Senior Business Development Manager - Infrastructure Solutions

The successful candidate will be expected to go beyond selling individual products — understanding customers' business and technology challenges, identifying opportunities across their infrastructure environment, and developing solutions that generate sustainable revenue and profitability. Key Responsibilities Business Development & HuntingDevelop and execute new business strategies to generate a healthy pipeline of infrastructure and technology opportunities.Proactively hunt for new customers, projects and business opportunities rather than relying solely on leads generated by principals or vendors.Identify customer pain points, upcoming infrastructure refreshes, transformation initiatives and technology investment opportunities.Build and maintain strong relationships with enterprise customers and key decision-makers.Identify opportunities within existing accounts for cross-selling, upselling and expansion.Principal & Vendor ManagementDevelop and manage business opportunities across key technology principalsBuild strong working relationships with principals, distributors and technology partners.Leverage vendor resources, programs and technical capabilities to support opportunity development.Proactively pursue opportunities even in competitive situations where multiple partners are engaged with the same principal or customer.Develop joint business opportunities and go-to-market initiatives with technology partners. Solution SellingUnderstand customer requirements across servers, storage, virtualization, HCI, cloud and data centre infrastructure.Identify opportunities to expand a customer's requirement from a single product into a broader solution architecture.Work with Presales and technical teams to design and position integrated infrastructure solutions.Translate technical capabilities into clear business value, commercial benefits and customer outcomes.Present solution proposals and business cases to technical and senior business stakeholders.Maintain a strong understanding of competing technologies and alternative solutions in the market.Account Planning & Revenue GrowthDevelop strategic account plans for key customers, including customer mapping, opportunity identification, whitespace analysis and revenue growth strategies.Understand customers' business direction, industry challenges, IT environment and future investment plans.Build account strategies that identify multiple opportunities across infrastructure, cloud and related technology solutions.Monitor pipeline development, sales forecasts, revenue targets and deal progression.Focus on both revenue growth and deal profitability/margin.Identify opportunities to increase JOS's share of wallet within strategic accounts.Sales & Deal ManagementWork closely with Account Managers to identify, qualify and develop opportunities.Collaborate with Presales teams to build technically and commercially compelling proposals.Take ownership of opportunities from initial engagement through qualification, solution development, negotiation and closure.Lead commercial discussions and negotiations with customers and partners.Develop business cases, proposals, quotations and presentations together with internal teams.Ensure opportunities are commercially viable and aligned with company profitability objectives.Maintain accurate sales forecasts and pipeline visibility. Senior Stakeholder EngagementEngage confidently with C-level executives, MDs, business leaders, IT decision-makers and infrastructure stakeholders.Understand the customer's business strategy and ask meaningful questions beyond technical requirements.Establish trusted-advisor relationships by connecting technology solutions to business objectives.Participate in strategic customer meetings, executive briefings and solution discussions.Key RequirementsBachelor’s degree in business, IT, Computer Science, Engineering or a related field.8+ years of experience in B2B technology sales/business development, preferably within enterprise infrastructure, data centre, cloud or related technology solutions.Strong experience in selling servers, storage, virtualization, HCI, cloud or data centre solutions.Proven track record in new business development and customer hunting.Experience managing enterprise/key accounts and developing strategic account plans.Strong understanding of solution selling and infrastructure architecture.Experience working with technology principals, distributors, system integrators or IT solution providers.Proven ability to work effectively with Account Managers, Presales, Technical Consultants and vendor teams.Strong commercial understanding of revenue, gross margin, profitability, pipeline and sales forecasting.Confident engaging with senior management and C-level stakeholders.Preferred ExperienceVMware / Virtualization, Hyperconverged Infrastructure (HCI), Hybrid Cloud / Cloud Infrastructure, Data Centre Infrastructure, Backup / Disaster Recovery, Enterprise Server & Storage Solution