Global Business Development Associate (South Africa)

1. Market Intelligence & Industry Mapping

•                     Map the regional ecosystem across industries, identifying high-potential sectors, accounts, and decision-makers.

•                     Continuously track market trends, competitor activity, and emerging opportunities.

•                     Build and maintain a dynamic database of target accounts and stakeholders.

2. Lead Generation & Pipeline Development

•                     Drive multi-channel lead generation strategies (cold outreach, referrals, LinkedIn, partnerships, events).

•                     Build and maintain a strong, healthy, and predictable sales pipeline.

•                     Ensure consistent funnel velocity from prospecting to closure.

3. Appointment Setting & Lead Qualification

•                     Secure high-quality meetings with key decision-makers across target accounts.

•                     Qualify leads based on business fit, budget, authority, need, and timeline (BANT or similar frameworks).

•                     Prioritize opportunities with the highest revenue potential and strategic value.

4. Business Development & Revenue Ownership

•                     Own end-to-end sales cycles—from prospecting to negotiation and closure.

•                     Sell integrated solutions across Global CIO Forum IPs:

•                     End Customer Events (CIO 200, Summits, Symposiums)

•                     Regional Roundtables

•                     Targeted Lead Generation Campaigns

•                     Exclusive Webinars

•                     CIO Reboot / Community Engagement Initiatives

•                     Regional Publications & Media Assets

•                     Consistently achieve and exceed quarterly and annual revenue targets.

5. Key Account Management

•                     Build long-term relationships with strategic clients and partners.

•                     Act as a trusted advisor—understanding client goals and aligning solutions accordingly.

•                     Drive account growth through upselling, cross-selling, and renewals.

6. Solution Selling & Proposal Development

•                     Craft tailored proposals and value propositions aligned to client objectives.

•                     Position integrated offerings (events + media + community + demand gen) as a unified growth platform.

•                     Collaborate with internal teams to design customized engagement solutions.

7. Stakeholder Collaboration

•                     Work closely with marketing, content, and delivery teams to ensure seamless execution of sold projects.

•                     Provide feedback from the market to refine offerings and go-to-market strategies.

8. Reporting & Performance Management

•                     Maintain accurate sales forecasts and pipeline reports.

•                     Track KPIs including conversion rates, deal size, sales cycle, and revenue contribution.

•                     Use CRM tools effectively to manage all sales activities.

Required Skills & Competencies

• Proven track record of meeting or exceeding revenue targets

• Exceptional communication, negotiation, and presentation skills

• Ability to engage and influence C-level executives

• Strategic thinking with strong execution capability

• High ownership mindset—“no excuses, only outcomes”

• CRM proficiency and data-driven approach to sales