Whitstable, Kent – Hybrid and field-based
£50,000 basic salary
Circa £90,000 OTE – uncapped commission
- Are you a true new-business salesperson who enjoys turning opportunities into long-term clients?
- Can you hold credible commercial conversations with business owners, directors and finance leaders?
- Would you like to join an MSP that is investing in a dedicated sales-development function rather than expecting you to succeed with little more than a phone and a target?
We are recruiting for a growing managed IT services provider based in Whitstable. They are looking for an experienced Business Development Manager to win new SMB clients across Kent, London and the South East.
This is the company’s first dedicated new-business closing role, giving you the opportunity to influence its sales approach and play a central part in its growth.
Importantly, you will not be expected to build the entire pipeline alone. The company already has a dedicated Sales Development Representative responsible for outbound prospecting, identifying suitable organisations, qualifying interest and securing attended appointments.
The SDR is measured and rewarded against qualified meetings and new-client conversions, so there is a genuine lead-generation engine supporting you—not simply an occasional list of unqualified names.
You will work closely together, with the SDR creating and qualifying opportunities while you lead the commercial sales process from discovery through to signed agreement. You will also create opportunities through your network, referrals, events and targeted prospecting, but much of your time can be focused on meaningful conversations, progressing opportunities and winning clients.
The opportunity
Most prospective clients will already have an internal IT resource or existing IT provider, making this frequently a displacement sale.
Your role will be to uncover where the current arrangement is falling short, understand the commercial impact and build a compelling reason to change.
You will need to be comfortable discussing:
- Business and cyber risk
- The cost of downtime and inefficient technology
- Compliance and security
- Productivity and operational resilience
- Technology investment and planning
- How IT can support future growth
What will you be selling?
The company provides a broad range of services to small and medium-sized organisations, including:
* Fully managed and co-managed IT support
* Cybersecurity and cyber risk reduction
* Microsoft 365 and cloud services
* Business continuity and disaster recovery
* IT consultancy and strategic technology planning
* Compliance-related services
* Technology alignment, roadmaps and virtual CIO support
The company uses a structured technology-alignment process to assess clients against recognised, CIS-aligned standards. It is also working towards becoming a Cyber Essentials certification body.
The business helps clients understand risk, improve their technology environment and make informed investment decisions rather than simply responding when something breaks.
How will the sales partnership work?
The SDR will:
- Run targeted outbound campaigns
- Identify organisations matching the ideal client profile
- Contact relevant decision-makers
- Establish and qualify interest
- Book meetings with suitable prospects
- Record leads, appointments and outcomes in the CRM
- Refine campaigns using feedback from the sales process
As Business Development Manager, you will:
* Take ownership of qualified opportunities
* Conduct discovery meetings with senior decision-makers
* Explore clients’ IT arrangements, challenges, risks and priorities
* Build the commercial case for change
* Work with technical colleagues to shape solutions
* Prepare and present proposals
* Manage objections, negotiations and follow-up
* Progress opportunities through to signed agreement
* Provide feedback on lead quality and campaign performance
* Generate additional opportunities through networking and referrals
* Maintain accurate pipeline information and forecasts
You and the SDR will operate as a connected new-business team, sharing visibility of activity, opportunities, conversion rates and new recurring revenue.
What are we looking for?
We are looking for somebody who is:
* Motivated by winning new clients
* Experienced in consultative B2B sales
* Comfortable converting qualified opportunities into business
* Able to generate opportunities through their own activity
* Credible with business owners, directors and finance leaders
* Commercially astute and able to discuss risk, cost and growth
* Resilient when managing rejection and longer sales cycles
* Organised and disciplined when managing opportunities
* Accountable for pipeline movement, conversion and revenue
* Able to learn technical services and explain them honestly
* Collaborative when working with the SDR and wider team
* Motivated by making a visible impact within a growing business
Experience selling managed IT services, cybersecurity, cloud solutions or other technology services would be extremely valuable.
However, direct MSP experience is not essential.
The company would also consider an excellent new-business salesperson from an adjacent B2B service environment who can demonstrate a consultative approach and experience winning SME clients.
Relevant backgrounds could include:
- Telecoms or connectivity
- Business software or SaaS
- Cybersecurity or compliance services
- Managed print or document solutions
Salary description
£50000.00 - £50000.00 per year