Business Development Manager

About the role

Ajax Systems is seeking a dedicated Business Development Manager to anchor the EMEA region from a base in Johannesburg. You will own the end-to-end process of converting regional market intelligence into actionable and coordinated expansion strategies. In this capacity, you will serve as a critical strategic partner, aligning the efforts of the sales and partner teams toward a common commercial goal. The success of your work will be measured by your ability to discover and monetize growth opportunities across a wide array of distinct markets. You will define and implement robust plans designed to generate sustainable and recurring revenue streams for the organization. A core part of your mission will be to construct a resilient sales pipeline that ensures long-term viability and predictable growth. This role requires a high degree of ownership, strategic foresight, and the discipline to manage multiple priorities simultaneously. Ultimately, your objective will be to cement Ajax's position as the security provider of choice in every market you are assigned to cover.

Key facts

What you'll do

• Conduct in-depth market analysis to identify new business segments and previously untapped verticals for expansion.
• Translate complex product capabilities into clear client benefits, explaining features to mid-market stakeholders without relying on technical jargon.
• Design and execute targeted outreach campaigns that engage organizations where security and resilience are top operational priorities.
• Map the customer journey for each distinct territory to ensure strategies respect local regulations, cultural nuances, and buying behaviors.
• Coordinate joint planning sessions with sales and partner teams to ensure message alignment and a unified commercial approach.
• Spearhead opportunity management by monitoring key performance indicators and campaign effectiveness to enable tactical adjustments.
• Support complex tender and procurement processes by collecting and validating technical documentation to ensure bids are accurate and competitive.
• Forecast revenue with discipline by managing the sales pipeline and tracking opportunities as they progress through defined sales stages.
• Utilize Microsoft Excel proficiently to manage forecasts and track performance metrics, ensuring data drives all strategic decisions.
• Leverage Microsoft PowerPoint to create compelling presentations that communicate value propositions to internal and external stakeholders.
• Validate proposal assumptions rigorously to prevent inaccuracies and ensure that bids remain competitive in the marketplace.
• Collaborate with partners to coordinate joint planning sessions that synchronize messaging and maximize collective impact.
• Monitor the effectiveness of outreach sequences and adjust engagement strategies to improve conversion rates over time.
• Ensure all initiatives comply with local regulations, maintaining the highest standards of integrity and legal compliance.
• Act as the primary strategic advisor, helping the organization prioritize security and resilience in their operational frameworks.

Requirements

Candidates must possess three to five years of relevant business development experience in a competitive environment. A background in security systems or technology solutions is considered a hard bar for eligibility. This experience must include managing complex sales cycles and engaging with a wide range of stakeholders. You must demonstrate the ability to work effectively across multiple time zones without compromising communication standards. Consistent and professional communication is mandatory regardless of the physical location of the interaction. The role is based in Johannesburg, requiring residency or authorization to work within South Africa. Successful candidates must show a commitment to the company's long-term vision and strategic objectives. The position demands a high level of reliability and the capacity to manage responsibilities with minimal direct supervision.

Nice to have

While not mandatory, experience with ISO 14001 is viewed as a significant advantage in this role. An understanding of environmental compliance standards indicates the operational awareness needed for success here. This knowledge aligns directly with Ajax's stated commitment to sustainable production practices and environmental responsibility. Familiarity with the specific eco-friendly initiatives undertaken by the company is considered beneficial. Demonstrating this familiarity suggests you are already aligned with the corporate culture and values.

Practical notes

Please The selection process will involve multiple interview stages designed to test strategic and operational capabilities. Prepare to discuss your experience and strategic approach in detail during these sessions.