Senior Business Development Manager - Corporate at LexisNexis South Africa

About the Role

• As a Senior Business Development Manager – Corporate, you'll provide commercial leadership across corporate accounts and sales teams. You'll drive revenue growth through new business acquisition, customer retention and account expansion, lead complex sales opportunities, build strategic customer relationships and coach sales professionals to strengthen commercial performance.
• This is a senior individual-contributor role with no direct people-management responsibilities.

Responsibilities

• Deliver commercial targets across new business acquisition, customer retention and account expansion.
• Lead complex, high-value sales opportunities, coordinate stakeholders and negotiate commercially sound outcomes.
• Build strategic relationships with corporate decision-makers and identify growth opportunities aligned with customer needs.
• Coach Account Managers and Business Development Managers on prospecting, discovery, qualification, value articulation, negotiation and closing.
• Strengthen pipeline creation, quality and progression, and support evidence-based forecasting and deal reviews.
• Prioritise coaching and deal support according to commercial opportunity, risk and seller development needs.
• Provide temporary commercial support where needed to maintain customer continuity and revenue delivery.
• Collaborate with Sales Operations, Product and other internal teams to resolve deal dependencies and deliver customer outcomes.
• Role-model ethical selling, share effective sales practices and comply with pricing, contracting and commercial governance requirements.

Requirements

• Extensive B2B sales experience with a proven record of new business acquisition, account growth and customer retention.
• Proven success leading or materially influencing complex, high-value, multi-stakeholder deals.
• Experience in technology, legal technology, enterprise software or information services.
• Strong opportunity qualification, pipeline management, forecasting, negotiation and closing skills.
• Ability to coach and influence sales professionals without formal authority, maintaining clear commercial standards.
• Sound commercial judgement, strong stakeholder engagement and clear communication.
• Strong customer focus, relevant sector and solution knowledge, and ethical selling practices.
• Ability to balance competing priorities, address commercial risks with accountability and share learning across sales teams.