Unit Head, Business Relationship & Development at A Renowned Company

A renowned company in the financial services industry specialized in the use of technology for revenue collection and management requires the
service of the following personnel who must be highly skilled and experienced.

Job Objectives
Unit Head, Business Relationship & Development

• Serve as the primary point of accountability and single point of contact for aggregation and prioritization of new client needs
• Contribute to provisioning of new and enhanced services as per client requirements
• Ensure technology requirements/ demand is captured from clients
• Provide key input for the creation and maintenance of the overall technology strategy and business strategy of the Company
• Generate revenue by soliciting and obtaining client orders
• Promote and sell the Company’s solutions
• Hold technical conversations and provide information to clients and relevant stakeholders within ACDS as may be required

Reports To:
Managing Director/ Head, Technology
(administrative reporting)
Job Responsibilities
Department:
Business Relationship & Development
Supervises:
Senior Officer, Business Relationship & Development

Key Performance Indicators

Competence Requirements

• Develop and enhance relationships with key client stakeholders
• Actively manage client stakeholder expectations & monitor satisfaction levels
• Address client business demand by capturing high level technology requirements
• Oversee the process of identifying and capturing IT demand from clients
• Ensure high level technology impact analysis is provided to clients
• Provide input to the development of client business-aligned technology strategy
• Confirm service level agreements with clients
• Develop a sales strategy in line with sett sales targets.
• Track sales targets and document sales performance against metrics
• Assess competitors by analysing and summarizing competitor
• information and trends, ensuing competitiveness
• Keep informed on product specifications and functionalities.
• Consult with developers and management on product offerings
• IT project portfolio planning and demand prioritisation based on business priorities
• Comprehensive, up-to-date communication / stakeholder plan- to include regular meetings, status reports,
• updated and released in last 3 months
• % of service levels met
• Defined demand pipeline for next 3 months
• Achievement of sales goals
• Number of % increase in client base
• Strong experience in demand management and IT- Business relationship management
• Experience in planning and provisioning of IT services
• Proven negotiation skills
• Product Knowledge
• Prospecting skills
• Closing skills
• Technical know-how
• Building relationships
• People skills
• Customer focus
• Professionalism
• Motivation for sales.
• Strong communication skills (oral and written)
• Excellent co-ordination skills
• English
• Assess potential clients' technology needs and recommend products
• Identify sales market opportunities and develop sales leads
• Solicit new accounts; building rapport; providing technical information and explanations
• Oversee quotations for bids as required
• Oversee the preparation and delivery of sales pitches and product demonstrations
• Ensure client orders are fulfilled by engaging with relevant stakeholders within the business
• Negotiate sales and service renewal contracts, as well as discounts and warranties
• Initiate after-sales technical support based on client requirements and feedback
• Familiarize self with technical specifications of the Company products
• Update job knowledge by studying trends and documentation of new products or products in development
• Consult clients on how the Company could better support their business
• Has budgetary and direct expense responsibilities
• Involved in the hiring and development of staff
• Responsible for the appraisal of team members

Specification/Qualification
Educational Qualification 
Minimum of a Higher National Diploma (HND) in Computer Science, Computer Engineering or related areas

Professional Qualification  
Possession of the following certifications is recommended: PMP, CSM, ITIL

Desired Experience  

• 10 to 12 years of functional experience
• 1 – 2 years of management experience