As a Business Development Manager, you will win new business by finding, qualifying, and closing net-new clients for our managed IT, cybersecurity, and technology services.
This is an individual contributor sales role focused entirely on new logos. You will own your pipeline from first outreach through signed agreement, work with Architecture (Sales Engineering) to validate and scope solutions, and hand off a complete package to our delivery teams. Your results directly drive the company's growth.
What You'll Do
Prospecting & Pipeline Development
- Identify, research, and pursue net-new client opportunities in the IT managed services market
- Build and maintain a healthy pipeline through outbound prospecting, networking, referrals, and partner relationships
- Qualify opportunities and prioritize pursuit based on fit, size, and likelihood to close
- Identify and pursue key market opportunities in your assigned territory
Selling & Closing
- Manage and close complex, high-value opportunities from first contact through signed agreement
- Lead discovery conversations and build relationships with executive-level decision-makers, including navigating C-level buying processes
- Develop solution proposals aligned to the service catalog, with technical validation from Architecture (Sales Engineering)
- Negotiate pricing and contract terms in coordination with Sales Operations and Finance
- Achieve personal sales quota while supporting team goals
Relationships & Handoff
- Build and maintain strategic client relationships through the sales cycle and into onboarding
- Hand off closed opportunities with complete scope, pricing, and contract terms to Finance, PMO, and Client Experience
Forecasting, CRM & Process
- Maintain accurate CRM records, sales forecasts, and pipeline analytics
- Follow the company sales methodology and recommend process improvements
- Collaborate with Marketing, Client Experience, and Sales leadership to contribute to service and go-to-market strategy
What You Bring
Required
- 2+ years of direct B2B selling experience
- Proven track record of consistently meeting or exceeding sales targets
- Experience managing large, complex sales cycles with multiple stakeholders
- Solid understanding of technology solutions and the ability to explain them in business terms
- Experience using a CRM to manage pipeline and forecasts
- Valid driver's license and reliable transportation
- Bachelor's degree or equivalent work experience
Preferred (Not Required)
- Experience selling technology solutions or managed IT services
- Advanced sales methodology certifications
- MBA or relevant advanced degree
- Industry certifications and recognition
Soft Skills
- Strong executive presence and presentation skills
- Negotiates and closes with confidence
- Thinks strategically and applies sound business judgment
- Analyzes financial and business information to build credible proposals
Working Relationships
- Works with Marketing on demand generation and qualified pipeline
- Partners with Inside Sales on lead qualification and handoff
- Partners with Architecture (Sales Engineering) on technical validation for new-client opportunities
- Coordinates with Sales Operations on quoting, pricing, forecasting, and CRM
Success Metrics
- Personal revenue achievement against quota
- New-client pipeline created and conversion rates
- Growth in strategic accounts
- Breadth of solutions sold across the service portfolio
- Forecast accuracy and CRM completeness
- Quality and completeness of deal handoffs
Working Conditions
Travel: Some local travel to make sales calls and meet with customers and prospects. No overnight travel is required.
Physical Requirements: Primarily office-based, with regular customer visits. Requires operating standard office equipment and a keyboard, and the ability to drive to customer and prospect locations, walk short distances, and carry small items such as parcels and presentation materials.
Benefits
The total compensation package for this position also includes medical benefits, 401(k) eligibility, Paid Time Off, and parental leave. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.
