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Altron Bytes Systems Integration (Altron BSI) is an end-to-end ICT service provider of consulting, implementation and outsourcing services, which are strategically aligned to fit for purpose, cost effective, and optimised for performance. We have a clear go-to-market in key industries covering: Financial Services; Telecommunications, Media & Entertain...
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Job Description
- We are looking for an experienced Cloud Business Development Manager – Google Cloud (GCP) to drive our business growth through strategic vendor alignment, GCP marketplace management, and sales enablement.
- The ideal candidate will play a pivotal role in aligning vendor strategies, developing business plans, executing go-to-market initiatives, and fostering collaboration between internal business units.
- This role requires deep expertise in GCP, a strong background in cloud sales, and the ability to manage both business operations and technical partnerships.
KEY RESPONSIBILITIES:
Vendor Strategy Alignment:
- Act as the primary point of contact for GCP vendor relationships.
- Align company objectives with GCP’s strategic goals, ensuring mutual growth and business development.
- Work closely with GCP Partner teams to drive co-selling, joint solutions, and funding opportunities.
- Foster long-term strategic relationships with GCP teams, keeping up with new services, programs, and incentives.
Business Planning & Execution:
- Develop and execute comprehensive business plans to drive cloud adoption and increase GCP revenue.
- Identify growth opportunities through market analysis, competitive insights, and industry trends.
- Work closely with finance and leadership teams to set quarterly and annual targets, ensuring alignment with company objectives.
- Lead the execution of the business plan, ensuring measurable outcomes and performance tracking.
Internal BU Alignment:
- Collaborate with internal Business Units (BUs) to align cloud services offerings and go-to-market (GTM) strategies.
- Ensure that cross-functional teams (sales, technical, marketing, and product) are aligned with GCP-related initiatives and objectives.
- Facilitate internal communication and knowledge sharing to maximize cloud service offerings across BUs.
GCP Marketplace Offer Creation and Management:
- Lead the creation and management of cloud solutions within the GCP Marketplace.
- Ensure smooth onboarding and listing of products in GCP Marketplace, optimizing offers for better customer reach.
- Monitor and optimize marketplace listings to drive traffic, visibility, and revenue growth.
- Manage pricing strategies and promotions to maximize sales and customer engagement.
Marketing Initiatives (Demand Generation & Vendor Events):
- Drive demand generation campaigns in collaboration with GCP and internal marketing teams.
- Organize and manage vendor-sponsored events, roundtables, webinars, and cloud summits to promote GCP services and solutions.
- Create targeted marketing campaigns focused on customer acquisition, awareness, and engagement in GCP services.
- Work with GCP and internal marketing teams to leverage MDF (Market Development Funds) for marketing initiatives.
Sales Enablement:
- Equip sales teams with the necessary tools, knowledge, and resources to effectively sell GCP services.
- Conduct regular training, workshops, and webinars for internal sales and technical teams.
- Develop and distribute sales enablement content, such as presentations, case studies, and whitepapers, to drive GCP cloud adoption.
- Partner with GCP sales teams to execute joint sales strategies, co-selling activities, and solution pitches.
Pipeline Management & Forecasting:
- Own the sales pipeline for GCP-related deals, ensuring accurate tracking and reporting of all opportunities.
- Work closely with sales teams to drive pipeline development and accelerate sales cycles.
- Provide detailed forecasts and insights to senior leadership, highlighting trends, risks, and opportunities within the pipeline.
- Maintain close alignment with GCP teams to manage joint opportunities and track co-selling efforts.
Consumption Management & Billing:
- Monitor and manage GCP consumption for clients, ensuring optimization of cloud resources and cost efficiency.
- Oversee client billing processes, ensuring accurate invoicing and reporting for GCP services.
- Provide clients with insights into their consumption patterns and recommend cost-saving strategies through GCP Reserved Instances, Savings Plans, and other pricing models.
- Manage GCP billing reconciliation and work with finance teams to ensure compliance with contractual agreements.
SOFT SKILLS:
- Strong customer service orientation and adaptability to changing customer needs.
