Business Development Specialist (Cybersecurity & Encryption Solutions)
Sales/Account Mng
Johannesburg – Gauteng – South Africa
Business Development Specialist (Cybersecurity & Encryption Solutions)
Salary: R840,000 to R860,000 TCOE per annum, plus commission
Area: Sandton, Johannesburg
Type: Onsite | Permanent
Summary of the Role
A growing specialist sales team is looking for an experienced Business Development Specialist to help expand its customer base, grow key accounts and develop new commercial opportunities.
This is a newly created position within an expanding Crypto sales team. It offers the opportunity to take ownership of the full business development process, from identifying opportunities and opening doors to building relationships, presenting solutions, negotiating and closing business.
The role will suit someone who is commercially sharp, comfortable working independently and able to turn technical solutions into clear business value. You will work with senior decision-makers across mid-tier and enterprise organisations, building relationships that support both immediate sales opportunities and long-term account growth.
You do not need to be the deepest technical specialist in the room, but you should be comfortable discussing technology with customers and technical teams. Experience in ICT or cybersecurity is highly advantageous, with exposure to PKI, encryption solutions and Hardware Security Modules (HSMs) particularly valuable.
Responsibilities
- Own and deliver against an individual sales target across direct and reseller opportunities.
- Develop new business by identifying prospective customers, understanding their challenges and opening commercial conversations.
- Grow existing accounts through cross-selling, upselling and identifying new areas where the wider solution portfolio can add value.
- Build relationships with stakeholders across procurement, technical, operational and executive teams.
- Manage opportunities through the full sales cycle, from initial engagement and qualification through to close and invoicing.
- Develop account plans that support customer retention, revenue growth and future sales opportunities.
- Research customers, competitors and market developments to identify where new opportunities may exist.
- Generate leads through your own network as well as relationships with customers, colleagues, partners and vendors.
- Deliver tailored presentations and confidently explain the commercial case behind proposed solutions.
- Prepare proposals and coordinate input from technical teams, vendors, project teams and other stakeholders.
- Respond to tenders, RFQs and RFPs and contribute to Statements of Work where required.
- Maintain accurate sales activity, pipeline and forecasting information within HubSpot CRM.
- Track purchase orders, invoices and other commercial documentation through to completion.
- Provide accurate sales forecasts and participate in weekly, monthly and quarterly sales reviews.
- Work closely with technical pre-sales and product specialists, helping them contribute effectively during customer engagements.
- Represent the business at relevant customer and industry events.
- Keep your product knowledge current through ongoing training, certifications and self-directed learning.
Requirements
- Grade 12 is required.
- A tertiary qualification in Business Administration, Sales, IT or Marketing would be advantageous.
- At least 5 years of B2B sales experience, ideally selling complex products or solutions to senior managers and executives within mid-tier or enterprise organisations.
- A proven record of achieving defined sales targets.
- Experience in ICT or cybersecurity would be a strong advantage.
- A solid understanding of sales processes and the ability to manage opportunities through a complete sales cycle.
- Strong commercial judgement, negotiation and relationship-building skills.
- Excellent written, verbal and presentation skills.
- A high-level understanding of IT and technology concepts.
- Exposure to PKI, encryption technologies or HSMs would be advantageous.
- Working knowledge of Microsoft Word, Excel, Outlook and PowerPoint.
- Strong attention to detail without losing sight of the wider commercial objective.
You will be particularly well suited to this role if you take ownership rather than waiting for direction. The team is looking for someone who is resourceful, comfortable with change and able to work through uncertainty using the information and people available to them. You should be receptive to feedback, willing to adapt your approach and confident enough to solve problems independently while knowing when to bring others into the conversation.
If you are an experienced B2B salesperson who enjoys developing new business, building lasting customer relationships and selling technology through a strong commercial lens, we would like to hear from you. Apply now to join a growing specialist sales team and take ownership of a newly created role with significant scope to make an impact.