About Virtuoso Partners
Virtuoso Partners helps enterprises unify their information, connect their systems, automate their work, and operationalise AI. For over 14 years we have been a trusted partner to leading organisations and resellers across the UK - combining deep technical expertise with genuine advisory capability across intelligent document processing, integration, orchestration, and AI. We are an award winning team, recognised as Workato's EMEA Top SI for 2 years running, and previously winner of Tungsten Automation's Intelligent Automation Partner of the Year.
We are a 22-person team, privately owned, and growing. Find out more at www.virtuoso-partners.io.
The Opportunity
This is a newly created Business Development Manager role built to drive Virtuoso Partners' new client acquisition. You will be the commercial engine for net new business — building pipeline, qualifying opportunities, and closing deals across our full portfolio of professional services and vendor technologies.
You will work directly with the business owners and collaborate with our vendor partners (Workato, M-Files, Tungsten Automation) and route to market partners (referral partners and VARs) to identify and win new clients. This is a high-impact, high-visibility role for someone who is hungry, disciplined, and wants to make their mark in a specialist business with serious ambitions. You are the person who thrives on consultative selling, positioning outcome delivery through advisory and professional services.
The Role
Line Manager:Ben Nilsson - CEO
Direct Reports:None
Job Category:Sales / Business Development
Contract Type:Permanent
Location:Remote or London Richmond office (3 days office / 2 days remote)
Travel Required:Yes - vendor, partner and client meetings
What You Will Do
1. Prospect, identify, and develop new business opportunities across target accounts and verticals — building pipeline through outbound activity, vendor co-sell motions, reseller partnerships, and marketing campaigns.
2. Qualify and progress inbound and outbound leads rigorously using BANT and MEDDICC, ensuring VP's time and resources are invested in the right pursuits.
3. Own the full sales cycle for new logo opportunities - from first engagement through to closed and contracted - collaborating with architects, marketing, and vendors to build compelling, value-led proposals.
4. Sell VP's professional services, advisory, and enhanced care portfolio to new clients across all vendor practices - including implementation, consultancy, and managed application support.
5. Own resale sales cycles for Workato, M-Files, and Tungsten Automation platforms — managing commercial positioning, vendor engagement, and deal registration. Resale is expected to represent approximately 50% of pipeline.
6. Orchestrate vendor co-sell opportunities with Workato, M-Files, and Tungsten Automation - coordinating with partner managers, presales, and AEs to progress joint deals.
7. Manage reseller-transacted opportunities with major VARs, arranging presales resources, supporting qualification, producing proposals, and guiding deals to closure.
8. Maintain accurate pipeline, activity, and forecast data in Salesforce at all times — this is non-negotiable.
9. Execute a clean handover of won accounts to Account Management and Customer Success - ensuring full commercial context is transferred.
What We Are Looking For
Required - candidates must demonstrate:
* Proven track record of new business development and pipeline creation in a B2B technology services environment.
* Strong qualification skills - ideally familiar with MEDDICC or BANT. You know the difference between interest and a real opportunity.
* Experience selling complex solutions - professional services, implementation, advisory, or SaaS platforms - where the value story matters as much as the product.
* Ability to work in a complex sales environments - comfortable orchestrating vendors, resellers, and internal colleagues to win deals.
* Commercial discipline - you own your pipeline, keep your CRM clean, and forecast accurately.
* Self-directed and proactive - you build pipeline because it is the right thing to do, not because you have been told to.
* Excellent communication and relationship-building skills - with clients, partners, and internal stakeholders alike.
Highly desirable - strong differentiators:
1. Experience selling integration, orchestration, IDP, or content management professional services and technologies - Workato, M-Files, Tungsten Automation, Boomi, UiPath, or similar.
2. Existing relationships with major UK VARs or technology vendors in the automation/AI space.
3. Experience in a channel or partner-led sales model - understanding how resellers and vendors work together to transact.
4. Awareness of ERP, HCM, or CRM ecosystems and how they create integration and automation opportunities.