Senior Business Development Manager – New Customer Acquisition Cape Town, South Africa | Posted on 04/05/2026 An exciting opportunity exists for a high-performing Senior Business Development Manager to drive aggressive new customer acquisition and business growth across South Africa’s Coastal Region. This is a strategic, senior-level “hunter” role focused on opening new client accounts (new logos) , building a strong pipeline, and closing high-value, multi-million-dollar IT services and digital transformation deals across key industries such as Retail, Consumer Goods, Manufacturing, Automotive, Mining, Insurance, and Transport. You will operate as a trusted advisor to executive stakeholders, leveraging deep industry insight and strong market connectivity to position innovative technology solutions that solve complex business challenges. Success in this role is measured by new business Total Contract Value (TCV) , pipeline strength , and sustainable revenue growth from newly acquired clients. Key Responsibilities New Business Acquisition Identify, target, and secure new enterprise clients across the Coastal Region Develop and execute sector-specific go-to-market strategies Drive expansion into priority industries including Retail, CPG, and Transport Build and maintain a strong, qualified pipeline (targeting 3–4× coverage of annual sales targets) Lead demand generation initiatives and strategic prospecting efforts Ensure disciplined pipeline tracking and deal progression End-to-End Sales Leadership Own the full sales lifecycle: from prospecting and discovery to deal closure Lead RFP/RFI responses, commercial structuring, and contract negotiations Deliver impactful presentations and articulate compelling value propositions Partner & Alliance Engagement Collaborate with global technology partners (e.g., SAP, Oracle, Microsoft, AWS, Google) Execute joint go-to-market initiatives and co-selling strategies Leverage partner ecosystems to unlock new opportunities Executive Relationship Management Build and maintain strong relationships with C-suite stakeholders Position yourself as a trusted advisor and strategic partner Lead value-driven conversations aligned to business outcomes Internal Collaboration Work closely with solution architects, pre-sales, delivery, and industry teams Ensure solutions are commercially viable and aligned to client needs Monitor industry trends, competitor activity, and emerging technologies Identify whitespace opportunities and refine sales strategies accordingly Reporting & Governance Maintain accurate CRM records and pipeline forecasts Provide regular insights to leadership on deal progress and performance Key Performance Indicators (KPIs) New Business TCV: Deliver multi-million USD annual sales targets Revenue Realisation: Convert new deals into sustainable revenue within 24 months New Logo Acquisition: Secure multiple new enterprise clients annually Partner-Driven Revenue: Drive co-sell opportunities through alliances Executive Engagement: Build and sustain C-level relationships Requirements Bachelor’s degree in Business, Engineering, or related field (MBA preferred) 10–15 years’ experience in IT services sales / business development Proven track record of winning new clients and closing large deals Strong experience in hunting roles and opening new markets Deep understanding of IT services, digital transformation, and outsourcing Industry exposure to Retail, CPG, Manufacturing, or Transport is advantageous Strong network within the South African business and technology ecosystem Sales Excellence: Strong deal structuring, negotiation, and closing capability Strategic Prospecting: Skilled in opening doors and building pipelines Consultative Selling: Ability to align technology solutions to business value Relationship Building: High emotional intelligence and stakeholder management Results-Driven: Self-motivated with strong ownership and resilience Analytical Thinking: Data-driven approach to sales strategy and forecasting Stakeholder Management External: C-level executives (CEO, CIO, CTO, CFO) Technology partners and alliance stakeholders Internal: Sales leadership and account teams Solution architects and delivery teams Finance, legal, and marketing functions Location & Travel Based in Cape Town or Johannesburg Frequent travel across Western Cape, Eastern Cape, and KwaZulu-Natal Occasional travel within Sub-Saharan Africa Valid driver’s license and passport required #J-18808-Ljbffr