Role Overview
The Business Development Manager is a target‑carrying new business role responsible for driving strategic growth across FluidOne’s managed IT services, connectivity, cyber security, cloud, communications and wider Connected Cloud portfolio. The role is expected to operate at a senior and strategic level with prospective clients, engaging business owners, senior stakeholders and IT decision‑makers to understand wider commercial drivers, business challenges, risk, budget and long‑term priorities. The Business Development Manager will shape value‑led solutions, lead opportunities through qualification, proposal, negotiation and close, and convert prospects into long‑term recurring revenue customers. Working closely with the Commercial Director, sales colleagues, pre‑sales, technical and delivery teams, this role suits someone who can move beyond product‑led selling, build credibility with senior decision‑makers and position FluidOne as a trusted technology partner.
Responsibilities
- Strategic new business development: Identify, target and secure new customers across FluidOne’s portfolio, focusing on higher‑value opportunities where a consultative and commercially led sales approach is required.
- Qualified pipeline ownership: Build, manage and progress a healthy pipeline of qualified opportunities, taking ownership beyond initial lead generation and driving prospects through each stage of the sales cycle.
- Senior prospect engagement: Engage credibly with business owners, senior stakeholders, IT leaders and operational decision‑makers to understand their challenges, priorities, risks, budgets and wider commercial objectives.
- Strategic, solution‑led selling: Position FluidOne’s services in a consultative way, linking technology solutions to customer risk, operational improvement, commercial outcomes and long‑term value rather than relying on product‑led selling.
- Commercial qualification: Qualify opportunities effectively, ensuring the right level of customer need, authority, budget, timescale, strategic fit and commercial return before committing internal resource.
- Proposal leadership: Lead the creation of commercially sound proposals, pricing and customer presentations, coordinating pre‑sales, technical, procurement and sales support input to produce a strong, credible customer proposition.
- Commercial negotiation: Manage commercial discussions, objections, contract terms and close plans to convert qualified opportunities into profitable recurring revenue.
- Target delivery: Take ownership of personal sales targets, including new business revenue, gross profit, recurring revenue and agreed activity measures, with accountability for both activity quality and commercial outcome.
- CRM and forecasting: Maintain accurate CRM records, opportunity notes, next steps, close dates and forecast information to support clear reporting and commercial planning.
- Internal collaboration: Work closely with account management, sales support, pre‑sales, technical, service delivery, operations, finance and procurement teams to ensure opportunities are shaped, priced and handed over correctly.
- Market awareness: Maintain strong awareness of the local business market, competitor activity, customer buying trends and relevant technology developments to support effective prospecting and customer conversations.
- Customer handover: Ensure newly won customers are handed over smoothly into delivery, service and account management teams with clear documentation, expectations and commercial detail.
Requirements
- Proven experience in target‑carrying new business sales, ideally within managed services, IT, telecoms, cyber security, cloud, connectivity or a related technology environment.
- Strong commercial awareness with the ability to identify profitable opportunities, understand customer value drivers and shape conversations around business outcomes rather than individual products.
- Confident prospecting, networking and relationship‑building skills, with the ability to open doors and develop credible relationships with senior decision‑makers.
- Consultative and strategic selling approach with the ability to understand customer challenges, identify wider business impact and shape appropriate solutions.
- Excellent communication, questioning and listening skills.
- Strong negotiation and closing skills, with confidence managing objections and commercial discussions.
- Comfortable leading more complex sales conversations, coordinating internal specialists and maintaining ownership of the customer relationship throughout the sales process.
- Ability to manage a structured sales pipeline and maintain accurate CRM and forecasting information.
- Self‑motivated, resilient and target‑driven, with the discipline to manage activity and follow opportunities through to completion.
- Able to work collaboratively with technical, operational and commercial teams to deliver the right outcome for customers and business.
Disclaimer
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
Benefits after probationary period
- Subsidised health and dental care
- Employee Assistance Programme (EAP)
- Life assurance (3x salary)
- FluidOne breakfast and refreshments on office days
- Pension contribution – 5% company contribution
- Generous holiday entitlement
- One day off for birthday
- Half price internet connectivity
- Department incentives
FluidOne is an equal opportunities provider and welcomes applications regardless of sex, marital status, ethnic origin, disability, religion, sexual orientation, or age.
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