Cyber Security Business development manager(BDM)

Job Summary

To drive the growth, adoption, and market expansion of the Cyber Security portfolio (Kaspersky and Mimecast) by developing and executing strategic channel, sales, and partner initiatives.

The role focuses on expanding and enabling the partner ecosystem, strengthening vendor and partner relationships, and championing the Kaspersky and Mimecast brand internally to increase revenue, market share, and partner engagement across the African channel.

Key Responsibilities

Product & Vendor Program Management

• Develop a deep understanding of the Kaspersky and Mimecast product portfolio, positioning it effectively within the data protection and resilience market.
• Achieve and maintain all relevant certifications.
• Manage brand administration and vendor reporting requirements.
• Maintain a strong and collaborative relationship with vendor stakeholders.
• Contribute to Quarterly Business Reviews (QBRs) with the vendor.
• Ensure compliance with all vendor programs, incentives, and operational requirements.
• Develop and execute the vendor growth strategy for the partner ecosystem.
• Monitor and drive run-rate business performance and identify opportunities for acceleration.
• Manage pricing programs, promotions, and incentives aligned with vendor objectives.

Partner Development & Enablement (Unmanaged Partner Focus)

• Identify, recruit, and activate new partners across Africa.
• Grow engagement and revenue within the unmanaged partner community.
• Deliver training and enablement sessions for both internal teams and channel partners.
• Build strong relationships with key resellers, MSPs, and service providers.
• Enable partners to position Veeam data resilience and cloud solutions effectively.
• Support partners with deal strategy, opportunity development, and pipeline growth.

Marketing & Demand Generation

• Collaborate with the Brand Manager to develop and execute the annual and quarterly marketing strategy.
• Drive partner-led demand generation campaigns.
• Execute weekly and monthly partner communications, campaigns, and incentive programs.
• Coordinate marketing initiatives such as:
  • Webinars
  • Partner enablement events
  • Campaigns and promotions
  • Vendor-funded initiatives
• Manage lead generation and lead follow-up processes with partners and internal sales teams.
• Align marketing activities with Veeam’s global and regional campaigns.

Sales Enablement & Revenue Growth

• Align sales activities with Veeam’s vendor strategy and First Distribution’s sales objectives.
• Support all regional sales teams across:
  • Johannesburg
  • Cape Town
  • Durban
  • Port Elizabeth
  • Broader African regions
• Design and execute Veeam sales plays and campaigns.
• Drive strategic alliances and ecosystem partnerships.
• Analyse business performance including:
  • Run-rate revenue
  • Pipeline
  • Partner contribution
  • Regional performance
• Increase customer breadth and partner coverage across Africa.
• Act as the internal champion for the Veeam brand, ensuring strong awareness and engagement internally.

Internal training associated with competencies:

• During the first week of your employment, you'll be presented with a meticulously crafted learning map designed to seamlessly guide you through your on-the-job training experience.

Requirements

• Grade 12 (Matric).
• Relevant tertiary qualification in Business, IT, or Marketing would be advantageous.
• 3-5 years’ experience in product management, vendor management, or business development within the ICT distribution industry.
• Experience working with backup, disaster recovery, or data protection technologies.
• Experience working with channel partners or MSP ecosystems.

Technical Knowledge:

• Knowledge of the following technology areas would be beneficial:
  • Cyber Security
  • Cloud and hybrid data protection solutions

Skills and Abilities:

• Self-motivated and results-driven.
• Strong communication and presentation skills.
• Excellent relationship management and partner engagement skills.
• Ability to manage multiple stakeholders, including vendors, partners, and internal teams.
• Strong business planning and strategic thinking ability.
• Proactive and takes initiative.
• Ability to perform effectively under pressure.
• Strong organizational and self-management skills.

Ability to meet Job Requirements:

• Fluent in English.
• Own reliable transport.

Office Requirements:

• Work-from-office environment.
• Semi-formal dress code.
• Working hours are from 08:00 – 17:00.
• Excellent international business language skills (English), both written and verbal.
• Reliable transport to and from the office and other business-related travel.

NOTE:

• This is a permanent position subject to a successful three-month probationary period.
• You will be required to perform such duties as reasonably required by the business.
• Your job description may be amended from time to time if it is valid and reasonable.
• You will serve the Company or any Associated Entity in such capacity as management may reasonably require.
• Duties must be performed faithfully, diligently, and to the best of your abilities.
• You agree to use your best endeavors to promote the best interests of the Company and any Associated Entity.
• You may be required, within reason, to work outside of set duties and/or perform in more than one role.