Job Title: Business Development Manager Location: Leeds / Hybrid Salary: Dependent on experience OTE Contract type: Permanent LI-Hybrid About the role The Business Development Manager is responsible for leading new business sales initiatives for cyber security solutions, targeting enterprise and strategic accounts. This senior sales leader focuses on driving revenue growth through net-new client acquisition, building long-term executive relationships, and shaping the company’s market presence. What you'll do: Strategic New Business Development Identify and target high-value enterprise and strategic prospects for cyber security solutions. Demonstrate a deep understanding of ARO's mission, values, and story, and use this knowledge to build authentic connections with customers, partners, and stakeholders Develop and execute market entry strategies for new business acquisition. Build a strong pipeline of opportunities through prospecting, networking, and industry events. Lead outreach to C-level executives and other senior decision-makers. Sales Leadership & Execution Drive end-to-end sales cycle for new business: prospecting, discovery, solution alignment, proposal, negotiation, and closing. Own key strategic deals, particularly large, complex, multi-year enterprise agreements. Collaborate with sales engineers, solution architects, and cyber security specialists to craft tailored solutions. Proficiency in understanding customer pain points and devising suitable solutions using the 7 questions deep technique. Mentor and guide Account Executives in best practices, pipeline management, and deal strategy. A focus on face-to-face client meetings Revenue Growth & Target Achievement Achieve and exceed sales targets by selling solutions within the ARO portfolio including managed services and professional services. Develop and execute account-specific strategies to secure long-term, high-value contracts. Negotiate commercial terms, contract structures, and procurement processes for enterprise clients. Client Relationship & Advisory Establish yourself as a trusted advisor on cyber security strategy, risk management, and compliance. Conduct meetings, business reviews, and strategic presentations to senior client stakeholders. Provide thought leadership on emerging cyber threats, regulatory changes, and security best practices. Collaboration & Market Presence Collaborate across wider ARO specialist teams to introduce additional services to prospects that deliver value beyond the immediate scope of engagement (Cloud / Infrastructure / Data Centre / Telecoms / Energy / Managed Services). Work cross-functionally with marketing, product, and delivery teams to align messaging and solutions. Develop deep relationships with vendors, acting as a liaison to align opportunities and sales strategies. Represent the company at industry conferences and events. Collect and share market intelligence, competitive insights, and client feedback to influence product roadmap and go-to-market strategy. Transition closed deals smoothly to account management team. Requirements What are we looking for? Essential: Proven experience in an senior account executive or a similar role, with knowledge of IT solutions and technology trends Experience of working with high profile, Enterprise level customers Clearly defined success at C-suite level Strong Vendor Partnership experience Excellent emotional awareness and relationship building skills Knowledge and experience across a range of verticals Strong leadership and stakeholder management skills. Excellent communication and interpersonal skills. Ability to develop and implement strategic plans. Strong analytical and problem-solving abilities. Full UK Driving license Desirable: Relevant industry certifications or qualifications. Proficiency in Microsoft Office Suite and CRM software. Benefits Who are we? ARO has 25 years’ experience in Collaboration, Connectivity, Cloud and Infrastructure and Cyber Security services both in the UK and Internationally and has a nationwide presence with offices across the UK. As one of the UK’s leading independent IT and communication experts our mission is to deliver a seamless technology experience to all end users. To make that vision a reality, we need bright, tenacious and inspiring talent to help drive our performance, growth and achieve this mission. To make us successful we focus on strong communication, a culture based on fun, trust and collaboration. We have created a modern workplace environment, which is full of engaged, energetic, positive and curious people whose productivity, resilience and wellbeing allow them to thrive. In 2021 we were awarded the People Insight’s Outstanding Workplace Award, which celebrates organisations building positive workplace cultures and acting on employee feedback to spark positive change. Why Work for ARO? At ARO we are committed to creating an excellent employee experience. Our employees, culture and additional benefits all make ARO a great place to work. Come join us! We offer a wide range of benefits and incentives to our employees including: Company Pension Scheme and matching contributions Company Perks portal Private Medical insurance Life assurance 25 days holiday plus bank holidays plus holiday trading Your Birthday off, on us! Health Club and Wellbeing Scheme ARO Shares after 12 months employment Employee Assistance Programme Technical Training Academy and E-learning Hybrid working If even 80% of this matches your experience and attributes, we would be delighted to hear from you.