Business Development Manager

We are Kocho, the original Microsoft identity‑centric security partner, delivering transformational services for UK organisations. We secure every identity first, then use that foundation to strengthen security, modernise cloud and apps, and keep everything running through leading managed services and managed security operations. You’ll be joining a team that’s trusted by organisations to deliver at scale. As an eight‑time Microsoft Partner of the Year winner and one of Microsoft’s most decorated UK partners, our work speaks for itself:

• We’ve helped BT Group build multi‑brand customer authentication at scale (including migration of 25 million accounts).
• We supported Dojo’s cloud‑first identity modernisation (achieving 65% reduction in first‑line support tickets and £80k+ annual savings).
• We enabled Hallo Healthcare’s secure cloud independence (migrating 17,000 identities and 180+ applications securely to zero trust architecture with Entra).

Our head office is in the heart of London, with additional offices in Cardiff and Cape Town, providing a comfortable working environment with flexible collaboration spaces. We’re guided by our core values: Do What’s Right, Think Greater, and Better Together. Kocho is an equal opportunities employer. We make recruitment decisions based on qualifications, skill set and experiences. We consider all suitable candidates regardless of their age, sex, gender reassignment, race, pregnancy and maternity, religion or belief, marital status, disability or sexual orientation. This mindset aligns with our company values as we understand that we are Better Together.

The Role

We are looking for a hybrid Business Development Manager, a seller who thrives on originating new opportunities and winning new logos, while also building trusted, long-standing client relationships that drive sustainable account growth. This is not a transactional sales role. You will:

• Originate and close complex IT services and digital transformation engagements.
• Develop strategic relationships at C‑suite and senior technical levels.
• Expand accounts through upsell and cross-sell over time.
• Act as a trusted advisor, not just a deal-closer.

You will be London-based, expected in the office three days per week, but the emphasis is on being in face‑to‑face meetings with clients, building credibility and strengthening executive relationships.

What You’ll Be Responsible For

New Business & Deal Origination:

• Own the complete sales cycle from initial contact to close.
• Proactively identify, develop and convert new logo opportunities focusing on Microsoft Identity and Security services.
• Develop and execute a territory business plan.
• Run focused sales campaigns within your territory.
• Follow a structured methodology (including Power Base Selling).
• Meet and exceed Sales, Revenue and GP targets.

Account Growth & Relationship Development:

• Build long-term, high‑trust relationships with key stakeholders.
• Identify upsell and cross-sell opportunities within existing accounts.
• Position Kocho’s broader service portfolio strategically.
• Maintain executive‑level engagement beyond initial deal closure.
• Nurture and develop opportunities within the sales pipeline.
• Work closely with marketing, pre‑sales, consultants and operations.
• Collaborate effectively with Microsoft and key partners.

What We Need From You

You are a commercially astute, credible seller who combines hunter energy with farmer discipline.

Experience & Capability:

• Proven success selling complex IT services and digital transformation projects.
• Strong understanding of business transformation, operating model design, IT service delivery and IT service management.
• Track record of winning new logos and expanding existing accounts.
• Comfortable selling to both technical and business stakeholders.
• Ability to communicate effectively at all organisational levels.
• Natural relationship builder and active listener.
• Excellent time management.

Personal Profile:

• Client‑centric and relationship‑driven.
• Highly organised with strong attention to detail.
• Strong written and verbal communication skills.
• Commercially accountable and target‑driven.
• Able to work independently while valuing team collaboration.
• Confident working under pressure and to deadlines.
• Strategic thinker with a holistic business perspective.

What Would Be Great:

• Experience selling Microsoft solutions/services.
• A track record of selling into any of Kocho’s core verticals: Financial Services, Legal Services, Retail, Public Sector, Pharma, Biotech, Health & Wellness.

Please note: We are only considering applications from sales professionals with proven experience selling Microsoft M365 Solutions. Experience within the Microsoft Identity and Security space is strongly preferred.