Business Development Manager

Primary Accountability - High-value revenue & contract acquisition
The Business Development Manager carries full ownership of:

• Generating high-value enterprise and digital transformation deals

• Securing strategic, large-scale ICT and software contracts

• Building a strong pipeline of qualified, bankable opportunities

• Converting prospects into signed, revenue-generating agreements

• Ensuring consistent flow of work for consultants, developers, and delivery teams

• Driving long-term account growth, renewals, and contract expansion


Key Responsibilities
A. Enterprise Business Development & Market Expansion
• Identify, pursue, and secure large enterprise, government, donor-funded, and regional ICT opportunities.

• Develop and execute market entry and growth strategies across Kenya and Pan-Africa.

• Build and maintain a pipeline of high-value digital transformation and enterprise systems opportunities.

• Target strategic sectors including finance, logistics, manufacturing, public sector, health, trade, and education.

B. Strategic Client Acquisition & Relationship Leadership

• Build trusted relationships with C-level executives, CIOs, CTOs, CFOs, and senior decision-makers.

• Position Panache as a long-term digital transformation partner, not just a vendor.

• Lead enterprise account planning, deal shaping, and long-term client expansion strategies.

• Maintain deep understanding of client business challenges to sell outcomes, not products.

C. Deal Origination, Structuring & Closure

• Lead end-to-end commercial cycles - prospecting, qualification, solution shaping, negotiation, and closing.

• Structure high-value, multi-year, and multi-stream contracts (licenses, implementation, support, managed services).

• Drive pricing strategy, deal economics, margin optimization, and contract value maximization.

• Own negotiation with legal, procurement teams, and executive stakeholders to close profitable deals.

D. Solution-Led Selling & Digital Transformation Advisory

• Lead consultative and value-based selling across enterprise technologies including:

- Microsoft Dynamics 365 (Business Central, F&O, CRM)
- Microsoft 365 Enterprise Applications
- SAP
- Cloud, cybersecurity, data, AI, integrations, and automation o Portals, software development, and enterprise platforms
• Work closely with COO, Technical Leads, Consultants, and Pre-Sales Teams to craft compelling enterprise solutions.

• Shape proposals that clearly articulate ROI, transformation impact, operational efficiency, and competitive advantage.

E. Pipeline Governance, Forecasting & Revenue Discipline

• Maintain a high-quality, high-value pipeline aligned to Panache’s revenue targets.

• Enforce disciplined opportunity qualification to prioritize winnable and profitable deals.

• Track deal progress, forecast revenue, and ensure predictable commercial performance.

• Ensure strong handover of won deals to Projects, Delivery, and Support teams.

F. Partnership & Ecosystem Development

• Build and leverage strategic partnerships with Microsoft, SAP, ISVs, OEMs, cloud vendors, and regional partners.

• Structure alliances and consortiums that unlock access to larger, multi-country, and complex contracts.

• Use partner ecosystems to increase deal size, credibility, and solution depth.

G. Collaboration with Bids, Marketing & Delivery

• Work with the Bids Manager to convert enterprise opportunities into winning tenders and RFP responses.

• Collaborate with Marketing to drive account-based campaigns and strategic brand positioning.

• Align with Projects & Trainings Manager to ensure sold solutions are deliverable, scalable, and profitable.

H. Commercial Intelligence & Market Leadership
• Monitor market trends, competitor positioning, pricing models, and emerging digital transformation demands.

• Provide insights to executive leadership on new revenue streams, vertical strategies, and innovation opportunities.

• Strengthen Panache’s reputation as a serious, enterprise-grade transformation partner.

Core Competencies & Skills
Enterprise Sales & Commercial Leadership
• Strong ability to originate, shape, negotiate, and close large contracts

• Deep understanding of enterprise deal economics, pricing, and margin management

Digital Transformation & ICT Solution Acumen
• Strong grasp of ERP, cloud, software platforms, integrations, data, and automation systems

Executive Presence & Negotiation

• Confidence engaging senior executives, boards, government leaders, and enterprise buyers

• Strong persuasion, negotiation, and deal-closing capability

Pipeline Discipline & Revenue Forecasting

• Structured approach to CRM, forecasting, qualification, and revenue predictability.

Strategic Thinking & Market Positioning
• Ability to spot big opportunities, shape markets, and build long-term growth engines.



Success Indicators
• Strong and consistent high-value deal origination and contract wins

• Growth in enterprise and digital transformation revenue

• Increased average deal size and contract value

• Healthy, predictable pipeline feeding delivery, consultants, and developers

• Strong client retention, upsell, and multi-year account expansion

• Tangible contribution to Panache’s growth, profitability, and Pan-African expansion