Business Development Manager - IBM Datacentre Storage

MAIN PURPOSE OF POSITION

The IBM Storage & Technology lifecycle services (TLS) Business Development Manager is responsible for driving IBM revenue growth and expanding IBM market share within the South African and Central Africa Storage landscape. This individual will focus on developing new IBM business relationships with South African & Central 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.

• Identify new business opportunities in the ICT 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.
• 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

• 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.

• Serve as the subject matter expert for IBM storage solutions, including SAN (Storage Area Networks), NAS (Network‑Attached Storage), Hybrid cloud storage solutions, IBM Storage SW solutions and Tape solutions.
• Stay current on industry trends, new storage technologies, and best practices to ensure solutions remain relevant and competitive.
• Collaborate with the technical team to provide product demonstrations, technical presentations, and proof of concepts to prospective clients

• 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

• 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.

• 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.

• During the first week of your employment, you’ll be presented with a meticulously crafted learning map designed to seamlessly guide you through your on‑the‑job training experience.
• Obtain at least two IBM Storage proficiencies (sales & technical).
• Skill up on IBM Storage products and offerings.

• Matric
• Diploma or Degree in IT will be advantageous.
• 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…