Business Development Manager
Role Overview
Redington's CISS team delivers deployment, implementation, professional, and managed services across cybersecurity, software, IDCS, server and storage, Cisco, and networking.
The team works with Sales, OEMs, and channel partners to drive services revenue and deliver end-to-end IT solutions.
The role drives regional services revenue through pipeline development, channel partnerships, and conversion of product-led opportunities into services engagements.
Key Skills for This Role
Full Job Posting
About the team and role
Redington's CISS team delivers deployment, implementation, professional, and managed services across cybersecurity, software, IDCS, server and storage, Cisco, and networking.
The team works with Sales, OEMs, and channel partners to drive services revenue and deliver end-to-end IT solutions.
The role drives regional services revenue through pipeline development, channel partnerships, and conversion of product-led opportunities into services engagements.
Sales and business development
- Identify opportunities across cybersecurity, software, IDCS, server and storage, Cisco, and networking services.
- Generate leads for implementation, deployment, migration, professional, training, and managed services, including SOC.
- Attach services to hardware and software deals with ASMs; develop partners and strengthen OEM and system integrator relationships.
- Manage sales from qualification and scoping through proposals, negotiation, order closure, and billing.
- Coordinate SOWs, BOQs, proposals, and commercials with presales, practice, and delivery teams; track orders through delivery and timely billing.
Partner and pipeline management
- Enable ASMs and channel partners to position and sell CISS services; conduct meetings, workshops, webinars, and customer presentations.
- Maintain opportunity records and forecasts in RediCRM and track pipeline conversion, revenue, billing, and win/loss performance.
- Monitor market trends, competitor offerings, and partner requirements to identify opportunities.
Candidate profile
- 2–6 years in IT-industry B2B sales, business development, or account management, including at least 2 years selling IT services or solutions.
- Experience in IT distribution, OEMs, system integrators, or managed services providers is preferred.
- Understand IT services scoping, pricing, SOWs, BOQs, and project-based or recurring revenue models.
- Strong channel partner management, lead generation, negotiation, deal-closing, communication, presentation, and relationship-management skills.
- Target-oriented and organized; proficient in CRM and sales forecasting; able to work across sales, presales, and delivery teams.
- Willing to travel within the assigned region.
- Bachelor's degree in Engineering, IT, Business Administration, Commerce, or a related field; MBA is an added advantage.
Services portfolio
- Preferred exposure to one or more of cybersecurity services, including SOC, managed security, and firewall implementation.
- Preferred exposure to data centre and infrastructure, including servers, storage, virtualisation, deployment, and migration.
- Preferred exposure to networking, software and AI services, or managed IT services.
Success metrics
Success measures include regional services revenue, pipeline growth and conversion, active partners, services leads, and services attachment to product deals.
Timely billing and accurate sales forecasting are also measured.
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