Business Development Manager
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Job Location:
Monthly Salary:
Posted on:
30+ days ago
Vacancies:
1 Vacancy
Job Summary
ROLE PURPOSE
The purpose of this role is to drive growth for the MSP by acquiring new clients and driving monthly recurring
revenue (MRR). The salesperson achieves this through consultative solution-based selling acting as a trusted
advisor who uncovers client challenges and aligns them with tailored managed services.
DUTIES & RESPONSIBILITIES
Prospecting & Lead Generation
Identify and qualify potential new clients in target industries/markets.
Build pipeline through cold outreach networking referrals events and digital campaigns.
Maintain a steady flow of new opportunities in the CRM.
Discovery & Consultative Selling
Conduct discovery sessions to understand business challenges IT pain points and goals.
Engage multiple stakeholders (CEO CFO IT managers) to uncover both technical and business needs.
Act as a trusted advisor guiding clients to see the value of MSP services beyond cost.
Solution Presentation & Proposal Development
Deliver proposals that clearly connect to business outcomes (ROI risk reduction productivity gains).
Pipeline & Sales Process Management
Manage deals from initial contact through to contract signing using a structured sales methodology
Keep accurate records in the CRM for forecasting MRR (monthly recurring revenue).
Track progress against KPIs (meetings booked proposals delivered new contracts closed).
Negotiation & Closing
Lead commercial negotiations while protecting solution value (not just competing on price).
Build mutual action plans with clients to drive urgency and commitment.
Secure multi-year or subscription-based agreements that ensure predictable revenue.
Handover & Onboarding Support
Ensure smooth transition from sales to service delivery/onboarding teams.
Communicate client expectations goals and critical success factors internally.
Market & Competitor Intelligence
Stay up to date on technology trends compliance changes and security risks that affect target clients.
Monitor competitor offerings to differentiate MSP value propositions.
Share market insights internally to help shape service development and marketing.
Relationship Building for Long-Term Growth
Establish early trust to set the stage for future cross-sell and upsell opportunities.
Position the MSP as a strategic partner not a one-time vendor.
Even though the role is new business help set the foundation for client retention and expansion.
sensible business solutions Making Technology Invisible
REQUIRED COMPETENCIES
Discovery & Needs Analysis
Skilled at asking diagnostic questions to uncover business pain points (downtime security gaps
compliance needs IT cost unpredictability).
Uses active listening and consultative questioning to dig beyond surface-level IT problems into business
impact.
Can map client challenges MSP solutions in a structured way.
Business Value Communication
Translates technical offerings into business outcomes (reliability scalability risk reduction predictable
costs).
Frames solutions in terms of client goals
Uses storytelling and case studies to make intangible services feel tangible.
Credibility & Trust Building
Builds trust through industry knowledge market insights and thought leadership.
Demonstrates empathy for the clients challenges and positions MSP services as a strategic partnership
Challenger Mindset
Not afraid to challenge client assumptions
Provides new insights that clients may not have considered reframing problems.
Objection Handling & Competitive Differentiation
Handles objections like We already have an IT guy. I dont want to pay a monthly fee
Differentiates MSP value by emphasising proactive vs reactive scalability and long-term outcomes.
Positions against competitors by focusing on partnership longevity and business alignment.
Sales Process Discipline
Strong at prospecting and opening new doors in a crowded MSP market.
Maps the decision-making unit understanding the roles of CFO CEO and IT manager in the buying
process.
Uses structured methodologies to progress through the sales cycle
Closing & Negotiation
Aligns closing with client outcomes rather than pushing a contract helps the client feel the decision is a
natural extension of solving their business challenges.
Confidently frames the value of the solution against the clients stated goals reinforcing ROI and risk
reduction rather than focusing on price.
EXPECTATIONS & ROLE KPIS
The following KPIs are the quantifiable metrics that will be used to assess your effectiveness in the role. The
actual goals may change over time depending on competency levels and other factors.
