security Managers, Procurement Managers and other key decision makers. ∙Conduct customer meetings, presentations, product demonstrations and solution discussions. ∙Understand customer cybersecurity challenges and translate them into appropriate solutions. ∙Maintain regular engagement with strategic accounts and develop long-term relationships. 4. Channel & Partner Development ∙Identify, recruit and develop cybersecurity resellers, system integrators, MSPs and IT partners. ∙Build strong relationships with existing channel partners. ∙Enable partners on products, solutions, programs and commercial opportunities. ∙Drive partner-led opportunities and joint go-to-market activities. ∙Organize partner training, workshops, seminars and customer events where required. 5. 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. ∙Develop account plans for key customers and strategic opportunities. ∙Ensure opportunities progress through the sales cycle in a timely manner. 6. Technical & Solution Selling ∙Develop a strong understanding of cybersecurity solutions, including endpoint, firewall, network security, MDR/XDR and related security offerings. ∙Work closely with technical/pre-sales teams to conduct technical presentations, demonstrations, assessments and proof-of-concepts. ∙Understand customers' cybersecurity architecture and business requirements. Required Experience 5+ years of proven B2B sales experience in cybersecurity, networking or IT infrastructure. Demonstrable experience selling cybersecurity solutions to enterprise, commercial or SMB customers. Existing experience selling Sophos, Fortinet, Palo Alto Networks, Check Point, Cisco Security, CrowdStrike, Microsoft Security, Trend Micro, SentinelOne 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 cybersecurity technologies and competitive positioning. Experience working with vendors, distributors and technology partners. 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