- Excellent problem-solving and analytical skills.
- Strong communication and interpersonal skills.
- Ability to work effectively in a collaborative team environment.
- Project management skills and the ability to manage multiple priorities.
COMMUNICATIONS & WORKING RELATIONSHIPS:
Internal:
- Sales & Sales Solution Specialists
- Delivery
- Cloud team members
Reasons for Interaction:
- Supporting all sales stakeholders
- Working closely with delivery teams to ensure that the solution can be deployed and managed.
- Working closely with team members on creating and delivering Cloud based services and solutions
External:
Reasons for Interaction:
- Understanding and guiding customers to find the best solution for their pain points.
- Staying abreast of technology changes, updates and working closely with the vendor technical teams where required.
Key Qualifications
Educational Qualifications:
- Certification: GCP Foundational certification (critical), GCP Associate certification (preferable).
- Experience: 2+ years of experience in cloud business development, sales, or account management, with a focus on GCP.
- GCP Knowledge: In-depth understanding of GCP services, pricing models, and partner ecosystem.
- Vendor Management: Proven experience in managing vendor relationships, particularly with GCP or other major cloud providers.
- Business Acumen: Strong ability to develop and execute strategic business plans with measurable outcomes.
- Sales Enablement: Experience in enabling sales teams and driving revenue through cloud solutions.
- Market Expertise: Familiarity with GCP Marketplace and the process of creating, listing, and optimizing cloud offers.
- Communication Skills: Exceptional verbal and written communication skills, with the ability to influence both internal and external stakeholders.
- Analytical Skills: Strong analytical mindset with experience in pipeline management, forecasting, and consumption monitoring.
- Marketing Experience: Experience in demand generation, event planning, and leveraging MDF for cloud services marketing.
Behavioural Competencies
- The incumbent is required to have demonstrated the following competencies:
- Presentation skills (articulate the Cloud and vendor specific value proposition)
- GCP Certification (e.g., GCP Certified Solutions Architect, GCP Certified Cloud Practitioner).
- Experience working with or within the GCP Partner Network (APN).
- Familiarity with CRM tools (Dynamics 365, Salesforce, HubSpot) for pipeline management and forecasting.
- Knowledge of cloud billing models, financial forecasting, and consumption-based pricing strategies.
- Development and marketing of products and solutions (Marketplace)
Location and Travel
- The role is Johannesburg based (CPT will be an exception).
- Flexible but required to work in office at minimum twice a week.
Education
- National Certificate Level 4 (N4) / Grade 12 (Required)
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Job Description
- We are looking for an experienced Cloud Business Development Manager - AWS to drive our business growth through strategic vendor alignment, AWS marketplace management, and sales enablement.
- The ideal candidate will play a pivotal role in aligning vendor strategies, developing business plans, executing go-to-market initiatives, and fostering collaboration between internal business units.
- This role requires deep expertise in AWS, a strong background in cloud sales, and the ability to manage both business operations and technical partnerships.
- KEY RESPONSIBILITIES:
Vendor Strategy Alignment:
- Act as the primary point of contact for AWS vendor relationships.
- Align company objectives with AWS’s strategic goals, ensuring mutual growth and business development.
- Work closely with AWS Partner teams to drive co-selling, joint solutions, and funding opportunities.
- Foster long-term strategic relationships with AWS teams, keeping up with new services, programs, and incentives.
Business Planning & Execution:
- Develop and execute comprehensive business plans to drive cloud adoption and increase AWS revenue.
- Identify growth opportunities through market analysis, competitive insights, and industry trends.
- Work closely with finance and leadership teams to set quarterly and annual targets, ensuring alignment with company objectives.
- Lead the execution of the business plan, ensuring measurable outcomes and performance tracking.
Internal BU Alignment:
- Collaborate with internal Business Units (BUs) to align cloud services offerings and go-to-market (GTM) strategies.
- Ensure that cross-functional teams (sales, technical, marketing, and product) are aligned with AWS-related initiatives and objectives.
