Business Development Manager- Microsoft Cloud in Norwich

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).

Role Purpose: 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.

Duties & Responsibilities:

• 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.
• Develop and execute effective go-to-market strategies, campaigns, and activities in collaboration with marketing, partnerships, and the bid team.
• Contribute to messaging, positioning, and target audience strategies, bringing new ideas for products, solutions, and channels to market.
• 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.
• Engage with prospective clients at C-suite level, delivering presentations, proposals, and value propositions.
• Collaborate with the bid team to develop high-quality bids, RFP responses, and proposals.
• Work with finance on any invoicing disputes, ensuring swift resolution.
• Work with the CCO to manage contractual discussions, including terms and agreements negotiation.
• 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.

Required Skills & Experience:

• 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.
• Excellent presentation and communication skills, confident engaging at C-suite level.
• Experience in light management or sales team leadership, with ability to guide, coach, and support other sellers.
• Strategic thinker with creativity to design campaigns, offerings, and routes to market.
• Proficient with sales tools (ConnectWise, HubSpot, LinkedIn Sales Navigator, Apollo, etc.).
• Familiarity with structured sales methodologies (e.g., MEDDIC, Challenger, Solution Selling) to drive higher conversion rates.
• Strong commercial acumen, negotiation skills, and ability to handle contractual discussions.
• Collaborative and able to work effectively with marketing, partnerships, finance, and executive leadership teams.
• Self-motivated, results-oriented, and proactive in identifying opportunities and overcoming challenges.

We offer:

• Flexible remote working arrangements but alternatively, you can also work from our Edinburgh office.
• Performance bonus.
• Personal development opportunities and Microsoft-aligned training.
• Appropriate, modern technology to support the fulfilment of your role.
• Significant focus on Learning + Development: training courses, seminars, and social events in London.
• Supportive, ambitious and entrepreneurial culture where you'll have the freedom to drive ideas, take ownership and make a real impact.
• 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.