Opportunity awaits...
Managed Services Business Development Lead
OWLO00001
- Negotiable
- Anywhere, AnyWhere, Anywhere
- Permanent
Role: Managed Services Business Development Lead
Location: UK – Hybrid, with some travel
Type: Permanent, full-time
I'm working with a growing technology and managed services business that is looking to bring in an experienced Managed Services Business Development Lead.
This is a new-business focused role, but it's not simply about cold calling and chasing leads. The business already has a strong customer base and the opportunity is to identify where managed services can solve a genuine customer problem, get in early, and build the opportunity through to a successful sale.
You'll be responsible for developing new managed services opportunities across both existing and new customers, as well as helping the wider sales team identify and progress opportunities that they may not otherwise have seen.
The role is very customer-facing, so you'll need to be comfortable getting in front of customers, running discovery meetings, understanding their current environment and having credible conversations with senior IT and business stakeholders.
What you'll be doing
A big part of the job will be finding opportunities before they become obvious.
You'll be looking at existing customer relationships, upcoming contract renewals, changes in their business and technology environment, and other trigger points that could create an opportunity for a managed service.
You'll also be expected to build relationships with new customers and create your own pipeline rather than relying purely on inbound leads.
Day to day, this will include:
Speaking with existing and prospective customers about their IT and technology challenges.
Identifying opportunities for managed services, outsourced services and recurring technology solutions.
Running discovery meetings and workshops with customers.
Understanding what a customer has today, where the gaps are and what they are likely to need next.
Getting involved early in the sales process rather than waiting for a formal tender or renewal.
Working closely with Account Managers to develop opportunities within their accounts.
Building relationships with senior IT, technology and business stakeholders.
Creating and managing your own pipeline.
Developing proposals and presentations that clearly explain the value of the service.
Keeping an eye on contract expiry dates, supplier issues, technology refreshes and other events that could create an opportunity.
Looking for opportunities to replace incumbent providers where there is a genuine reason for the customer to consider a change.
Working with the existing sales team
You'll work closely with the Account Management team rather than operating in isolation.
Part of your role will be helping Account Managers spot managed services opportunities within their accounts and giving them the confidence to have those conversations with customers.
That could mean joining an important customer meeting, helping shape an account plan, working through an opportunity with an Account Manager or simply helping them understand how to position a particular service.
You'll also work with pre-sales, delivery, marketing and technology partners to make sure opportunities are properly qualified and can be taken through to delivery.
The type of person we're looking for
The most important thing is that you have genuine experience selling managed services or another recurring technology proposition.
You might currently be selling:
Managed Network Services
Managed Security
Managed Connectivity
Managed Workplace
Outsourced IT services
XaaS or subscription-based technology
Another similar recurring or OPEX-based technology service
We're less interested in someone who has only sold hardware, software licences or one-off projects.
Ideally, you'll have experience selling into the commercial mid-market, particularly organisations with somewhere in the region of 200–2,500 employees.
Experience within areas such as financial services, healthcare, professional services or other regulated environments would also be useful.
What you'll need to be able to demonstrate
We're looking for someone who can show a track record of:
Winning new managed services business.
Building pipeline through their own outbound activity.
Turning existing project or technology relationships into longer-term managed services contracts.
Selling to senior IT and business stakeholders.
Running good discovery conversations and getting underneath the customer's real requirements.
Working alongside Account Managers and influencing opportunities without directly managing them.
Understanding the UK managed services market and the competitive landscape.
Managing a number of opportunities at different stages of the sales cycle.
Taking an opportunity from initial conversation through to close.
Experience with a structured sales methodology such as MEDDIC, MEDDPICC, Challenger or SPIN would be useful, but it's not the main requirement.
What will make you successful
You'll probably enjoy this role if you like being out with customers and creating opportunities rather than sitting behind a desk waiting for an enquiry.
You'll need to be confident enough to challenge a customer when appropriate, but also good at listening and understanding what they actually need.
You'll also need to be comfortable working with Account Managers and other teams. You won't have direct authority over everyone involved in an opportunity, so being able to build relationships and get people working towards the same outcome is important.
The sales cycles can be relatively complex, so persistence is important. Some opportunities will take time to develop and you'll need to be comfortable keeping momentum without pushing customers too hard.
How you'll be measured
The role has clear commercial targets around areas such as:
Managed services revenue and ARR
New managed services customers
Qualified pipeline
New opportunities created
Growth within existing customers
Competitive displacement
Conversion of opportunities into recurring revenue
The business:
The company is an established technology and managed services provider with a growing presence in the UK.
It works with a mixture of commercial and public sector organisations and provides a range of technology and managed services.
The business is continuing to invest in its managed services offering, which is why this role has been created.
You'll have the opportunity to make a real impact on how the managed services proposition is taken to market rather than simply stepping into an established sales territory and managing an existing book of business.
What’s on offer
Competitive basic salary and bonus.
Hybrid working.
25 days' holiday plus UK bank holidays, with the option to buy additional days.
Pension and private healthcare.
Training and access to relevant technology/vendor certifications.
Regular customer and partner interaction.
A collaborative working environment.
Good scope for career development as the managed services business continues to grow.
In short:
If you're an experienced managed services salesperson who enjoys finding opportunities, getting in front of customers and turning conversations into recurring revenue, this could be a good fit.
I'm particularly interested in speaking with people who have sold managed services, outsourced IT, managed networks, managed security, managed connectivity, managed workplace or similar recurring technology services.
