Business Development Manager - Video Conferencing & Collaboration

About the role

eRecruiter is recruiting, on behalf of its client, an IT distributor operating across Africa and the Middle East, a Business Development Manager for its Unified Communications, Collaboration and Video Conferencing portfolio. This is a full-time, revenue-generating role focused on growing the business with enterprise and mid-market customers and channel partners.

Key responsibilities

• Sell UC, IP telephony, video conferencing and collaboration solutions, including IP PBX, SIP/VoIP, contact centre, audio conferencing, meeting rooms, Microsoft Teams and Zoom integration, cloud PBX and UCaaS.
• Identify, qualify and close new business across enterprise, commercial, government and SMB markets, and build a healthy pipeline.
• Compete against major UC and collaboration vendors such as Avaya, Grandstream, Yealink, Cisco, Poly, Logitech, Jabra, Microsoft Teams, Zoom, Mitel, NEC, Fanvil, Snom and AudioCodes.
• Develop and enable resellers, system integrators, MSPs and technology partners, and run partner training and joint go-to-market activities.
• Engage CIOs, IT managers, infrastructure heads and procurement managers, and work with pre-sales teams on demos, proofs of concept and solution design.
• Maintain forecasts, use CRM to track opportunities and report regularly to management.

Required profile

• 5+ years of B2B sales experience in UC, IP telephony, networking or IT infrastructure.
• Proven track record of meeting or exceeding sales targets.
• Existing network of IT decision-makers, resellers, system integrators and MSPs; existing relationships with competitors are a strong advantage.
• Experience with channel/distributor sales models and the full sales cycle.

Required skills

• Consultative and competitive selling, negotiation and objection handling.
• Channel and partner management, pipeline development and forecasting.
• Strong presentation and communication skills, and ability to explain technical solutions in business terms.