S3 Business Development Manager

Job Description

Overview of the Role

This role is a field based sales role responsible for key private or public sector accounts and the delivery of profit growth. The role holder will develop new and existing relationships with key stakeholders up to and including board level and will utilise presales and solution sales techniques to sell a wide range of product and services and deliver tangible business value.

The role will carry a monthly margin centred sales target based on an annual sales growth plan.

The role holder may wfh or be office based, or home based with at least 2 days per month in team meetings in London or our York Head Office along with extensive travel to customer meetings and to Capita offices around the uk.


The main responsibilities are detailed below, although the post holder would also be expected to perform any other duties which might reasonably be required by the business.


  • Establish and maintain effective professional relationships with allocated and target accounts, including key decision makers up to and including board level
  • Identify and maximise opportunities for sales growth using structured selling and negotiation skills and our own presales
  • Develop collaborative customer strategies to drive new and existing business in both software and services
  • Utilise extensive product knowledge to deliver specific storage solutions and services supportive of business goals
  • Own, manage and control the preparation of bids, tenders and RFI’s / RFQ’s and use allocated resources to ensure that high quality bids are submitted in a timely fashion
  • Ensure all actions from customer communication and meetings are distributed to the relevant personnel and are responsible for the outputs in a timely and efficient manner
  • Deliver sales to achieve targets across large and complex accounts
  • Forecast accurately via the CRM, ensuring process is adhered to

Planning and Forecasting

  • Build a short, medium and long term sales pipeline of opportunities to the level required by the business – currently three times the quarterly sales target
  • Develop and action working account plans using the company templates, and review monthly with your line manager
  • Develop a strategic customer business plan, and work with your vertical account team to execute it
  • Develop and implement sales and marketing strategies
  • Educate the market in your vertical through hosting open-evening events and targeted sales promotions
  • Execute account planning, opportunity generation and management, communication plans and executive sponsor engagement
  • Hold weekly one to ones with your line manager
  • Attend Vendor Training and Personnel Training courses as requested by Management or required by Vendor alliances

All employees are responsible for:

  • Abiding by Trustmarque Security policy & procedures as set out in the Employee Handbook, and implementing security directives from relevant managers (for example Senior Managers, HR & IS Managers) from time to time
  • Reporting all incidents and concerns, no matter how small the potential threat



  • Demonstrated account management with large public sector accounts with a complex nature
  • A proven track record selling technology and technology solutions to existing and new commercial customers
  • Experience of developing effective working relationships with senior stakeholders within public sector organisations
  • A track record of developing existing business and securing net new customers
  • Demonstrated achievement of financial objectives and increasing margin growth
  • Experience within the IT industry
  • Proven ability to hit challenging sales targets


  • Experience in the relevant market vertical
  • Experience in an IT services provider
  • Track record in building and managing virtual teams to drive sector growth & repeat business



  • Extensive knowledge of the IT services market and an understanding of the project delivery environment
  • An understanding of the impact of IT on business efficiency, and how this converts into customer value and margin growth
  • Developed commercial acumen, with in-depth understanding of business principles and how an organisation operates
  • In depth knowledge of the full sales cycle


  • An understanding of return on investment methodologies from a customer and personal sales target perspective
  • A knowledge and understanding of services in the following sectors: Infrastructure, Security, and Managed Licence Services
  • MCP qualified


  • Ability to use a range of selling techniques to address complex IT challenges
  • Ability to question, problem solve and negotiate in challenging situations
  • Can build strong trusted customer relationships at all levels, particularly at C level
  • Demonstrate business value at Board or Director level in order to gain commitment
  • Interpret business issues and customer needs, and translate these into profitable business
  • Analyse sales data to understand current sales performance, and improve on-going performance
  • Communicate effectively with both senior management and end users, and able to clearly articulate an in-depth understanding of product and solution capabilities
  • Manage multiple tasks and conflicting priorities effectively
  • See tasks through to completion and within agreed timescales
  • Write clear, concise business English
  • Create concise, accurate and engaging presentations

Personal Attributes

  • Gravitas and professionalism with the ability to display a formal and dignified demeanour, giving credibility to interactions at a senior level, both internally and externally
  • A dynamic self-starter able to network across many different functions within public sector organisations
  • An ability to make things happen by mobilising and motivating others to deliver on personal, company and shared goals
  • Confidence, self-motivation and an ability to work on own initiative
  • Drive for results and achievement of targets
  • Persistence and resilience
  • A creative approach, looking to find innovative ways to overcome barriers
  • Positive outlook, being both energetic and approachable

To apply for this job email your CV to bdmteam@s3.co.uk

Want to find out more?

Speak to a member of the S3 Team directly by filling out this contact form and we will get back to you as soon as possible