Business Development Manager

INNOVATE is one of Irelands leading Managed Service Providers delivering secure cloud-first and high-performance technology solutions. We design deliver and manage IT and communications environments that enable organisations to operate securely and efficiently from the desktop to the datacentre.

Our focus is on building long-term partnerships helping clients navigate digital transformation through innovative secure and scalable solutions.

The Business Development Manager is responsible for driving new business growth while developing strong commercial relationships with prospective and existing clients.

This role combines new business development with a consultative relationship-focused approach. The successful candidate will identify opportunities build relationships with decision makers understand customer challenges and strategic priorities and position INNOVATEs solutions in a way that delivers genuine business value.

The Business Development Manager will manage opportunities throughout the full sales lifecycle from initial prospecting and discovery through to solution development proposal negotiation and close. They will work closely with INNOVATEs technical pre-sales delivery customer success and account management teams to ensure proposed solutions are commercially sound technically appropriate and aligned with customer requirements.

The role is suited to an experienced technology sales professional who is comfortable generating new opportunities while taking a long-term relationship-led approach to business growth.

The company reserves the right to amend and adapt key accountabilities as required to meet business needs.

Reporting to the Senior Business Development Manager the Business Development Manager will take ownership of new business opportunities and commercial relationships throughout the sales cycle.

The role requires a proactive and self-directed approach to building pipeline developing relationships and progressing opportunities. The successful candidate will be trusted to manage their activity customer engagement and pipeline independently while working closely with internal teams to achieve commercial outcomes.

While the primary focus is on new business growth the Business Development Manager will also work collaboratively with Account Management and Customer Success teams where opportunities exist to develop and expand client relationships.

• Drive new business growth across SME mid-market and enterprise organisations.
• Identify develop and convert new commercial opportunities aligned with INNOVATEs target markets and solution portfolio.
• Build and maintain trusted relationships with IT and business decision makers including senior stakeholders.
• Develop a strong understanding of prospective customers business priorities technology environments and strategic direction.
• Conduct discovery conversations to identify customer challenges risks and opportunities.
• Translate customer requirements into commercially relevant opportunities for INNOVATE.
• Develop and execute proactive business development activity using a combination of existing networks referrals outbound prospecting and targeted campaigns.
• Build and maintain an accurate pipeline ensuring opportunity value probability and expected close dates are consistently current.

• Position and sell a broad portfolio of MSP services including:
  • Microsoft Azure migrations and optimisation
  • Microsoft 365 adoption security and governance
  • Infrastructure modernisation (server storage virtualisation)
  • Networking solutions (LAN firewall WiFi)
  • Cybersecurity risk and compliance services
• Conduct consultative discovery sessions and lead solution-based sales conversations.
• Work closely with technical pre-sales architects and delivery teams to develop appropriate solution proposals.
• Manage opportunities through the full sales cycle including prospecting discovery workshops proposal development negotiation and close.

• Develop and maintain strong relationships with prospective customers and key stakeholders.
• Build long-term commercial relationships that position INNOVATE as a trusted technology partner.
• Identify opportunities across INNOVATEs solution portfolio including cloud infrastructure networking cybersecurity managed services and compliance-aligned solutions.
• Where appropriate collaborate with Account Management teams to support account growth and expansion opportunities.

• Maintain accurate CRM records pipeline visibility and forecasting.
• Ensure opportunity progression value probability and expected close dates remain current and accurate.
• Follow structured sales processes and ensure high-quality customer engagement.
• Represent INNOVATE at industry events partner engagements and networking opportunities.
• Feed market customer and prospect insight back into INNOVATE to help identify emerging opportunities and market demand.

Performance in the role will be assessed against a combination of commercial activity pipeline development and revenue outcomes including:

• New business revenue growth.
• Number and quality of new opportunities generated.
• Pipeline coverage progression and conversion.
• Accuracy and consistency of pipeline forecasting.
• New customer acquisition and development of long-term commercial relationships.
• Achievement of agreed revenue and commercial targets.
• Quality of customer engagement and stakeholder relationships.
• Effective collaboration with technical pre-sales and delivery teams.
• Quality and accuracy of CRM and commercial information.
• Contribution of market and customer insight to INNOVATEs wider commercial strategy.

Accountability & Ownership

Takes responsibility for business development activity and opportunity progression from initial engagement through to close.

Commercial Acumen

Understands customer challenges and identifies where technology solutions can deliver commercial and operational value.

Pipeline Development

Able to generate qualify and progress opportunities using a structured and disciplined approach.

Negotiation

Capable of supporting and leading commercial discussions to achieve sustainable outcomes.

Forecasting & Pipeline Discipline

Maintains an accurate and reliable view of pipeline activity and commercial forecasts.

Results Orientation

Motivated by commercial targets and focused on delivering measurable business outcomes.

Client Business Understanding

Able to understand a customers business priorities challenges and strategic direction.

Opportunity Identification

Identifies opportunities by connecting customer requirements with INNOVATEs technology and service capabilities.

Consultative Selling

Builds opportunities through discovery understanding and solution alignment rather than purely transactional selling.

Technical & Solution Fluency

Has sufficient knowledge of INNOVATEs solution portfolio to hold credible conversations with technical and business stakeholders.

Market Awareness

Maintains awareness of technology trends and customer priorities across cloud cybersecurity infrastructure and managed services.

Relationship Building

Develops trusted relationships with prospective customers and internal stakeholders.

Stakeholder Influence & Communication

Communicates clearly and effectively with technical and non-technical audiences including senior decision makers.

Self-Direction & Initiative

Proactively generates activity and opportunities without requiring close supervision.

Collaboration

Works effectively with technical pre-sales delivery marketing customer success and account management teams.

Resilience

Remains focused and proactive throughout longer and more complex sales cycles.

Organisation

Manages competing opportunities priorities and follow-up activity effectively.

• 3 years experience in Business Development Account Management or B2B technology sales.
• Experience selling technology solutions and services within an IT Managed Service Provider technology services or similar environment.
• Proven experience generating and developing commercial opportunities.
• Experience managing opportunities through the full sales cycle.
• Experience engaging with senior IT and business stakeholders.
• Strong understanding of one or more of the following areas:
  • Microsoft Azure and cloud transformation
  • Microsoft 365
  • Managed IT services
  • Infrastructure and virtualisation
  • Networking and connectivity
  • Cybersecurity
  • Risk governance and compliance-focused technology solutions
• Strong commercial communication and relationship-building skills.
• Experience maintaining CRM records managing pipeline and producing commercial forecasts.
• Ability to work independently while collaborating effectively with internal technical and commercial teams.
• Full Irish driving licence.

• Previous experience within an IT Managed Service Provider.
• Experience selling Microsoft and Cisco-led technology solutions.
• Established network of IT and business decision makers.
• Experience selling into SME mid-market or enterprise organisations.
• Knowledge of ISO 27001 NIS2 GDPR SOC or similar frameworks.
• Microsoft or relevant technology sales certifications.