Head of Channel & Business Development (Client Acquisition) Head Office/ London Competitive Sal[...]

Overview

Head of Channel & Business Development (Client Acquisition) – Head Office/ London • Full Time • Competitive Salary + OTE

The Head of Channel & Business Development will lead the acquisition of net-new clients through both direct sales and partner-led channels. The role combines strategic leadership with hands-on business development, ensuring ITPS penetrates new markets, builds trusted relationships, and wins new logos across enterprise and mid-market sectors.

Responsibilities

• Client Acquisition & New Business Growth
  • Own and deliver against ambitious new business acquisition targets across managed services, cloud, cyber security, and connectivity.
  • Lead by example, actively prospecting and engaging C-level decision-makers to secure high-value opportunities.
  • Develop and implement a strategic client acquisition plan to expand ITPS’s footprint in target sectors.
• Identify, recruit, and develop strategic channel partners and alliances to accelerate growth.
• Build joint go-to-market strategies with partners to drive pipeline and revenue.
• Manage partner relationships to ensure alignment, collaboration, and shared success.
• Data-Driven Market Insight
  • Utilise data analytics, market intelligence, and competitive research to identify emerging opportunities.
  • Leverage CRM and sales data to optimise prospecting, forecasting, and territory planning.
  • Translate market trends into actionable sales strategies and propositions.
• Organisation & Team Development
  • Assess team strengths and allocate skills effectively to maximise impact on acquisition and delivery.
  • Coach and mentor business development staff, ensuring professional growth and alignment with company goals.
  • Build a culture of accountability, collaboration, and continuous improvement.
• Proposition Delivery
  • Refine ITPS’s client value propositions, ensuring they are differentiated, compelling, and aligned to market needs.
  • Work with marketing and pre-sales to create data-backed propositions that resonate with clients and partners.
  • Oversee the creation of proposals, presentations, and tenders to ensure consistency and impact.
• Lead, mentor, and inspire the business development team to deliver consistently against acquisition goals.
• Define clear performance metrics and reporting to track progress and success.
• Provide market intelligence and competitor insights to shape business strategy.
• Act as a senior ambassador for ITPS at industry events, conferences, and networking forums.

Skills & Experience

• Proven track record of driving net-new client acquisition in IT managed services, cloud, cyber, or digital transformation sectors.
• Strong channel development experience, with an established network of IT resellers, VARs, or technology partners.
• Strong new logo acquisition experience
• Experience in data-driven sales strategy, CRM analytics, and market research techniques.
• Demonstrated ability to design, communicate, and deliver compelling client propositions.
• Experience in leading and structuring business development teams to play to collective strengths.
• Ability to run complex sales cycles, engage multiple stakeholders, and close enterprise-level deals.
• Excellent communication, presentation, and negotiation skills at C-suite level.
• Commercially astute, with the ability to craft compelling value propositions.
• Strong leadership and team development skills, with the ability to inspire high performance.

Desired Behaviours

• Hunter mentality – thrives on winning new business and building fresh client relationships.
• Data-driven mindset – makes decisions based on insights, research, and measurable evidence.
• Strategic thinker – able to identify market opportunities and turn them into revenue growth.
• Organisational leadership – ensures the right skills are in place and aligned to business priorities.
• Client-first approach – focuses on solving client challenges and creating long-term value.
• Collaborative leadership – encourages teamwork across sales, marketing, and delivery.
• Entrepreneurial drive – proactive, self-motivated, and willing to take ownership of growth.
• Commercial integrity – operates with professionalism, transparency, and ethical standards.
• Resilient & adaptable – thrives in a fast-paced, competitive market.

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