Business Development Manager – GovTech at Golborn

About the role

• We are looking for experienced Business Development Managers with a proven track record in government technology sales, strategic account development and high-value contract acquisition. The successful candidates will identify and develop business opportunities across federal and state government institutions, build strategic relationships with decision-makers and drive the adoption of technology solutions that address institutional challenges. You will be responsible for managing the entire business development cycle, from identifying opportunities and engaging prospective clients to coordinating solution development, supporting commercial negotiations and securing contracts. This is a target-driven position requiring strong commercial judgement, an understanding of government procurement processes and the ability to navigate complex institutional sales cycles.

Key responsibilities

Business development and revenue generation

• Develop and implement business development plans aligned with the company's commercial strategy and revenue objectives.
• Identify and pursue opportunities across federal and state government institutions, regulatory agencies, public enterprises and development organisations.
• Build and manage a strong pipeline of qualified technology opportunities.
• Drive business development activities from prospecting and initial engagement through opportunity qualification, proposal development, negotiation and contract award.
• Identify opportunities for recurring revenue, enterprise software deployment, managed services and long-term technology partnerships.
• Develop account-specific revenue plans and achieve agreed commercial targets.
• Identify opportunities to expand existing client relationships through additional solutions and services.

Strategic account and stakeholder management

• Establish and maintain relationships with senior government officials, institutional decision-makers, procurement stakeholders and technical departments.
• Develop strategic account plans for assigned government institutions and territories.
• Map key stakeholders, institutional priorities, budget cycles, procurement processes and approval requirements.
• Coordinate executive-level engagements, client presentations, technical workshops and solution demonstrations.
• Maintain consistent engagement with prospective and existing clients throughout the business development cycle.
• Represent Golborn Services Limited at relevant government forums, industry conferences and business development events.
• Maintain appropriate ethical standards and comply with applicable procurement and anti-corruption requirements.

Opportunity identification and solution development

• Conduct research into government priorities, institutional challenges and emerging technology requirements.
• Identify operational challenges that can be addressed through digital transformation and technology-enabled solutions.
• Conduct client discovery meetings to understand institutional needs, business requirements and project objectives.
• Prepare comprehensive meeting reports documenting client challenges, identified opportunities, proposed solutions, decision-makers and agreed next steps.
• Collaborate with technical teams to develop appropriate solution concepts and implementation approaches.
• Work closely with the Proposals & Business Solutions Manager to translate identified opportunities into compelling technical and commercial proposals.
• Support the development of business cases, value propositions and unsolicited proposals.

Commercial negotiations and contract acquisition

• Lead commercial discussions and negotiations within approved authority limits.
• Coordinate the preparation of commercial presentations, pricing proposals and contract documentation.
• Work with Finance and Legal to review commercial terms, payment structures, contractual obligations and project risks.
• Coordinate client clarifications and commercial discussions during tender and proposal evaluation.
• Support the conversion of qualified opportunities into signed contracts.
• Ensure appropriate handover of awarded projects to implementation and account management teams.

Pipeline management and commercial reporting

• Maintain accurate and up-to-date records of all business development activities in the company's CRM.
• Develop realistic sales forecasts based on opportunity maturity, procurement milestones and documented client commitments.
• Prepare and submit weekly client engagement reports, pipeline updates and commercial performance reports.
• Track opportunity values, proposal submissions, expected contract award dates and revenue forecasts.
• Monitor competitor activities, market developments and emerging GovTech opportunities.
• Provide commercial intelligence to support management decisions and product development.
• Track progress against assigned revenue, pipeline development and contract acquisition targets.

Essential requirements

• Bachelor's degree in Business Administration, Information Technology, Engineering, Economics or a related discipline.
• Minimum of five years' relevant experience in business development, enterprise sales or strategic account management, including substantial exposure to government clients.
• Proven experience selling technology, enterprise software, ICT infrastructure, digital transformation or related professional services.
• Demonstrated ability to develop and manage high-value business opportunities within the public sector.
• Strong understanding of government procurement processes, institutional decision- making and budget cycles.
• Excellent relationship management, negotiation, presentation and consultative selling skills.
• Strong commercial awareness and the ability to develop compelling business cases.
• Experience using CRM systems and preparing structured sales forecasts and performance reports.
• Ability to work independently, manage complex sales cycles and consistently deliver against commercial targets.
• Willingness to travel for client engagements.

Desirable qualifications and experience

• MBA or relevant postgraduate qualification.
• Experience selling GovTech, digital public infrastructure, enterprise applications or systems integration solutions.
• Established professional networks within relevant federal or state government institutions.
• Experience developing strategic partnerships with technology companies, development organisations or systems integrators.
• Demonstrated experience closing multimillion-naira technology contracts.

Key competencies

• Commercial drive and results orientation The ability to identify opportunities, build qualified pipelines and convert business engagements into measurable revenue. Strategic relationship management The ability to establish and maintain professional relationships with senior institutional stakeholders and decision-makers. Consultative solution selling The ability to understand complex institutional challenges and position appropriate technology solutions. Commercial analysis and opportunity management Strong opportunity qualification, forecasting, business case development and pipeline management capabilities. Executive communication and negotiation The ability to present complex solutions, manage commercial discussions and communicate effectively with senior stakeholders.

What success looks like in this role

You will be expected to:

• Develop and maintain a strong pipeline of qualified government technology opportunities.
• Build strategic relationships across assigned federal and state government accounts.
• Produce comprehensive meeting reports that enable the Proposals & Business Solutions Manager to develop proposals without necessarily attending client meetings.
• Consistently achieve agreed revenue, contract acquisition and pipeline development targets.
• Maintain accurate CRM records and realistic commercial forecasts.
• Support successful project mobilisation and long-term client relationships.