Business Development Manager - Microsoft

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## Role Purpose/Business Unit:

To drive sustainable revenue and gross-profit growth for the Microsoft portfolio within Vodacom Business by developing new enterprise opportunities, expanding Microsoft wallet share across existing Vodacom customers, and executing the Microsoft go-to-market strategy across priority segments.

The role connects customer business priorities with:

• Microsoft solutions across Azure, Microsoft 365, Security, Copilot and Business Applications.
• Vodacom capabilities across connectivity, cloud, cybersecurity, professional services and managed services.
• Microsoft co-sell, partner programmes, funding and technical resources.

The Business Development Manager will:

• Build and convert a qualified Microsoft pipeline and protect the current base.
• Lead new-logo acquisition, whitespace development and competitor take-out opportunities.
• Support complex commercial structuring and outcome-based solution positioning.
• Enable account teams and channels to identify and progress Microsoft opportunities.
• Drive licensing, cloud-consumption, services and managed-services growth.

## Your responsibilities will include:

Sales Growth and Pipeline Management

• Own Microsoft sales execution across assigned customer segments and priority accounts.
• Create, qualify and progress pipeline across Microsoft 365, Azure, Security, Copilot, Business Applications and Microsoft services.
• Identify new-logo, whitespace, cross-sell, upsell and competitor displacement opportunities.
• Lead customer engagements, discovery workshops and account planning sessions.
• Position solutions against measurable customer business outcomes.
• Own opportunities through qualification, solution development, proposal, commercial negotiation and closure.
• Maintain accurate CRM pipeline, forecasts, close plans and next actions.
• Work with Account Managers, Solution Architects, Product Managers, delivery teams and Microsoft to convert opportunities into revenue and gross profit.

Microsoft Portfolio and Solution Positioning

• Position Microsoft as a strategic platform within the Vodacom Business Beyond Connectivity portfolio.
• Build integrated customer propositions combining:
• Microsoft Azure, Microsoft 365, Security, Copilot and Business Applications.
• Vodacom connectivity, hosting, cloud, cybersecurity and managed services.
• Professional services including assessments, migrations, adoption and optimisation.
• Drive Azure consumption, Security workload attach, Copilot adoption and managed-services opportunities.
• Ensure proposed solutions are commercially viable, technically sound and deliverable through Vodacom.
• Maintain working knowledge of Microsoft licensing, CSP/NCE, partner incentives, co-sell and funding programmes.

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Stakeholder and Partner Management

• Build collaborative relationships with Microsoft, Vodacom account teams, customers, delivery partners and internal product teams.
• Assist Sales Executives, Hunters and Account Managers to identify, qualify and scope Microsoft opportunities.
• Coordinate with Customer Solutions, Products and Services, Regional Heads, Solution Architects, Commercial, Finance, Legal, Service Fulfilment and Managed Services teams.
• Secure Microsoft technical, commercial, co-sell and investment support where applicable.
• Develop executive-level customer relationships and trusted-adviser status.
• Manage multiple internal and external stakeholders to remove blockers and accelerate deal closure.
• Enable account teams through Microsoft portfolio updates, opportunity coaching and customer-use-case guidance.

## The ideal candidate for this role will have:

• Relevant degree or diploma in Business, Commerce, Information Technology, Computer Science, Engineering or a related field.
• Postgraduate qualification is desirable.
• Microsoft Fundamentals certifications such as AZ-900, MS-900, SC-900 or AI-900 are desirable.
• Relevant Microsoft sales, Azure, Security or Microsoft 365 certifications are advantageous.
• At least 5 years' enterprise business development, technology sales or solution-sales experience within cloud, ICT, cybersecurity, software or digital transformation.
• Demonstrated success in creating pipeline, acquiring new customers and closing complex enterprise opportunities.
• Working knowledge of Microsoft 365 and CSP licensing, including the New Commerce Experience.
• Good understanding of Microsoft Azure, Microsoft Security, Copilot and managed cloud services.
• Experience selling professional and managed services alongside technology or licensing.
• Experience working with Account Managers, Solution Architects, OEM/vendor teams and delivery partners.
• High-level understanding of connectivity, data-centre, SD-WAN, cybersecurity, IoT and managed-services environments is advantageous.

## Core competencies, knowledge and experience:

• Enterprise business development and consultative selling.
• Account planning, whitespace analysis and opportunity qualification.
• Pipeline management, forecasting and deal governance.
• Commercial structuring, margin awareness and negotiation
• Microsoft solution and licensing knowledge across cloud, productivity, security and AI.
• Ability to translate customer requirements into outcome-led solution propositions.
• Strong written, presentation and executive-engagement skills.
• Ability to coordinate technical, commercial and delivery stakeholders.
• Self-starter able to operate in a high-growth and evolving environment.
• Fluent in English.

Behavioural Competencies:

• Customer Focus: Prioritises customer needs and creates relevant, outcome-led solutions.
• Commercial Acumen: Understands revenue, gross profit, risk and long-term customer value.
• Accountability: Owns commitments, pipeline quality and deal progression.
• Collaboration: Builds effective partnerships across Vodacom, Microsoft and the partner ecosystem.
• Resilience: Maintains momentum through long and complex enterprise sales cycles.
• Adaptability: Responds effectively to changing customer priorities, technology and market conditions.
• Influence: Engages decision-makers, builds sponsorship and aligns stakeholders.
• Organisational Savvy: Understands Vodacom Business strategy, governance and delivery dependencies

## We make an impact by offering:

• Enticing incentive programs and competitive benefit packages
• Retirement funds, risk benefits, and medical aid benefits
• Cell phone and data benefits, advantages fibre connection discounts, and exclusive staff discounts offered in collaboration with partner companies

Closing date for Applications: 20 November 2026.

The base location for this role is Midrand, Vodacom Campus.

The company's approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.

Vodacom is committed to an organisational culture that recognises, appreciates, and values diversity & inclusion.