- Facilitate internal communication and knowledge sharing to maximize cloud service offerings across BUs.
AWS Marketplace Offer Creation and Management:
- Lead the creation and management of cloud solutions within the AWS Marketplace.
- Ensure smooth onboarding and listing of products in AWS Marketplace, optimizing offers for better customer reach.
- Monitor and optimize marketplace listings to drive traffic, visibility, and revenue growth.
- Manage pricing strategies and promotions to maximize sales and customer engagement.
Marketing Initiatives (Demand Generation & Vendor Events):
- Drive demand generation campaigns in collaboration with AWS and internal marketing teams.
- Organize and manage vendor-sponsored events, roundtables, webinars, and cloud summits to promote AWS services and solutions.
- Create targeted marketing campaigns focused on customer acquisition, awareness, and engagement in AWS services.
- Work with AWS and internal marketing teams to leverage MDF (Market Development Funds) for marketing initiatives.
Sales Enablement:
- Equip sales teams with the necessary tools, knowledge, and resources to effectively sell AWS services.
- Conduct regular training, workshops, and webinars for internal sales and technical teams.
- Develop and distribute sales enablement content, such as presentations, case studies, and whitepapers, to drive AWS cloud adoption.
- Partner with AWS sales teams to execute joint sales strategies, co-selling activities, and solution pitches.
Pipeline Management & Forecasting:
- Own the sales pipeline for AWS-related deals, ensuring accurate tracking and reporting of all opportunities.
- Work closely with sales teams to drive pipeline development and accelerate sales cycles.
- Provide detailed forecasts and insights to senior leadership, highlighting trends, risks, and opportunities within the pipeline.
- Maintain close alignment with AWS teams to manage joint opportunities and track co-selling efforts.
Consumption Management & Billing:
- Monitor and manage AWS consumption for clients, ensuring optimization of cloud resources and cost efficiency.
- Oversee client billing processes, ensuring accurate invoicing and reporting for AWS services.
- Provide clients with insights into their consumption patterns and recommend cost-saving strategies through AWS Reserved Instances, Savings Plans, and other pricing models.
- Manage AWS billing reconciliation and work with finance teams to ensure compliance with contractual agreements.
SOFT SKILLS:
- Strong customer service orientation and adaptability to changing customer needs.
- Excellent problem-solving and analytical skills.
- Strong communication and interpersonal skills.
- Ability to work effectively in a collaborative team environment.
- Project management skills and the ability to manage multiple priorities.
COMMUNICATIONS & WORKING RELATIONSHIPS:
Internal:
- Sales & Sales Solution Specialists
- Delivery
- Cloud team members
Reasons for Interaction:
- Supporting all sales stakeholders
- Working closely with delivery teams to ensure that the solution can be deployed and managed.
- Working closely with team members on creating and delivering Cloud based services and solutions
External:
- Customers
- Vendors
- Reasons for Interaction:
- Understanding and guiding customers to find the best solution for their pain points.
- Staying abreast of technology changes, updates and working closely with the vendor technical teams where required.
Key Qualifications
Educational Qualifications:
- Certification: AWS Cloud Practitioner (critical), AWS Certified Solutions Architect (preferable).
- Experience: 2+ years of experience in cloud business development, sales, or account management, with a focus on AWS.
- AWS Knowledge: In-depth understanding of AWS services, pricing models, and partner ecosystem.
- Vendor Management: Proven experience in managing vendor relationships, particularly with AWS or other major cloud providers.
- Business Acumen: Strong ability to develop and execute strategic business plans with measurable outcomes.
- Sales Enablement: Experience in enabling sales teams and driving revenue through cloud solutions.
- Market Expertise: Familiarity with AWS Marketplace and the process of creating, listing, and optimizing cloud offers.
- Communication Skills: Exceptional verbal and written communication skills, with the ability to influence both internal and external stakeholders.
- Analytical Skills: Strong analytical mindset with experience in pipeline management, forecasting, and consumption monitoring.
- Marketing Experience: Experience in demand generation, event planning, and leveraging MDF for cloud services marketing.
