The Role
Drive new client acquisition and revenue growth for B2B SaaS/technology clients by managing the full sales lifecycle, expanding strategic accounts, building partnerships, and ensuring CRM pipeline integrity. Collaborate with consulting and delivery teams to design and present solutions that deliver business value and support market expansion initiatives.
Summary Generated by Built In
Department: Commercial
Employment Type: Full-Time
Role Purpose
The Business Development Manager will be responsible for driving business growth through new client acquisition, strategic account development, partnership management, and revenue expansion opportunities.
The successful candidate will play a key role in identifying new business opportunities, building strong client relationships, promoting the Infolytics service portfolio, and contributing to the company's long-term growth strategy.
This role is ideal for a commercially minded professional with experience in B2B technology, SaaS, consulting, or professional services sales.
Key Responsibilities
1. Business Development and New Client Acquisition
- Identify, prospect, and engage potential clients across target industries.
- Develop and execute business development strategies to generate qualified sales opportunities.
- Conduct discovery sessions, solution presentations, and client meetings.
- Manage opportunities through the full sales lifecycle, from prospecting to closure.
- Build and maintain a healthy sales pipeline.
2. Account Growth and Relationship Management
- Build strong, long-term relationships with clients and key stakeholders.
- Identify opportunities to expand existing client accounts through additional products and services.
- Act as a trusted advisor, ensuring clients derive maximum value from solutions implemented.
- Support client retention and long-term account growth initiatives.
3. Solution Consulting and Client Engagement
- Understand client business challenges, objectives, and operational requirements.
- Collaborate with consulting and implementation teams to develop suitable solutions.
- Present and position solutions in a way that clearly demonstrates business value.
- Assist clients in identifying opportunities for digital transformation and process improvement.
4. Strategic Partnerships and Market Development
- Develop and maintain strategic partnerships that contribute to business growth.
- Represent Infolytics at industry events, networking forums, and business engagements.
- Identify emerging market opportunities and industry trends.
- Contribute to market expansion initiatives and commercial growth strategies.
5. Sales Administration and CRM Management
- Maintain accurate and up-to-date client, lead, and opportunity records within the CRM.
- Ensure all sales activities, communications, and engagements are properly documented.
- Prepare proposals, quotations, presentations, and other sales documentation.
- Provide regular sales pipeline updates and activity reports.
6. Collaboration and Internal Engagement
- Work closely with consulting, implementation, support, and finance teams.
- Support smooth transitions from sales to project delivery.
- Contribute to continuous improvement of sales processes, client engagement practices, and commercial initiatives.
Key Performance Areas
- New Business Development
- Revenue Growth and Commercial Performance
- Strategic Account Development
- Client Relationship Management
- Pipeline Management
- CRM Compliance and Data Integrity
- Partnership Development
- Market Expansion and Brand Representation
Requirements
Core Competencies
1. Business Development and Sales
- Strong prospecting, networking, negotiation, and closing skills.
- Ability to identify and pursue growth opportunities.
- Results-oriented with a strong commercial mindset.
2. Consultative Selling
- Ability to understand client requirements and align suitable solutions.
- Skilled in conducting discovery sessions, presentations, and solution demonstrations.
3. Relationship Management
- Strong interpersonal skills with the ability to build trust and credibility.
- Ability to engage effectively with decision-makers and senior stakeholders.
4. Communication and Presentation
- Excellent verbal and written communication skills.
- Strong presentation, proposal-writing, and facilitation abilities.
5. Strategic Thinking
- Ability to identify trends, opportunities, and potential risks.
- Strong business acumen and commercial awareness.
6. Planning and Organisation
- Strong time management and prioritisation skills.
- Ability to manage multiple opportunities and deadlines simultaneously.
7. Professionalism and Integrity
- High levels of accountability, professionalism, and ethical conduct.
- Commitment to delivering exceptional client experiences.
Qualifications and Experience
Minimum Requirements
- Bachelor's Degree in Business, Commerce, Marketing, Business Management, Information Systems, or a related field.
- Minimum five (5) years of experience in Business Development, B2B Sales, SaaS Sales, Technology Sales, Consulting Sales, or Professional Services Sales.
- Proven history of achieving sales targets and generating revenue growth within a B2B sales environment.
- Experience managing the full sales lifecycle from lead generation through to deal closure.
- Experience working with CRM platforms and maintaining accurate sales records.
Advantageous
- Experience selling business software, cloud solutions, CRM platforms, ERP systems, or consulting services.
- Zoho certifications or experience working within the Zoho ecosystem.
- Experience selling digital transformation, automation, analytics, or business process improvement solutions.
Recruitment and Selection Process
Shortlisted candidates may be required to participate in a practical sales assessment and provide evidence of previous sales performance.
This may include:
- Previous sales achievements and performance records.
- Sales references from previous employers.
- Evidence of revenue contribution or target attainment.
- Commission earnings history (where applicable and subject to confidentiality considerations).
The purpose of this process is to assess the candidate's ability to consistently generate business and achieve commercial objectives.
Probation and Performance Expectations
The successful candidate will be subject to a six-month probation period.
During probation, performance will be assessed against agreed objectives, including:
- Business development activity and pipeline generation.
- Quality and consistency of sales engagements.
- CRM compliance and sales administration standards.
- Relationship-building and stakeholder engagement.
- Contribution to new business opportunities and revenue growth.
- Demonstrated alignment with Infolytics' values, culture, and ways of working.
Successful completion of probation will be dependent on satisfactory performance across these areas.
Benefits
Why Join Infolytics?
- Work with one of Africa's leading Zoho consulting and implementation partners.
- Be part of a fast-growing technology and digital transformation business.
- Opportunity to work with clients across diverse industries.
- Continuous learning and professional development opportunities.
- Exposure to innovative cloud technologies and business solutions.
- Collaborative, entrepreneurial, and high-performance work environment.
Only candidates with valid legal documentation to work in South Africa will be considered for roles at Infolytics.
Skills Required
- Bachelor's degree in Business, Commerce, Marketing, Business Management, Information Systems, or related field
- Minimum five (5) years' experience in Business Development, B2B Sales, SaaS Sales, Technology Sales, Consulting Sales, or Professional Services Sales
- Proven history of achieving sales targets and generating revenue growth in a B2B environment
- Experience managing the full sales lifecycle from lead generation through to deal closure
- Experience working with CRM platforms and maintaining accurate sales records
- Strong prospecting, networking, negotiation, and closing skills
- Ability to conduct discovery sessions, solution presentations, and client meetings
- Excellent verbal and written communication, presentation, and proposal-writing skills
- Experience selling business software, cloud solutions, CRM platforms, ERP systems, or consulting services
- Zoho certifications or experience within the Zoho ecosystem
- Experience selling digital transformation, automation, analytics, or business process improvement solutions
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Infolytics is an award-winning Zoho Partner that provides expert Zoho assistance, implementation services, and innovative software solutions. They also offer data analytics and AI-powered solutions to help businesses transform data into strategic decisions.