If that sounds like your background, I'd be happy to have an initial confidential conversation and give you more information about the business and the opportunity.
Location: UK – Hybrid, with some travel
Type: Permanent, full-time
I'm working with a growing technology and managed services business that is looking to bring in an experienced Managed Services Business Development Lead.
This is a new-business focused role, but it's not simply about cold calling and chasing leads. The business already has a strong customer base and the opportunity is to identify where managed services can solve a genuine customer problem, get in early, and build the opportunity through to a successful sale.
You'll be responsible for developing new managed services opportunities across both existing and new customers, as well as helping the wider sales team identify and progress opportunities that they may not otherwise have seen.
The role is very customer-facing, so you'll need to be comfortable getting in front of customers, running discovery meetings, understanding their current environment and having credible conversations with senior IT and business stakeholders.
What you'll be doing
A big part of the job will be finding opportunities before they become obvious.
You'll be looking at existing customer relationships, upcoming contract renewals, changes in their business and technology environment, and other trigger points that could create an opportunity for a managed service.
You'll also be expected to build relationships with new customers and create your own pipeline rather than relying purely on inbound leads.
Day to day, this will include:
Speaking with existing and prospective customers about their IT and technology challenges.
Identifying opportunities for managed services, outsourced services and recurring technology solutions.
Running discovery meetings and workshops with customers.
Understanding what a customer has today, where the gaps are and what they are likely to need next.
Getting involved early in the sales process rather than waiting for a formal tender or renewal.
Working closely with Account Managers to develop opportunities within their accounts.
Building relationships with senior IT, technology and business stakeholders.
Creating and managing your own pipeline.
Developing proposals and presentations that clearly explain the value of the service.
Keeping an eye on contract expiry dates, supplier issues, technology refreshes and other events that could create an opportunity.
Looking for opportunities to replace incumbent providers where there is a genuine reason for the customer to consider a change.
Working with the existing sales team
You'll work closely with the Account Management team rather than operating in isolation.
Part of your role will be helping Account Managers spot managed services opportunities within their accounts and giving them the confidence to have those conversations with customers.
That could mean joining an important customer meeting, helping shape an account plan, working through an opportunity with an Account Manager or simply helping them understand how to position a particular service.
You'll also work with pre-sales, delivery, marketing and technology partners to make sure opportunities are properly qualified and can be taken through to delivery.
The type of person we're looking for
The most important thing is that you have genuine experience selling managed services or another recurring technology proposition.
You might currently be selling:
Managed Network Services
Managed Security
Managed Connectivity
Managed Workplace
Outsourced IT services
XaaS or subscription-based technology
Another similar recurring or OPEX-based technology service
We're less interested in someone who has only sold hardware, software licences or one-off projects.
Ideally, you'll have experience selling into the commercial mid-market, particularly organisations with somewhere in the region of 200–2,500 employees.
Experience within areas such as financial services, healthcare, professional services or other regulated environments would also be useful.
What you'll need to be able to demonstrate
We're looking for someone who can show a track record of:
Winning new managed services business.
Building pipeline through their own outbound activity.
Turning existing project or technology relationships into longer-term managed services contracts.
Selling to senior IT and business stakeholders.
Running good discovery conversations and getting underneath the customer's real requirements.
Working alongside Account Managers and influencing opportunities without directly managing them.
Understanding the UK managed services market and the competitive landscape.
Managing a number of opportunities at different stages of the sales cycle.
Taking an opportunity from initial conversation through to close.
Experience with a structured sales methodology such as MEDDIC, MEDDPICC, Challenger or SPIN would be useful, but it's not the main requirement.
What will make you successful
You'll probably enjoy this role if you like being out with customers and creating opportunities rather than sitting behind a desk waiting for an enquiry.
You'll need to be confident enough to challenge a customer when appropriate, but also good at listening and understanding what they actually need.
You'll also need to be comfortable working with Account Managers and other teams. You won't have direct authority over everyone involved in an opportunity, so being able to build relationships and get people working towards the same outcome is important.
The sales cycles can be relatively complex, so persistence is important. Some opportunities will take time to develop and you'll need to be comfortable keeping momentum without pushing customers too hard.
How you'll be measured
The role has clear commercial targets around areas such as:
Managed services revenue and ARR
New managed services customers
Qualified pipeline
New opportunities created
Growth within existing customers
Competitive displacement
Conversion of opportunities into recurring revenue
The business:
The company is an established technology and managed services provider with a growing presence in the UK.
It works with a mixture of commercial and public sector organisations and provides a range of technology and managed services.
The business is continuing to invest in its managed services offering, which is why this role has been created.
You'll have the opportunity to make a real impact on how the managed services proposition is taken to market rather than simply stepping into an established sales territory and managing an existing book of business.
What’s on offer
Competitive basic salary and bonus.
Hybrid working.
25 days' holiday plus UK bank holidays, with the option to buy additional days.
Pension and private healthcare.
Training and access to relevant technology/vendor certifications.
Regular customer and partner interaction.
A collaborative working environment.
Good scope for career development as the managed services business continues to grow.
In short:
If you're an experienced managed services salesperson who enjoys finding opportunities, getting in front of customers and turning conversations into recurring revenue, this could be a good fit.
I'm particularly interested in speaking with people who have sold managed services, outsourced IT, managed networks, managed security, managed connectivity, managed workplace or similar recurring technology services.
If that sounds like your background, I'd be happy to have an initial confidential conversation and give you more information about the business and the opportunity.
