Business Development Manager
Salary: £50,000–£60,000 + Double OTE
Location: Hybrid — reporting to Newcastle or Leeds twice weekly
Department: Sales / Business Development
Reports to: CSO
Overview
We are seeking a high-calibre hunter to drive net-new business across Managed Services, Cloud Modernisation, Digital Workplace, and Cyber Security (MDR/SOC, hardening, compliance). This role owns the full sales cycle, from prospecting to close, and plays a pivotal part in accelerating our growth within upper-SME and mid-market clients.
You will build and convert a healthy pipeline, collaborate closely with technical presales, and shape proposals and multi-year MSAs that solve meaningful business and security challenges.
Key Responsibilities
Pipeline Generation & Prospecting
* Drive proactive outbound campaigns to generate new opportunities across target verticals.
* Leverage referrals, networking, events, and vendor co-sell motions to build pipeline.
* Maintain strong relationships with partners (Microsoft, cyber vendors, cloud ecosystem) to align on joint GTM activities.
Sales Cycle Ownership
* Own opportunities end-to-end from first outreach to contract signature.
* Rigorously qualify prospects using business impact, urgency, budget, and technical fit criteria.
* Lead structured discovery sessions to identify pain points and quantify ROI/impact.
* Orchestrate presales and SMEs to shape solution proposals, SOWs, and managed service agreements.
* Run both fast-turn project cycles (£50k–£150k) and longer managed service deals in 1–6 month sales cycles.
Stakeholder Engagement
* Sell confidently to IT Directors, CIO/CTO/CISO-level leaders, and finance/operational decision-makers.
* Navigate multi-stakeholder environments, procurement processes, and security assessments.
* Present complex technical value propositions in business-first language.
Commercial & Forecasting
* Accurately forecast pipelines, commit numbers, and renewal/expansion opportunities.
* Structure multi-year MSAs and deliverables with support from commercial/legal teams.
* Meet and exceed new logo, ARR, and TCV targets.
Required Skills & Experience
* Proven track record of closing net-new business in IT services, cloud, cyber security, or managed services.
* Demonstrated success selling into upper-SME/mid-market organisations.
* Experience managing full-cycle deals—prospecting, discovery, shaping proposals, and negotiation.
* Ability to articulate cloud transformation, workplace productivity, and cyber security value propositions.
* Familiarity with security and procurement basics (e.g., MDR, SOC, compliance, due diligence).
* Strong qualification discipline, deal inspection skills, and forecasting accuracy.
* Comfortable running multiple opportunities with varied sales motions (project vs recurring services).
* Self-starter mentality with hunter bias, resilience, and clear commercial acumen.
Desirable
* Experience working with Microsoft cloud ecosystem (Azure, M365, security stack).
* Prior success in land-and-expand managed services sales.
* Knowledge of frameworks such as Cyber Essentials, ISO27001, NIST, or similar.
* Established network of IT decision-makers in the UK mid-market.