Help organisations strengthen resilience by delivering strategic Business Continuity and Disaster Recovery solutions that protect what matters most.
Job Summary
The Senior Account Manager – I-BCMS is responsible for driving the growth and adoption of Afrocentric IP’s Integrated Business Continuity Management Solutions (I-BCMS) across a portfolio of strategic enterprise clients. This role combines deep expertise in business continuity planning, disaster recovery, and organisational resilience with strong commercial acumen to position Afrocentric IP’s I-BCMS solutions as mission-critical investments. The successful candidate will engage executive and board-level stakeholders, manage complex sales cycles, and build long-term strategic client partnerships.
Key Responsibilities
🛡 I-BCMS Solution Sales & Positioning
- Drive revenue growth by positioning and selling Afrocentric IP’s Integrated Business Continuity Management Solutions (I-BCMS).
- Develop a comprehensive understanding of clients’ business continuity risks and recovery objectives.
- Present the value of ISO 22301-aligned Business Continuity Management Systems (BCMS) to executive stakeholders.
- Lead solution presentations, workshops, and business continuity consultations.
- Collaborate with technical teams to develop tailored proposals, business cases, and solution designs.
🤝 Strategic Account Management
- Manage and grow a portfolio of strategic I-BCMS client accounts.
- Develop and execute account plans aligned with client resilience and continuity objectives.
- Build trusted advisor relationships with operational, management, executive and board-level stakeholders.
- Identify opportunities for upselling and cross-selling across Afrocentric IP’s broader solution portfolio.
- Manage contract renewals, commercial negotiations and account expansion initiatives.
📈 Client Relationship Management
- Serve as the primary point of contact for assigned I-BCMS accounts.
- Conduct regular business continuity reviews and resilience maturity assessments.
- Manage client expectations and proactively address service delivery risks.
- Coordinate with consulting, technical and delivery teams to ensure seamless client service.
🌍 Market Development & Reporting
- Monitor developments in Business Continuity legislation, ISO standards and industry trends.
- Contribute to I-BCMS go-to-market strategies and solution positioning initiatives.
- Represent Afrocentric IP at industry events, conferences and Business Continuity forums.
- Maintain accurate CRM records, account plans and opportunity pipelines.
- Prepare weekly and monthly sales performance, pipeline and forecasting reports.
Performance Measures (KPIs)
📈 Revenue Growth & Business Development
- Achieve agreed I-BCMS revenue growth targets.
- Increase account expansion through upselling and cross-selling opportunities.
- Acquire new enterprise clients within targeted market sectors.
🤝 Client Success & Retention
- Maintain high client retention and contract renewal rates.
- Build long-term strategic client partnerships.
- Achieve excellent customer satisfaction and Net Promoter Score (NPS) results.
📊 Sales Performance & Pipeline Management
- Maintain healthy pipeline coverage and forecast accuracy.
- Ensure CRM records and account plans remain accurate and current.
- Deliver consistent sales performance against agreed objectives.
Qualifications & Experience
| Education & Qualifications | Experience |
|---|---|
| Diploma or Degree in Sales & Marketing, Business Management, Information Technology or related field | Minimum 7 years’ experience in Account Management, ICT Sales or Business Development |
| Business Continuity or Resilience certifications advantageous | Proven experience selling Business Continuity, Disaster Recovery or Managed Resilience solutions |
| ISO 22301 knowledge advantageous | Experience managing strategic enterprise accounts |
Technical Skills
- Strategic Account Management
- Business Development
- Integrated Business Continuity Management Solutions (I-BCMS)
- ISO 22301 Business Continuity Management Systems
- Disaster Recovery as a Service (DRaaS)
- Backup as a Service (BaaS)
- Business Continuity Planning
- Organisational Resilience
- CRM Systems
- Microsoft Office Suite
- Executive & Board-Level Engagement
- Commercial Negotiation
- Complex Solution Selling
- Pipeline Management
- Proposal Development
- Revenue Forecasting
- Client Relationship Management
Key Competencies
✔ Strategic relationship management
✔ Executive and board-level communication
✔ Strong commercial and negotiation skills
✔ Consultative solution selling
✔ Business continuity advisory expertise
✔ Strategic planning and account development
✔ Excellent presentation and facilitation skills
✔ Results-driven and customer-focused
Key Stakeholders
- Strategic Enterprise Clients
- Executive Leadership Teams
- Targeted Prospective Clients
- Vendors & Technology Partners
- Finance Department
- Consulting Teams
- Technical Delivery Teams
General Responsibilities
- I-BCMS solution sales and positioning.
- Strategic account management.
- Client relationship management.
- Market development and industry engagement.
- Research and market development.
- Finance and commercial management.
Employment Requirements
Location: South Africa (National)
Employment Type: Permanent
Travel: Own reliable vehicle required. National travel is essential.
Remuneration: Market-related package, commensurate with experience.
Why Join Us?
Join Afrocentric IP and play a pivotal role in helping organisations strengthen their resilience against disruption. You’ll work with executive decision-makers, deliver industry-leading Business Continuity and Disaster Recovery solutions, and contribute to protecting some of South Africa’s leading organisations through innovative resilience strategies.
Apply for this Position
If you have a passion for strategic account management, business continuity, and delivering enterprise resilience solutions, we’d like to hear from you.
Email your CV to: hr@afrocentricip.com
Or complete the application form below and upload your latest CV.