Behavioral Competencies
The incumbent is required to have demonstrated the following competencies:
- Presentation skills (articulate the Cloud and vendor specific value proposition)
- AWS Certification (e.g., AWS Certified Solutions Architect, AWS Certified Cloud Practitioner).
- Experience working with or within the AWS Partner Network (APN).
- Familiarity with CRM tools (Dynamics 365, Salesforce, HubSpot) for pipeline management and forecasting.
- Knowledge of cloud billing models, financial forecasting, and consumption-based pricing strategies.
- Development and marketing of products and solutions (Marketplace)
Education
- National Certificate Level 4 (N4) / Grade 12 (Required)
go to method of application »
Job Description
Job Function:
- Provide operational support on ADB business applications in a production environment
- Provide analysis of failures and trends on ADB applications
Responsibilities:
- On line monitoring, administration and support of ADB applications running on Windows, Linux, Oracle on-premises and cloud based platforms
- Provide operational & business support for various on premises and cloud based ADB applications to ensure service is provided within customer Service Level Agreements
- Monitor, log, investigate and resolve failures on transaction processing applications
- Liaise with and provide assistance to customer representatives during problem resolution
- Ensure that verbal and written reports of application investigations and resolutions are accurate and clear before presentation to the customer
- Perform scheduled daily, weekly monthly support tasks
- Perform investigations on application support techniques to continually improve operational support and simplify achievement of customer SLAs
- Perform proactive analysis of failures and trends on ADB applications and data to improve service levels
- Conduct routine maintenance, upgrades and deployment of ADB applications
- Provide assistance and training to ADB support team members
- Provide application performance information and participate in periodic support compliance audits
- Perform after hours standby support on ADB applications running in a production environment
- Comply with the business footprint shift requirements of the ADB support team
Education Required:
- 3 Year tertiary qualification or a relevant IT qualification
Experience Required:
- 2 years + application support engineer experience
Essential Competencies:
- Knowledge of the disciplines in an application support environment, incident handling, change management, problem management etc.
- Problem solving exposure at application and business transaction level using application log files and SQL database queries
- Commitment to performing routine as well as investigation/analysis work tasks
- Ability to solve medium to high complexity problems
- Understand and help to develop the support team technical competency
- Self-motivated, proactive, taking ownership of problems until they are resolved
- Mature person with the sense of responsibility to do after hours shifts and standby
Advantageous Competencies:
- Good oral and written communication skills
- Good customer relationship skills
- Quick learner (short initial ramp up period)
- AWS certification
Additional Requirements:
- Comfortable with working in the customer domain
- Adjust to the needs of a flexible working environment
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Job Description
- We are looking for a Junior Rework Technician who will be responsible for performing onsite hardware, software and peripheral updates and repairs in an organisation. Responsible for troubleshooting and repairs of computer systems and peripheral equipment located throughout the organisation. May include LAN installations, upgrades and repairs. May maintain an adequate spare parts inventory of systems, subsystems and component parts used in repair work. Prepares progress reports for all work performed. Assess, repair and maintain ICT finance products and equipment to ensure optimal operating levels.
Key Responsibilities:
- Achieve personal production targets in line with Service Level Agreements while maintaining the required repair quality standards
- Responsible for fault finding, repair and service of desktops and ICT equipment.
- Reduce backlog within acceptable parameters.
- Adhere to workshop maintenance and safety regulations to ensure a clean and healthy environment according to company policies, procedure and ISO standards.
- Ensure that operating supplies and parts are ordered and posted accurately and booked according to the correct timeframes.
Qualifications, Skills and Knowledge:
- Matric or other equivalent qualification preferable
- S3 or N4 Electrical Engineering qualification
- A+ Qualification
- 1 years’ experience in technical repairs in an IT environment
- Maintaining and repairing ICT hardware
- Component level repairs
- Troubleshooting
- Technical Skills
- Dexterity
- Product Knowledge
- Problem solving and diagnostic skills
- Soldering skills
Education
- National Certificate Level 4 (N4) / Grade 12 (Required)
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Job Description
- This is a primarily a sales function within the Altron Digital Business Data Practice, selling world class partner solutions such as Teradata and Informatica into existing and new customers.
