Business Development Manager
5 days ago
We are a leading Microsoft-focused IT Managed Services Partner and Consultancy, Tier 1 CSP, providing IT solutions and consultancy services to a predominantly Microsoft client base. We are seeking a Business Development Manager (player-manager role) to join our growing team, focused on driving new business acquisition and providing sales oversight across our new business team.
Ideally the BDM is based in Scotland or the North of England. We offer flexible and remote working options, along with travel required to client sites and company offices as necessary.
The BDM will report directly to the Chief Commercial Officer (CCO).
This is a hybrid role combining direct new business sales responsibilities with light management and oversight of the new business sales team. The BDM will carry a personal quota, focused on generating net new clients (with emphasis on Scotland and the North of England), while also supporting two other experienced sellers through pipeline guidance, deal support, and ensuring pipeline hygiene and forecasting accuracy.
Deliver new business revenue against a defined sales quota, focusing on Scotland and the North of England.
Act as a 'player-manager', providing pipeline management, coaching, and guidance to two other new business sellers.
Take overall responsibility for the new business sales number across the team.
Manage accurate forecasting, pipeline hygiene, and reporting to the Chief Commercial Officer (CCO).
Support the team in navigating sales cycle blockers, providing techniques and methods to progress deals.
Work with marketing to ensure a consistent flow of quality leads, supporting conversion into opportunities and sales.
Collaborate with the bid team to develop high-quality bids, RFP responses, and proposals.
Maintain effective use of sales tools (ConnectWise, HubSpot, LinkedIn Sales Navigator, and other platforms).
Drive team-wide adoption of sales methodologies to improve conversion ratios and overall performance.
Proven track record in new business sales, ideally within IT services, managed services, or Microsoft partner ecosystem.
Experience managing a sales pipeline and delivering against quota consistently.
Strong understanding of Microsoft CSP and managed services market, with ability to articulate value propositions to clients.
Experience in light management or sales team leadership, with ability to guide, coach, and support other sellers.
Proficient with sales tools (ConnectWise, HubSpot, LinkedIn Sales Navigator, Apollo, etc.).
Familiarity with structured sales methodologies (e.g., Strong commercial acumen, negotiation skills, and ability to handle contractual discussions.
Flexible remote working arrangements but alternatively, you can also work from our Edinburgh office.
Performance bonus.
Personal development opportunities and Microsoft-aligned training.
Significant focus on Learning + Development. training courses, seminars, and social events in London.
Two paid leave days per year to volunteer for causes that resonate with client values (charitable efforts, environmental initiatives, and supporting the next generation in tech).
Private healthcare.
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