The purpose of this role is to drive growth for the MSP by acquiring new clients and driving monthly recurring
revenue (MRR). The salesperson achieves this through consultative solution-based selling acting as a trusted
advisor who uncovers client challenges and aligns them with tailored managed services.
DUTIES & RESPONSIBILITIES
Prospecting & Lead Generation
Identify and qualify potential new clients in target industries/markets.
Build pipeline through cold outreach networking referrals events and digital campaigns.
Maintain a steady flow of new opportunities in the CRM.
Discovery & Consultative Selling
Conduct discovery sessions to understand business challenges IT pain points and goals.
Engage multiple stakeholders (CEO CFO IT managers) to uncover both technical and business needs.
Act as a trusted advisor guiding clients to see the value of MSP services beyond cost.
Solution Presentation & Proposal Development
Deliver proposals that clearly connect to business outcomes (ROI risk reduction productivity gains).
Pipeline & Sales Process Management
Manage deals from initial contact through to contract signing using a structured sales methodology
Keep accurate records in the CRM for forecasting MRR (monthly recurring revenue).
Track progress against KPIs (meetings booked proposals delivered new contracts closed).
Negotiation & Closing
Lead commercial negotiations while protecting solution value (not just competing on price).
Build mutual action plans with clients to drive urgency and commitment.
Secure multi-year or subscription-based agreements that ensure predictable revenue.
Handover & Onboarding Support
Ensure smooth transition from sales to service delivery/onboarding teams.
Communicate client expectations goals and critical success factors internally.
Market & Competitor Intelligence
Stay up to date on technology trends compliance changes and security risks that affect target clients.
Monitor competitor offerings to differentiate MSP value propositions.
Share market insights internally to help shape service development and marketing.
Relationship Building for Long-Term Growth
Establish early trust to set the stage for future cross-sell and upsell opportunities.
Position the MSP as a strategic partner not a one-time vendor.
Even though the role is new business help set the foundation for client retention and expansion.
sensible business solutions Making Technology Invisible
REQUIRED COMPETENCIES
Discovery & Needs Analysis
Skilled at asking diagnostic questions to uncover business pain points (downtime security gaps
compliance needs IT cost unpredictability).
Uses active listening and consultative questioning to dig beyond surface-level IT problems into business
impact.
Can map client challenges MSP solutions in a structured way.
Business Value Communication
Translates technical offerings into business outcomes (reliability scalability risk reduction predictable
costs).
Frames solutions in terms of client goals
Uses storytelling and case studies to make intangible services feel tangible.
Credibility & Trust Building
Builds trust through industry knowledge market insights and thought leadership.
Demonstrates empathy for the clients challenges and positions MSP services as a strategic partnership
Challenger Mindset
Not afraid to challenge client assumptions
Provides new insights that clients may not have considered reframing problems.
Objection Handling & Competitive Differentiation
Handles objections like We already have an IT guy. I dont want to pay a monthly fee
Differentiates MSP value by emphasising proactive vs reactive scalability and long-term outcomes.
Positions against competitors by focusing on partnership longevity and business alignment.
Sales Process Discipline
Strong at prospecting and opening new doors in a crowded MSP market.
Maps the decision-making unit understanding the roles of CFO CEO and IT manager in the buying
process.
Uses structured methodologies to progress through the sales cycle
Closing & Negotiation
Aligns closing with client outcomes rather than pushing a contract helps the client feel the decision is a
natural extension of solving their business challenges.
Confidently frames the value of the solution against the clients stated goals reinforcing ROI and risk
reduction rather than focusing on price.
EXPECTATIONS & ROLE KPIS
The following KPIs are the quantifiable metrics that will be used to assess your effectiveness in the role. The
actual goals may change over time depending on competency levels and other factors.
Required Experience:
Manager
Key Skills
- Business Development
- Sales Experience
- B2B Sales
- Marketing
- Cold Calling
- Account Management
- Territory Management
- Salesforce
- Affiliate Marketing
- CRM Software
- negotiation
- Lead Generation
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