- The Sales Specialist is responsible for effectively constructing and executing the sales process as well as managing new business development in the Territory. The role is responsible for maintaining, communicating and executing the sales plan for the Territory across the broader team.
- This is a primary selling role that covers support and growth of existing Customers and new Customer acquisition.
INTRODUCTION TO THE ROLE:
- Altron Digital Business (ADB) seeks to appoint a key team member to assist in building on the successes of the existing sales team, with the aim of expanding its footprint and driving further growth and success.
- A well-established local team of consultants works closely within the account team to generate significant and sustainable consulting services revenues, and to develop strategic initiatives that exploit the value and capabilities of an ever-expanding Data platforms, Data management and Analytics Eco-system environment. Our world class partnerships within these capabilities include Teradata and Informatica.
- The key to success in this role is understanding the challenges and future direction of the industry segments, how these challenges apply to our customers and the value achieved for the customer in solving the challenges through solutions from ADB Data and Analytics partners. It is also key to be able to help the customer develop the business case by focusing on value creation.
KEY AREAS OF RESPONSIBILITY:
- Results and Growth
- ACV and ARR Growth goal attainment
- Identify and map potential customer challenges/needs, to our product offering
- Strategic Prospecting
- Continuously research the relevant industry segment to be able to develop the value propositions for our solutions
- Utilise a structured approach and qualification tools for identifying and measuring the quality of potential new business initiatives
- Develop an understanding of political relationships and their impact on buying behaviors within the account(s) to determine appropriate sales approaches for each level within the organisation
- Develop a competitive sales strategy that anticipates competitor actions and places ADB Data and Analytics as the best in the market to meet customers tactical and strategic objectives
- Sales call execution
- Effectively advise and influence the customer especially within the development of business needs, decision criteria, and creation of an ROI framework, through consultative selling techniques and relevant marketing/sales campaigns
- Execute high-quality one on one discussions utilising advanced questioning and influencing skills with customer non-IT business leaders, with the objective to influence the corporate strategy regarding the use of Data and Analytics
- Execute high-quality one on one discussions utilising advanced questioning and influencing skills with IT / CIO level managers
- Before any sales call, plan for key outcomes and next steps that the customer will commit to performing after the sales call (advances)
- Presenting high quality, professional presentations, and proposal materials
- Account planning
- Capture information in a constantly maintained Account Plan in accordance with the established Account Plan standard
- Continuously engage the extended sales team in account planning and execution
- Effectively utilise resources as required to best exploit available opportunities
- Reporting, Administration and Training
- Complete, lock-off and submit a monthly outlook as required based on the Altron fiscal calendar
- Update pipeline-management system tool at least weekly to maintain accurate opportunity forecast
- Complete all assigned training within the timeframes allotted
- Account and Opportunity Management
- Maintain the Account Plan in accordance with the established Account Plan standard
- Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of Early in the pipeline Opportunity reviews, the use of the Opportunity Analysis System, and the Bid Review Process
- Work through the sales process with key players in a timely manner to minimize issues in the close of an order and ensure Altron and customer objectives are met in the agreed timeframe
- Continuously develop the account to ensure repeat business combined with a proactive focus on developing new business opportunities
Education & Experience Requirements
Formal qualification:
- Bachelor’s degree in a computer science/business or equivalent industry experience
Work Experience:
- 8 years Solutions Sales experience
The ideal candidate will have:
- Previous experience in the Financial, Telco, Healthcare and Retail Industries
- Demonstrated results - please outline your quotas / achievements in your application
- Experience in both Account Management and growth in large accounts and New Customer wins
- Experience in selling complex technology solutions. E.g., SaaS, Data & Analytics solutions, ERP, software, professional services, and technical services
- Selling Experience:
- Understanding of and success in a sales environment that requires the creation of capital expenditure plans and budgets
- Demonstrated success in value-linking and demand creation
- Proven customer relationship skills, with experience in interfacing with customers, at Executive/Director level in both business and technology, on a regular basis
- Proven ability in solutions sales environment
- Demonstrated success in proactively prospecting into existing accounts
- Demonstrated success in selling cloud offering
- Planning Experience:
- Strategic planning skills
- Experience in developing and executing structured account plans for large, complex accounts and maintaining year-on-year growth
- Ability to lead complex proposals
- Proven ability to deliver against demanding targets
COMPETENCIES/PERSONAL ATTRIBUTES:
Skills:
- Account Planning and execution
- Excellent presentation, communication, and interpersonal skills
- Understanding and current use of a consultative questioning model. For example, SPIN selling or Challenger
- Competence in professional consultative selling skills such as SPIN questioning.
