Business Development Manager Managed IT Services
Whitstable, Kent Hybrid and field-based
£50,000 basic salary
Circa £90,000 OTE uncapped commission
- Are you a true new-business salesperson who enjoys turning opportunities into long-term clients?
- Can you hold credible commercial conversations with business owners, directors and finance leaders?
- Would you like to join an MSP that is investing in a dedicated sales-development function rather than expecting you to succeed with little more than a phone and a target?
We are recruiting for a growing managed IT services provider based in Whitstable. They are looking to appoint an experienced Business Development Manager to take ownership of winning new SMB clients across Kent, London and the South East.
This is the companys first dedicated new-business closing role, giving you the opportunity to influence its sales approach and play a central part in its continued growth.
Importantly, you will not be expected to build the entire sales pipeline alone. The company already has a dedicated Sales Development Representative who is responsible for outbound prospecting, identifying suitable organisations, qualifying interest and securing attended appointments. The SDR is measured and rewarded against qualified meetings and new-client conversions, so there is already an effective lead-generation engine supporting the role not simply an occasional list of unqualified names.
You will work closely together, with the SDR creating and qualifying opportunities while you lead the commercial sales process from the initial discovery meeting through to signed agreement. You will still be encouraged to create opportunities through your own network, referrals, events and targeted prospecting, but much of your time can be focused on holding meaningful conversations, progressing opportunities and winning clients.
The opportunity
Most prospective clients will already have an internal IT resource or an existing IT provider. This means managed IT services is frequently a displacement sale.
Your role will be to uncover where the current arrangement is falling short, understand the commercial impact and build a compelling reason for the client to change.
You will need to be comfortable discussing:
- Business and cyber risk
- The financial impact of downtime and inefficient technology
- Compliance and security concerns
- Productivity and operational resilience
- Technology investment and planning
- How better IT can support an organisations future growth
This is not about leading with technical specifications, products or speeds and feeds. It is about understanding the organisation and connecting its challenges to a credible business solution.
What will you be selling?
The company provides a broad range of services to small and medium-sized organisations, including:
- Fully managed and co-managed IT support
- Cybersecurity and cyber risk reduction
- Microsoft 365 and cloud services
- Business continuity and disaster recovery
- IT consultancy and strategic technology planning
- Compliance-related services
- Technology alignment, roadmaps and virtual CIO support
This is not a commodity MSP selling reactive support from a price list.
The company uses a structured technology-alignment process to assess clients against recognised, CIS-aligned standards. It is also working towards becoming a Cyber Essentials certification body. This provides a genuine and evidenced point of difference. The business helps its clients understand risk, improve their technology environment and make properly informed investment decisions rather than simply responding when something breaks.
How will the sales partnership work?
You will work closely with the companys Sales Development Representative.
The SDR will:
- Run targeted outbound activity across the companys chosen markets
- Identify prospective clients that meet the agreed ideal client profile
- Make initial contact with relevant decision-makers
- Establish and verify interest
- Qualify opportunities using an agreed framework
- Book meetings with suitable prospects
- Ensure leads, appointments and outcomes are accurately recorded in the CRM
- Continue refining campaigns based on feedback from the sales process
As Business Development Manager, you will:
- Take ownership of qualified opportunities once a meeting has been secured
- Conduct consultative discovery meetings with business owners and senior decision-makers
- Explore the clients existing IT arrangements, challenges, risks and priorities
- Build the commercial case
- Work with technical colleagues to shape the right solution
- Prepare and present proposals
- Manage objections, negotiations and follow-up
- Maintain momentum through what can sometimes be a lengthy sales cycle
- Take responsibility for progressing opportunities through to signed agreement
- Provide clear feedback to the SDR about lead quality, objections and campaign performance
- Create additional opportunities through networking, referrals, partnerships and your own relationships
- Maintain accurate pipeline information and sales forecasts
You and the SDR will operate as a closely connected new-business team, with shared visibility of activity, opportunities, conversion rates and new recurring revenue.
What are we looking for?
We are looking for somebody who is:
- Motivated by winning new clients
- Experienced in managing a consultative B2B sales process
- Comfortable taking qualified opportunities and converting them into business
- Able to create additional opportunities through their own activity and relationships
- Credible and confident with business owners, directors and finance leaders
- Commercially astute and able to discuss risk, cost, productivity and growth
- Resilient enough to manage rejection and longer sales cycles
- Organised and disciplined when managing opportunities
- Comfortable being accountable for pipeline movement, conversion and revenue
- Able to learn technical services quickly and explain them honestly
- Collaborative and willing to share meaningful feedback with the SDR and wider team
- Motivated by having a visible impact within a smaller, growing business
Previous experience selling managed IT services, cybersecurity, cloud solutions or other technology services would be extremely valuable.
However, direct MSP experience is not essential.
JBRP1_UKTJ
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