Digital Business Development Manager, UKI

The Role

Reporting to the Head of Digital Growth you will be responsible for delivering digital business growth by securing new accounts, and building cross portfolio sales into our existing customer base focused on selling OASIS digital products and solutions across Public Sector and Enterprise customers. You will work closely with the digital sales team and collaborate with account managers in the physical information management teams. You will also work more widely with colleagues in the marketing and communications team to identify prospects and create leads and opportunities. By listening to client’s needs, combined with your understanding of records management, you will assess our chances of winning and conduct a rigorous qualification review. Where the decision is to proceed, you will be responsible for leading the development of compelling and differentiated proposals, engaging the wider organisation where required.

The Business Development Manager will primarily be responsible for generating, qualifying and closing new business opportunities for OASIS FileSmart, a Microsoft 365 and SharePoint-based digital document and records management service. The role will focus on helping organisations modernise document management, improve compliance, reduce reliance on legacy EDRMS platforms and maximise the value of their existing Microsoft investment.

Key Responsibilities

· Build and manage a qualified pipeline of FileSmart opportunities across target sectors such as local government, housing, regulated industries and organisations with complex records management needs.

· Identify prospects through market research, tender portals, partner networks, events, campaigns and outbound engagement.

· Through primary and secondary research gain an understanding of prospect organisations, including their corporate objectives, organisational structure and potential buyers, decision makers and influencers.

· Build a professional network and create contacts and relationships.

· Proactively create leads and opportunities by pitching to clients, listening to their needs, and identifying their underlying digital problems and challenges.

· Monitor tender and other procurement platforms, identifying opportunities of potential interest for further assessment.

· Undertake a bid / no-bid review of opportunities, evaluating both the commercial attractiveness of an opportunity and our chances of winning.

· Use a tactical, solution focussed approach, develops client proposals and tenders.

· Maintain regular communications with the clients, gaining a regular update on bid/proposal progress and updates Salesforce accordingly.

· Manage discovery conversations to understand document volumes, legacy systems, Microsoft 365 maturity, migration requirements, compliance drivers, user needs and buying criteria.

· Position FileSmart as a Microsoft-centric alternative to standalone EDRMS platforms, emphasising governance, usability, security, migration, support and return on investment.

· Work with pre-sales, technical consultants, project managers and service teams to shape solution designs, implementation scopes, pricing assumptions and statements of work.

· Maintain accurate opportunity records, forecast data, next steps and customer intelligence in Salesforce CRM.

· Collaborate with marketing to convert sector insights into campaigns, collateral, case studies, messaging and account-based sales activity.

· Gain an understanding of client/market needs, communicate these internally and work with the wider team to develop successful marketing and sales strategies.

· Focus on sales targets, conversion rates, sufficiency of sales pipeline and sales activity metrics.

· Comply with all company policies and all relevant data protection legislation to ensure our clients and team members’ sensitive and personal information are protected and processed in accordance with the law.

· Adhere to all company policies and complete all mandatory training modules.

· Report any potential or actual security, environmental or health and safety incidents to your line manager and/or the OASIS Compliance team as soon as you become aware of them.

Success Measures

· New business revenue generated from FileSmart implementation, migration, annual subscription and associated professional services.

· Qualified pipeline value, pipeline coverage and conversion rate from qualified opportunity to closed-won.

· Number and quality of discovery meetings, proposals, demonstrations and tenders progressed.

· Accuracy of CRM data, forecasting and opportunity qualification.

· Quality of internal handover to delivery, including scope, assumptions, client stakeholders, commercial terms and risks.

Candidate profile

· Demonstrable sales experience selling strong in-depth knowledge and experience proven in strategic business development and sales within a Corporate and/or large public sector environment selling Business to Business.

· Proven business development or new business sales experience in SaaS, digital transformation, document management, records management, managed services, Microsoft 365, enterprise and public sector technology or compliance-led solutions.

· Ability to sell consultatively to senior stakeholders across IT, digital, records, compliance, procurement, housing, operations and finance.

· Strong understanding of Microsoft 365, SharePoint Online or enterprise information management concepts, with the ability to translate technical capability into business value.

· Experience managing complex sales cycles, including discovery, solution shaping, proposal writing, tender responses, stakeholder mapping and commercial negotiation.

· Familiarity with procurement frameworks, tender submissions and public sector buying processes.

· Commercially confident, with the ability to discuss licence fees, implementation fees, migration fees, support models, change requests and multi-year subscription value.

· Excellent written and verbal communication skills, including the ability to create persuasive proposals and present to executive-level audiences.

· Knowledge of EDRMS, document migration, retention management, metadata, records governance, information security and data protection requirements is desirable.

· Strong negotiation and problem-solving skills, curious and able to think creatively