- Ability:
- Ability to build trusted relationships with customers that assist with the positioning of ADB Data and Analytics products and solutions
- Ability to transform strategy into results
- Ability to work in a rapidly changing, ambiguous and often pressure-filled environment
- Ability to influence, coach and motivate others and promote teamwork
- Candour - the ability to have open and effective business conversations with customer senior leaders
- Confidence - the ability to influence others through candidate’s demeanor and professionalism
- Ability to build trusted relationships with customers that assist with the positioning of Data and Analytics products and solutions
- Personal Attributes:
- High level of personal integrity
- Customer-focused
- Result oriented
- Innovative and resourceful
- Self-motivated and competitively driven
- High degree of energy and initiative
- Resilient and focused
- High degree of empathy and emotional intelligence
Education
- National Diploma (Required)
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Job Description
- To build strong and scalable relationships with key industry players, to attract new customers, generate leads, opportunities and ultimately coordinate collaborative sales efforts across functions in support of overall business growth within the Retail industry. Responsible for developing sales of company products to a number of designated accounts or assigned product lines. Expected to contribute to company's sales revenue and may operate nationally. Negotiates at high level, usually within defined limits of discretion.
KEY RESPONSIBILITIES:
CONDUCT ONGOING SECTOR / INDUSTRY AND PROSPECTIVE CUSTOMER RELATIONSHIP MANAGEMENT TO CREATE DEMAND:
- Manage Retail sales accounts and customer relationships in collaboration with Key Account Managers, Sales teams, Sales Enablement, SDM and Transformation & Enablement teams.
- Build and retain strong and scalable inter-personal relationships with key industry players, partners, suppliers and prospective customers;
- Understand current and future customer requirements, and appropriate solutions and value proposition to generate pipeline of sales opportunities at each customer and prepare and present customers with proposals (drawing on Sales Enablement where necessary for support)
- Keep abreast of sector / industry changes, and actively explore networking opportunities such as conferences, thought leadership forums etc.;
- Attract new relationships with new customers by directing and supporting collaborative sales efforts to grow one or more assigned solution;
- Understand the business roadmap and requirements for potential customers;
- Collaborate with Altron MS and Altron solution providers to leverage opportunities in the verticals to create demand and customer stickiness
- Actively drive and follow through on qualified opportunities;
- Establish ongoing productive and professional relationships with key personnel in assigned new customer accounts; and
- Provide continuous, accurate and consistent feedback to prospective customers.
ATTRACT NEW CUSTOMERS / ACCOUNTS IN ORDER TO GROW THE BUSINESS:
- Ensure a clear understanding and interpretation of the Altron Managed Solutions solution portfolio;
- Lead demand-generating marketing and sales activities in the assigned market for the assigned solution;
- Collate detail on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks;
- Track and report on opportunities. Convert sales opportunities to wins and invoice.
- Track billing and survey customer satisfaction
- Liaise with internal solution crafters and developers on new solutions and customer requirements to drive Lead / Opportunity Conversion Rate;
- Participate in the design and development of new solutions to grow the business;
- Collaborate closely with the relevant LOB Financial Executive, Bid Manager, Contracts Manager and supporting team members to deliver bids / proposals / quotes for the customer; and
- Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development.
- Source and distribute relevant thought leadership and marketing material to customers.
