Senior Business Development Manager

• This is a senior individual contributor sales role with the autonomy to build and grow your own client portfolio
• You will be responsible for creating new relationships, developing your market, and owning the commercial growth of your clients over time. You will have the opportunity to build something that feels like your own business within Scale Factory, supported by strong technical capability, delivery expertise and a broader group proposition
• You will identify target organisations, open senior conversations, understand business and technology challenges, and create opportunities across the full suite of Scale Factory services. As relationships develop, you will continue to own and grow those clients, expanding into new stakeholders, new practices and new areas of value
• You will be expected to sell across our service practices, including:
• Cloud consulting and engineering
• Quality engineering and testing services
• Managed services
• AI and data offerings
• Technology advisory and transformation support
• New Business Development
• Identify, target and open new client relationships across priority markets
• Build qualified pipeline through outbound activity, referrals, events, partner relationships and targeted campaigns
• Engage senior stakeholders to understand business priorities, operational challenges and technology goals
• Create new opportunities by connecting client challenges to relevant Scale Factory capabilities
• Own opportunities from early engagement through qualification, proposal and close
• Maintain strong commercial discipline around pipeline quality, next steps, forecasting and deal progression
• Consultative Selling
• Lead discovery conversations that uncover business outcomes and challenges, not just technical requirements
• Work with clients to shape problems into clear opportunities
• Position Scale Factory's services in a way that is relevant, practical and outcome-led
• Collaborate with technical and delivery teams to develop credible solutions and commercial proposals
• Navigate complex buying groups across technology, product, operations, finance and executive stakeholders
• Build trust by challenging constructively and bringing insight to client conversations
• GTM Execution
• Contribute to the development of specific market, sector and proposition-led campaigns
• Help turn practice capability into clear, client-facing value propositions
• Work with marketing, partnerships and delivery teams to create targeted GTM activity
• Support events, roundtables, webinars and thought leadership activity where relevant
• Feed market insight back into the business to help refine propositions and messaging
• Commercial Ownership
• Carry a new business revenue target
• Own accurate pipeline reporting and forecasting
• Manage commercial negotiations with support from leadership where required
• Ensure opportunities are properly qualified and aligned to business priorities
• Maintain strong CRM hygiene and clear account/opportunity records
• Build sustainable client relationships that can transition effectively into delivery and long-term growth

The successful candidate will be commercially driven, proactive, and comfortable building pipeline from a combination of personal outreach, referrals, events, partnerships, campaigns and market insightYou should be comfortable creating opportunities from scratch, managing senior conversations and selling valueWe are looking for someone with proven experience selling technology services, consulting, managed services or complex cloud solutions - AWS is a bonusStrong commercial judgement and the ability to qualify opportunities properlyThe confidence to work independently while collaborating closely with technical teamsExperience leading discovery, qualification, proposal development and commercial negotiationProven success in a quota-carrying new business sales roleA consultative, outcome-led sales styleConfidence engaging senior business and technology stakeholdersStrong ability to open new relationships and develop opportunities from early-stage conversationsYou do not need to be deeply technical, but you must be able to understand client challenges, ask intelligent questions and work effectively with technical specialistsExperience selling a blend of consulting, technology services, managed services, software delivery, cloud, QA/testing, AI or data solutionsA track record of building and managing high-quality pipelineNote: Eligibility to obtain and maintain security clearance would be highly advantageous for this role; however, it is not a mandatory requirement and candidates who do not currently meet security clearance eligibility criteria are still encouraged to applySelling professional services or consulting-led technology engagementsSelling into software, SaaS, public sector, financial services, enterprise or mid-market clientsWorking with cloud, data, AI, DevOps, QA/testing or managed service propositionsSelling across multiple service lines or practicesUsing MEDDPICC or similar framework qualification approachesCreating opportunities through partnerships, events or proposition-led campaigns

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