Business Development Manager - IT
Role details
Job location
Tech stack
Job description
We are seeking a driven and ambitious Business Development Manager to accelerate growth across our SME and mid-market segments within our Modern Workplace/Managed Services portfolio. This role is primarily focused on new business acquisition, targeting organisations looking for a strategic IT partner to transform their IT infrastructure.
The ideal candidate is a hunter who excels at building their own pipeline through outbound prospecting, networking, referrals, events, and proactive market engagement. In addition to generating new business, you will also work leads generated by the wider sales organisation (SMB and Enterprise), existing telecoms customers who do not yet buy IT services, and current IT customers who may benefit from expanding their technology roadmap.
A successful Business Development Manager - IT will confidently discuss cloud technologies, modern workplace solutions, and security principles while leading discovery conversations that uncover customer challenges, risks, and future requirements. They must translate technical concepts into clear, outcome-focused business language and build trust through credible understanding of modern IT architecture, security posture, and cloud adoption journeys. Although not responsible for engineering solutions, they should work seamlessly with vendor pre-sales and engineering to shape the right approach for each customer. Ultimately, the role focuses on identifying and developing opportunities across Microsoft 365, cloud services, managed workplaces, migrations, modernisation initiatives, and security enhancements-helping customers advance their digital workplace strategy.
This is an exciting opportunity for someone passionate about technology, consultative selling, and supporting organisations in modernising their IT environment.
Job Description
Key Tasks & Accountabilities
New Business Acquisition
Identify and secure new opportunities within the SME and mid-market by using a mix of outbound prospecting, networking, events, referrals, and targeted campaigns.
Develop and execute structured territory and account plans to acquire new logos and drive sustained revenue growth.
Build, manage, and maintain a healthy pipeline of qualified Modern Workplace/Managed IT Services opportunities, ensuring consistent progression through the sales cycle.
Sales Strategy & Execution
Lead end-to-end sales engagements, including discovery, scoping, solution alignment, proposal creation, presentations, and contract negotiation.
Collaborate closely with vendor pre-sales teams and internal technical specialists to shape high-quality, tailored solutions aligned to Modern Workplace, Microsoft 365, Azure, and security requirements.
Maintain a strong understanding of our Modern Workplace and Managed IT Services portfolio to clearly articulate value, differentiation, and commercial outcomes for customers.
Stakeholder Engagement
Engage and influence decision-makers across customer organisations, including C-suite leaders, IT Directors, IT Managers, and procurement teams.
Build trusted, long-term relationships through consultative selling, credible technical insight, and a clear understanding of customer challenges.
Navigate complex buying groups, procurement processes, and commercial discussions to shorten sales cycles and maximise conversion.
Market & Industry Intelligence
Stay current on industry trends, Modern Workplace developments, Microsoft ecosystem updates, cloud adoption patterns, and competitor activity to refine sales strategies and identify new opportunities.
Provide meaningful feedback on portfolio, customer requirements, technology gaps, and market demand.
Performance & Reporting
Consistently achieve or exceed monthly sales targets for Modern Workplace and Managed IT Services.
Maintain accurate CRM records, ensuring visibility of pipeline, forecasting, opportunity progression, and daily sales activity.
Report regularly on performance, pipeline health, key wins, and strategic priorities to the TBC
Requirements
Do you have experience in VPN?, 3+ years' proven success in new business sales within Modern Workplace, Managed IT Services, or IT MSP environments.
Demonstrable experience selling into SMB and Mid-Market organisations, managing varied decision-makers and buying cycles.
A consistent track record of achieving or exceeding sales targets and closing high-value deals.
Excellent communication, presentation, and negotiation skills, with the ability to articulate technical concepts in business language.
Highly self-motivated, resilient, and driven by results, with strong personal accountability and discipline.
A solid foundational technical understanding of Microsoft 365, cloud services, security and IT infrastructure (Cloud, On-Prem, Hybrid), with the ability to work effectively with vendor pre-sales teams and engineers to shape customer solutions.
Technical Knowledge (Foundation Level)
Microsoft 365 Modern Workplace
Exchange Online, SharePoint, OneDrive
Microsoft Teams
Microsoft Defender Suite
Intune / Endpoint Management
Microsoft licensing (Business, Enterprise, add-ons)
Azure IaaS
Virtual Machines
Virtual Networks
Azure Storage
Azure Backup & Site Recovery
Azure Platform Services
Azure AD / Entra ID
Identity management concepts
Security Fundamentals
Endpoint security & Antivirus
MFA & Conditional Access
Threat detection basics
VPN & secure remote access
Governance & Compliance
Cyber Essentials & CE+ alignment
Basic understanding of data protection/security standards, Switches, routers, firewalls (conceptual understanding)
Windows Server services (AD, DNS, DHCP, File Services)
Backup & Storage
Storage technologies (NAS, cloud storage)
Competencies: Hunting Mentality: Relentless drive to seek out and win new business, with a proactive and tenacious approach to prospecting.
Solution Selling: Ability to understand complex customer needs and position tailored IT MSP solutions that deliver measurable value.
Negotiation & Closing Skills: Skilled in navigating complex deal structures, overcoming objections, and securing high-value contracts.
Business Acumen: Strong understanding of business models, industry dynamics, and how technology drives business outcomes.
Opportunity Qualification: Ability to assess and prioritise opportunities based on strategic fit, potential value, and likelihood of success.
Pipeline Management: Proficient in managing a sales pipeline using CRM tools, with a disciplined approach to forecasting and reporting.
Stakeholder Engagement: Skilled in building relationships with senior decision-makers (C-suite, IT, procurement) and navigating complex buying groups.
Industry Awareness: Up-to-date knowledge of telecom and IT trends, competitive landscape, and regulatory factors affecting customers.
Customer Insight: Ability to uncover customer pain points and translate them into compelling business cases for change.
Self-Starter: Highly motivated, independent, and accountable for personal performance and results.
Resilience & Adaptability: Comfortable working in a fast-paced, target-driven environment with changing priorities.
Communication Skills: Excellent verbal and written communication, with the ability to craft persuasive proposals and deliver impactful presentations.
Cross-Functional Collaboration: Works effectively with pre-sales, engineering, marketing, and delivery teams to support the sales process.
Feedback & Learning Orientation: Open to coaching, feedback, and continuous improvement.