- Support, adhere to and leverage the internal Altron bid management process.
ACCOUNTABILITY
- Revenue under management
- Budgets and Forecasting under management
COMMUNICATIONS & WORKING RELATIONSHIPS:
Internal:
- All internal staff
- Reasons for Interaction:
- Customer Service Satisfaction
- Service Delivery
- Customer escalations
- External:
- Suppliers
- Reasons for Interaction:
- Service Delivery
QUALIFICATIONS, EXPERIENCE, & SKILLS:
Educational Qualifications:
- Relevant Masters/Bachelor degree in IT or equivalent
Years of Experience:
- At least 7 years Business Development and Solution Sales experience within the Financial/Retail environment
Other requirements:
- Development and Solution Sales experience within the Retail environment
- A very strong customer orientated approach with a delivery bias;
- Ability to prioritise and allocate resource/effort appropriate;
- Proven track record in attracting, leading and closing major deals;
- Knowledge of key industry / solution players; and sound knowledge business and industry standards ;
- An understanding of the purpose and composition of Service Level Agreements; Financial acumen;
- Business acumen and excellent verbal and written communication skills;
- Strong intra-personal relationship management skills;
- Computer Literacy with very strong PowerPoint, Word, Outlook & Advanced Excel skills;
- Proposals/Report writing and strong presentation skills; Flexibility and adaptability (responsive to the external environment and customer requirements)
- Internal and external brand orientation
Behavioural Competencies:
- The incumbent is required to have demonstrated the following competencies:
- Business Acumen
- Strategic Execution
- Customer Service Oriented
- Accountability,
- Collaboration, negotiation and networking
- Decision making
- Result and achievement orientated
- Conflict Management
- Analytical
- Managing Risks
- Attitude and behaviour:
- Flexibility and adaptability (responsive to changes in customer requirements)
- Results and Achievement Orientated
- Drive commitment to accuracy and quality
- Problem Solving
- Communication
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Job Description
- We are looking for an experienced Cloud Business Development Manager – Huawei Cloud (HC) to drive our business growth through strategic vendor alignment, HC marketplace management, and sales enablement.
- The ideal candidate will play a pivotal role in aligning vendor strategies, developing business plans, executing go-to-market initiatives, and fostering collaboration between internal business units.
- This role requires deep expertise in HC, a strong background in cloud sales, and the ability to manage both business operations and technical partnerships.
KEY RESPONSIBILITIES:
Vendor Strategy Alignment:
- Act as the primary point of contact for HC vendor relationships.
- Align company objectives with HC’s strategic goals, ensuring mutual growth and business development.
- Work closely with HC Partner teams to drive co-selling, joint solutions, and funding opportunities.
- Foster long-term strategic relationships with HC teams, keeping up with new services, programs, and incentives.
Business Planning & Execution:
- Develop and execute comprehensive business plans to drive cloud adoption and increase HC revenue.
- Identify growth opportunities through market analysis, competitive insights, and industry trends.
- Work closely with finance and leadership teams to set quarterly and annual targets, ensuring alignment with company objectives.
- Lead the execution of the business plan, ensuring measurable outcomes and performance tracking.
Internal BU Alignment:
- Collaborate with internal Business Units (BUs) to align cloud services offerings and go-to-market (GTM) strategies.
- Ensure that cross-functional teams (sales, technical, marketing, and product) are aligned with HC-related initiatives and objectives.
- Facilitate internal communication and knowledge sharing to maximize cloud service offerings across BUs.
HC Marketplace Offer Creation and Management:
- Lead the creation and management of cloud solutions within the HC Marketplace.
- Ensure smooth onboarding and listing of products in HC Marketplace, optimizing offers for better customer reach.
- Monitor and optimize marketplace listings to drive traffic, visibility, and revenue growth.
- Manage pricing strategies and promotions to maximize sales and customer engagement.
Marketing Initiatives (Demand Generation & Vendor Events):
- Drive demand generation campaigns in collaboration with HC and internal marketing teams.
