Business Development Manager

Business Development Manager About INNOVATE INNOVATE is one of Ireland's 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. About the Role 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 INNOVATE's 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 INNOVATE's 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 & Mandate 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. Key Accountabilities Business Development & Pipeline Growth Drive new business growth across SME, mid-market, and enterprise organisations. Identify, develop, and convert new commercial opportunities aligned with INNOVATE's 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. Solution-Led Sales 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. Relationship Development & Commercial Growth 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 INNOVATE's 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. Performance & Sales Process 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. Measures of Success 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 INNOVATE's wider commercial strategy. Required Competencies Commercial & Ownership 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 & Domain Client Business Understanding Able to understand a customer's business priorities, challenges, and strategic direction. Opportunity Identification Identifies opportunities by connecting customer requirements with INNOVATE's 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 INNOVATE's 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 & Behavioural 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. Required Experience & Qualifications 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. Desirable 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.