Orange Cyberdefense is the expert cybersecurity business unit of the Orange Group, providing consulting, solutions and services to organizations around the globe. As world leading cyber security partner, we strive to protect freedom and build a safer digital society. We are looking for a Business Development Manager to join our rapidly growing team in South Africa.

Purpose of this job

The Business Development Manager (BDM) is responsible for identifying, developing, and closing new business opportunities across the South African enterprise market, as well as growing existing customer relationships through upsell and cross-sell initiatives:

This role is key to supporting Orange Cyberdefense SA’s growth strategy by positioning our managed cybersecurity services, professional services, and solution offerings to solve business and security challenges faced by clients both locally and internationally. The BDM will collaborate closely with internal technical teams, marketing, partner ecosystems, and customer stakeholders to ensure successful deal closure and long-term customer value.

• Penetration Testing Assessments Services
• Advisory Services
• Managed SOC, EDR, NDR and XDR
• Related products, licenses and support for solutions needed to deliver Managed Security Services
• Retainer Services for our Cyber Security Incident Response Team (CSIRT)
• Managed Threat Intelligence Services including Alerts and technical feeds
• Related professional services for implementation and management of above

This role requires a high level of face-to-face interaction with new and strategic clients to discover customer needs and pain-points, articulate Orange Cyberdefense’s capabilities through presentations and other means, align internal resources to create - and ensure timely delivery of - proposals.

The BDM will canvass the market for new opportunities using any and all tools available, including but not limited to:

• CRM contact information
• Social media
• Tender systems
• Partnerships
• Marketing events

The successful candidate will prepare client-facing presentation material based on existing and custom collateral, schedule and facilitate technical discussions and solution crafting or scenario building with new and existing clients, with the assistance of Orange Cyberdefense technical specialists.

It is envisaged that this will be predominantly in the Gauteng region, but could require travel to other regions within South Africa, Africa and Internationally.

The incumbent should be able to work under pressure, independently and as part of a high-performing sales team.

This role operates at a strategic business level, demanding insight into clients’ evolving challenges and a strong understanding of diverse industry landscapes.

Main Responsibilities of the Business Development Manager

Industry, Product and Personal Enablement:

• Continuously develop industry knowledge across key verticals and emerging cybersecurity trends.
• Stay up to date with Orange Cyberdefense service portfolio and strategic offerings.
• Develop and apply sales best practices including stakeholder management, negotiation, and virtual selling.
• Participate in internal enablement initiatives, group training sessions, and product deep-dives.

Prospecting:

• Identify and qualify potential clients in line with solutions and services
• Search, identify and qualify tenders in relevant markets and respond within set timeframes
• Ensure budget allocation early in the process
• Break through glass ceilings to build relationships with decision makers
• Identify the relevant partners if need be for tenders and other business prospects

Account Management:

• Support the retention and growth of existing accounts by identifying cross-sell and upsell opportunities.
• Develop account plans for key clients in collaboration with Account Managers.
• Maintain accurate account intelligence, contact details, and commercial information in the CRM.

Sales Cycle Ownership:

• Lead the full sales lifecycle—from qualification to closure—including needs analysis, solution design coordination, proposal generation, and negotiation.
• Collaborate with technical specialists to shape tailored solutions aligned to customer requirements.
• Drive alignment across internal stakeholders to ensure accurate and timely delivery of proposals.
• Maintain deal data quality and timeliness in CRM and forecasting tools.

Other requirements:

• Represent Orange Cyberdefense SA at international events and forums
• Contribute to budgeting and planning activities, as required
• Execute planned strategies consistently

Qualification and Experience required.

• Minimum 5 years in business development or sales roles in technology or cybersecurity
• Degree in Commerce, Computer Science or Information Systems Security preferred
• Information Technology diploma/course at third year level
• Clear, demonstrable understanding of Cybersecurity Market
• Industry and professional qualifications will be advantageous (Vendor sales certificates, Security+)
• Project management experience would be advantageous

Competencies and Attributes Required

• Commercial acumen with a client-first mindset.
• Strong presentation, communication, and negotiation skills.
• Self-starter: independently drives opportunities with minimal supervision.
• Resilient and persistent in managing long sales cycles and complex deals.
• High attention to detail and disciplined approach to documentation.
• Collaborative and team-oriented, while being individually accountable.
• Comfortable with ambiguity and adaptable to change.
• Willingness to work on a risk basis