- Organize and manage vendor-sponsored events, roundtables, webinars, and cloud summits to promote HC services and solutions.
- Create targeted marketing campaigns focused on customer acquisition, awareness, and engagement in HC services.
- Work with HC and internal marketing teams to leverage MDF (Market Development Funds) for marketing initiatives.
Sales Enablement:
- Equip sales teams with the necessary tools, knowledge, and resources to effectively sell HC services.
- Conduct regular training, workshops, and webinars for internal sales and technical teams.
- Develop and distribute sales enablement content, such as presentations, case studies, and whitepapers, to drive HC cloud adoption.
- Partner with HC sales teams to execute joint sales strategies, co-selling activities, and solution pitches.
Pipeline Management & Forecasting:
- Own the sales pipeline for HC-related deals, ensuring accurate tracking and reporting of all opportunities.
- Work closely with sales teams to drive pipeline development and accelerate sales cycles.
- Provide detailed forecasts and insights to senior leadership, highlighting trends, risks, and opportunities within the pipeline.
- Maintain close alignment with HC teams to manage joint opportunities and track co-selling efforts.
Consumption Management & Billing:
- Monitor and manage HC consumption for clients, ensuring optimization of cloud resources and cost efficiency.
- Oversee client billing processes, ensuring accurate invoicing and reporting for HC services.
- Provide clients with insights into their consumption patterns and recommend cost-saving strategies through HC Reserved Instances, Savings Plans, and other pricing models.
- Manage HC billing reconciliation and work with finance teams to ensure compliance with contractual agreements.
SOFT SKILLS:
- Strong customer service orientation and adaptability to changing customer needs.
- Excellent problem-solving and analytical skills.
- Strong communication and interpersonal skills.
- Ability to work effectively in a collaborative team environment.
- Project management skills and the ability to manage multiple priorities.
COMMUNICATIONS & WORKING RELATIONSHIPS:
- Internal:
- Sales & Sales Solution Specialists
- Delivery
- Cloud team members
- Reasons for Interaction:
- Supporting all sales stakeholders
- Working closely with delivery teams to ensure that the solution can be deployed and managed.
- Working closely with team members on creating and delivering Cloud based services and solutions
- External:
- Customers
- Vendors
- Reasons for Interaction:
- Understanding and guiding customers to find the best solution for their pain points.
- Staying abreast of technology changes, updates and working closely with the vendor technical teams where required.
Key Qualifications
Educational Qualifications:
- Certification: Huawei Certified ICT Associate (HCIA) (critical), Huawei Certified ICT Professional (HCIP) (preferable).
- Experience: 2+ years of experience in cloud business development, sales, or account management, with a focus on HC.
- HC Knowledge: In-depth understanding of HC services, pricing models, and partner ecosystem.
- Vendor Management: Proven experience in managing vendor relationships, particularly with HC or other major cloud providers.
- Business Acumen: Strong ability to develop and execute strategic business plans with measurable outcomes.
- Sales Enablement: Experience in enabling sales teams and driving revenue through cloud solutions.
- Market Expertise: Familiarity with HC Marketplace and the process of creating, listing, and optimizing cloud offers.
- Communication Skills: Exceptional verbal and written communication skills, with the ability to influence both internal and external stakeholders.
- Analytical Skills: Strong analytical mindset with experience in pipeline management, forecasting, and consumption monitoring.
- Marketing Experience: Experience in demand generation, event planning, and leveraging MDF for cloud services marketing.
Behavioral Competencies
- The incumbent is required to have demonstrated the following competencies:
- Presentation skills (articulate the Cloud and vendor specific value proposition)
- HC Certification (e.g., HC Certified Solutions Architect, HC Certified Cloud Practitioner).
- Experience working with or within the HC Partner Network (APN).
- Familiarity with CRM tools (Dynamics 365, Salesforce, HubSpot) for pipeline management and forecasting.
- Knowledge of cloud billing models, financial forecasting, and consumption-based pricing strategies.
- Development and marketing of products and solutions (Marketplace)
Method of Application
Use the link(s) below to apply on company website.
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