Business Development Manager – Private Sector at SurTech Group of Companies

Job Description:

• SurTech Solutions is the sole South African reseller of Diligent One, a world-class Governance, Risk and Compliance (GRC) software solution trusted by 89% of the Fortune 500.
• We're looking for an experienced, high-performing Business Development Manager to grow our private sector territory. You will build a qualified new business pipeline, lead complex enterprise sales cycles, and close deals that help JSE-listed corporates, financial services and other regulated businesses strengthen governance, risk management and compliance.
• This is a role for someone who is hungry for success, thrives on winning, and wants to build a career at the forefront of enterprise GRC sales in South Africa.

Location: Remote

Reason for vacancy: Growth

• Reporting to: Head of Sales
• Management level of role: This is not a management role
• Working environment & travel: Exceptionally busy, team-orientated environment. This role will require some travel nationally. A valid driver's license and own transport are essential (Hybrid)
• Working hours: 07h30 – 16h00 or 08h00 to 16h30 or 08h30 to 17h00

Key deliverables

• Generate and grow a qualified new business pipeline across the South African private sector (JSE-listed corporates, financial services, insurance and other regulated industries) through prospecting, approved partners and proven enterprise sales techniques.
• Apply strategic, proven sales methodologies to convert new business opportunities into closed enterprise software sales, in line with agreed revenue targets.
• Lead the preparation of business cases, proposals, RFP/RFI responses, presentations and sales contracts, working closely with SurTech's bid, legal and technical teams to meet demanding client deadlines.
• Provide accurate, timely sales status reporting covering activities, follow-ups, closed deals and progress against target.
• Maintain accurate, up-to-date pipeline and forecast information in the CRM system (Zoho), ensuring reliable visibility for sales leadership.
• Continuously build your GRC and private sector industry knowledge to educate customers and create awareness of governance, risk and compliance best practice.
• Develop and maintain deep product knowledge of the Diligent One GRC solution and confidently articulate its unique value to prospective clients.
• Build and maintain senior-level relationships with key private sector decision-makers and influencers (CFOs, Chief Risk Officers, Chief Audit Executives, Company Secretaries, CIOs and Audit Committee Chairs etc.) across JSE-listed corporates, financial services, insurance and other regulated organisations.
• Represent SurTech and the Diligent One GRC solution at relevant private sector industry events, conferences and networking forums to build brand visibility and generate new business leads.
• Maintain up-to-date knowledge of the competitive GRC landscape and clearly articulate SurTech's differentiated value proposition against competing solutions.

Technical knowledge, skills & abilities

• Demonstrated track-record in over-achieving challenging targets within an enterprise software solution sales role.
• Solid understanding of the full enterprise SaaS sales cycle, from lead generation and qualification through to contract close and handover to customer success.
• Working knowledge of corporate governance and compliance frameworks relevant to the South African private sector is advantageous.
• Confident, accurate use of CRM systems (Zoho or similar) for pipeline management and forecasting.

Behavioural, soft competencies & skills

• Target-driven, dynamic and confident.
• Excellent interpersonal, relationship-building and networking skills.
• Ability to confidently communicate with the C-suite and other senior executives.
• Proven ability to meet deadlines and thrive under pressure.
• Ability to multi-task and work across multiple projects and clients, without dropping-the-ball.
• Well-spoken and presentable with exceptional presentation skills.
• High level of personal integrity and ethical conduct, given the corporate governance and compliance standards expected in regulated private sector environments.
• Resilience and patience to manage long, multi-stakeholder enterprise sales cycles.

Education & qualifications

• Matric certificate.
• Completed Business Degree / similar is highly preferable.

Details of experience

• At least 5 years proven experience in a software solution sales role with targets consistently achieved (must currently be working in a similar role).
• Experience selling GRC, audit, risk or compliance software solutions is highly advantageous.
• Existing network of relationships within JSE-listed corporates, financial services or insurance is highly advantageous.
• What would make the applicant successful in the role?
• Strong interpersonal and stakeholder-management skills.
• Self-motivated, collaborative team player who takes ownership.
• A genuine, inherent desire to succeed and to exceed the goals and targets you and the business set together.
• Driven, resilient and hungry for success.
• Can name more than three Star Wars characters.