Sales Development Representative

Job title: Sales Development Representative

Location:Manchester (Hybrid working available)

Hours: Monday to Friday 37.5 hours per week

Salary: Up to 40k commission & BCN benefits

About BCN:

At BCN we unite people and technology to enable organisations to fly.

We believe people and organisations can achieve anything using technology to its full potential. Our role is to help them understand what is possible implement in the right way and utilise their technology to achieve their is why we put people front and centre building client relationships for life and fostering a culture where our people thrive.

We are a leading managed IT services provider and technology consultant specialising in delivering transformative technology solutions with industry-leading client experience across business public sector and not for profit organisations. From cloud computing cybersecurity and data management to power app development we are dedicated to pioneering technology with Microsoft innovation.

Guided by our 3 values of building relationships customer success and passion and dedication we are on a mission to make BCN the most trusted tech partner in the UK today. The kind of company clients want to work with and people want to work for.

We are delighted you are on this journey with us!

Focus of the role:

The Sales Development Representative owns BCNs early-stage pipeline engine and is accountable for converting market interest campaign engagement and target-account insight into qualified sales conversations. Working at the intersection of demand generation new business sales and solution-led engagement the SDR activates demand across BCNs full portfolio with a priority focus on FY27 growth areas: Agentic AI digital transformation managed services and security-led services. This is not an entry-level lead-chasing role. It requires a confident organised and resilient sales professional who can research accounts personalise outreach qualify business need create momentum and hand over high-quality opportunities to the right sales owner or specialist. The role exists to reduce leakage from marketing-generated engagement improve speed-to-lead re-engage dormant or stalled demand and increase the volume and quality of early-stage pipeline across BCNs new business engine.

Responsibilities:
1) Campaign Event and Intent Signal Follow-Up

• Own follow-up of all engagement signals campaigns webinars events ZoomInfo intent content downloads and partner activity.

• Engage high-intent prospects while interest is fresh phone email and LinkedIn tailored to the signal.

• Run pre- and post-event outreach to confirm attendance identify stakeholders and convert interest into a next step.

• Log all follow-up outcomes in Dynamics meeting booked nurture disqualified no response or returned to Marketing.

• Use campaign context sector messaging and approved talk tracks agreed with Marketing to keep outreach relevant and credible.

2) Target Account Activation and Net-New Pipeline Creation

• Build and run focused outbound micro-campaigns into UK SMB and mid-market account lists across BCNs priority sectors.

• Use research to identify business triggers pain points and buying-group contacts before reaching out.

• Open conversations around BCNs priority growth areas: Agentic AI digital transformation managed services and security.

• Lead with outcomes and business value not products or features.

• Convert partner referrals and agreed account lists into qualified conversations in support of vendor campaigns

3) Qualification and Meeting Creation

• Qualify prospects using Sandler principles pain impact decision process timing authority and next step.

• Separate genuine interest from curiosity understand the problem the cost of inaction and who owns the decision.

• Book the right next step discovery call workshop Pathfinder discussion assessment or specialist introduction.

• Hand over every meeting with business context named stakeholders qualification notes source and an agreed agenda.

• Create momentum and hand over dont solution-scope design or close.

4) Existing-Base Expansion Support

• Support existing-base expansion where there is a clear trigger whitespace renewal service gap or strategic campaign.

• Work with Account Management to identify new contacts and buying groups within existing accounts relevant to BCNs growth areas.

• Re-engage cold or dormant opportunities where timing budget or priorities have shifted.

• Keep light-touch contact with relevant lost opportunities to spot re-entry points without blurring account ownership.

• Keep existing-base support to 20% of focus; the majority of effort is net-new.

5) Dynamics CRM Discipline and Handover Quality

• Maintain CRM hygiene in Dynamics: activity logging lead status source tagging qualification notes and handover outcomes.

• Attribute all SDR-sourced or influenced opportunities to the correct campaign sector solution area and sales owner.

• Write concise handover notes so the next conversation starts with context not a cold briefing.

• Track rejected and poorly converting meetings to sharpen qualification and targeting.

• Use Dynamics data to show Marketing and Sales which campaigns sectors and messages are generating real conversations.

6) Sales Marketing and Partner Alignment

• Agree campaign priorities lead routing SLAs and nurture return paths with Marketing.

• Align with New Business Sales on target accounts ICP fit qualification standards and meeting acceptance criteria.

• Understand partner campaigns funded offers and technical propositions well enough to open credible commercial conversations.

• Feed back regularly on message resonance objections competitor references and market themes.

• Report into weekly and monthly sales cadence: pipeline creation meetings conversion trends and blockers.

Person Skills & Experience:

• Proven experience in an SDR BDR demand generation inside sales or early-stage new business role within B2B technology managed services SaaS cloud cyber security Microsoft partner or IT services environment.

• Confident prospecting capability across phone email and LinkedIn with the judgement to tailor approach by account persona trigger and level of intent.

• Strong commercial curiosity: able to uncover business pain impact decision process authority timing and next step without overcomplicating early-stage qualification.

• Understanding of marketing-to-sales handover processes campaign attribution lead scoring ABM-lite motions and nurture programmes.

• Experience working from campaign leads events webinars partner referrals intent data or target-account lists and converting engagement into meetings.

• Excellent written and verbal communication with the ability to create concise relevant and professional outreach messages for senior business and IT stakeholders.

• Strong organisation and CRM discipline with experience using Dynamics 365 or a similar CRM to manage leads activities outcomes and pipeline attribution.

• Comfortable working independently prioritising workload managing follow-up cadence and maintaining momentum across multiple campaigns and account lists.

• Resilience coachability and confidence to handle rejection objections and ambiguity in a professional way.

Nice to haves

• Experience selling into UK mid-market organisations across sectors such as legal financial services professional services manufacturing logistics healthcare or similar.

• Understanding of Microsoft cloud propositions including Microsoft 365 Azure Security Power Platform Copilot Data & AI or managed services.

• Familiarity with Sandler MEDDICC or similar qualification and sales methodologies.

• Experience using sales intelligence tools such as ZoomInfo LinkedIn Sales Navigator intent data platforms or AI-assisted research tools.

Why BCN

• The opportunity to shape your own future with industry leading training and development with access to our BCN Academy.

• Competitive salary with the ability to progress.

• 23-days holiday allowance increasing with length of service plus bank holidays an extra day off on your birthday and the option to buy more!

• Company pension scheme.

• 2 paid leave days per year to volunteer and support your local community if it matters to you it matters to us.

• Health cash plan with free access to a confidentialEmployee Assistance Programme (EAP)supporting bereavement financial health and wellbeing and much more

• Life assurance

• Cycle to work scheme electric vehicle scheme home and tech scheme and retail discounts.

• Balancing work life and fitness can be challenging so we offer a free on-site gym at our Manchester and Leeds locations to make it easier to stay active.

• Long service recognition to celebrate all the milestones

• Beer (or soft drinks) and Pizza at the end of month dress down every day social events such as Summer BBQ Christmas party and lots more!