Business Relationship Manager

Why choose Logicalis?

It’s not just IT solutions, It’s IT global know-how! Logicalis is an international multi-skilled solution provider providing digital enablement services to help customers harness digital technology and innovative services to deliver powerful business outcomes.

Our customers span industries and geographical regions; and our focus is to engage in the dynamics of our customers’ vertical markets; including financial services, TMT (telecommunications, media and technology), education, healthcare, retail, government, manufacturing and professional services, and apply the skills of our 4,500 employees in modernising key digital pillars; data centre and cloud services, security and network infrastructure, workspace communications and collaboration, data and information strategies, and IT operation modernisation. We are the advocates for our customers for some of the world’s leading technology companies including Cisco, HPE, IBM, CA Technologies, NetApp, Microsoft, Oracle, VMware and ServiceNow

Logicalis employees are innovative, smart, entrepreneurial and customer centric, with a shared ambition of making Logicalis the worlds leading IT Solutions provider!

We offer speedy decision-making, opportunities for personal development, and a supportive, inclusive environment that celebrates our diversity.

Join us and become a part of something epic!

ROLE PURPOSE

The Business Relationship Manager (BRM) is focused on existing customers by protecting and retaining existing revenue but also to develop new and supplementary revenue streams. They work with the customer’s IT department to understand business & IT needs and offer solutions that drive business outcomes.

• The BRM is focused on nurturing strong relationships with existing customers but needs to have the ability to identify and bring to fruition net new business opportunities as well.
  
  

Customer attrition & brand loyalty is key for the BRM role and the individual needs to have strong relationship-building skills whilst identifying potential upsell and cross-sell opportunities.

The overall sales target for this role will be divided between net new growth of 30% and 70% on retaining and expansion of existing business.

ROLE RESPONSIBILITIES:

• Develop a sales growth strategy focused both on financial gain and customer satisfaction
• Conduct research to identify customer needs and determine potential business opportunities.
• Arrange frequent business meetings with clients.
• Promote the company’s products/services addressing or predicting clients’ objectives
• Keep records of sales and revenues
• Build positive, long-term relationships with new and existing customers
• Influence decision-makers
• Own and drive your upsell & cross-sell strategy to achieve the sales target.
• Have a plan to achieve net new business.
• Pipeline Management & Account Planning
  
  

DELIVERY RESPONSIBILITIES:

• Be the first point of contact for new potential & existing clients when they are seeking information on products or services
• Respond to RFPs and opportunities with the support of the Bid Office & Solution teams
• Developing sales in new territories where customers have not engaged with the company previously.
• Work closely with Practices to identify new business opportunities; close new business deals and expand existing business opportunities Work directly with customers to help close deals when required
• Upkeep accurate data in the CRM system
• Ensuring that customer contracts are managed in a timely manner
• Align with internal Practices on opportunities
  
  

KEY PERFORMANCE INDICATORS:

• Successfully close business with existing customers as well as new logo customers
• Harness existing relationships and grow business with existing customers
• Retain existing revenue streams
• Accurate deal forecasting
• Achieving quarterly targets
• Teamwork with internal Practices to align on solution and vendor engagement
• Solutions training
  
  

PERSON REQUIREMENTS:

• Business acumen
• Organisational skills.
• Communication skills.
• Interpersonal skills.
• Negotiating skills.
• Collaboration skills.
• Problem-solving skills.
• Analytical skills.
• Time management and planning skills.
• Positive, energetic individual
• Strong networking ability.
• Presentation skills.
• Commercial awareness.
• Learning mindset - be willing to keep up to date with the latest trends and developments in the IT market.
  
  

EXPERIENCE:

• Proven working experience as a business relationship manager, sales executive or a relevant role
• Proven sales track record
• Comes with a strong existing network of C-level individuals in the Corporate/Enterprise space.
• A high-level understanding of IT and understanding of how businesses can benefit from various solutions
• Experience in customer support is a plus
• Proficiency in MS Office, Excel and CRM software (e.g. Salesforce)
• Proficiency in English
• Market knowledge
  
  

QUALIFICATIONS:

• BSc/BA in business administration, sales or a relevant field is a plus
  
  

ADDITIONAL SKILLS/ATTRIBUTES:

Team player

Can Do attitude

Disclaimer: Strictly fair and non-discriminatory selection procedures will be followed. We use Employment Equity (EE) and Affirmative Action (AA) measures in an endeavor to redress the disadvantages in employment experienced by designated groups. Where possible, preference will be given to candidates from the designated groups as defined in the Employment Equity Act and in line with Logicalis SA’s Employment Equity plans