Business Development Representative - Information Technology

Business Development Representative

Position Summary

The Business Development Representative is responsible for generating new business and expanding the client base across managed IT, cybersecurity, VoIP, and co‑managed IT services. This role focuses on organizations with 5–200 employees across medical, financial, legal, and service industries within a multi‑county regional territory.

Reporting directly to senior leadership, this position works closely with technical and service teams to ensure accurate scoping, competitive proposals, and profitable pricing. The role plays a key part in building a funded outbound sales function and strengthening the organization’s reputation for proactive, responsive IT support.

Responsibilities

Client Relationship Management

• Build and maintain trusted relationships with newly acquired clients to support long‑term retention.

• Serve as the primary point of contact throughout the sales cycle, assessing each prospect’s IT environment, compliance needs, and service expectations.

• Identify opportunities to expand new accounts with managed security, VoIP, and other add‑on services.

• Ensure new accounts are onboarded professionally and aligned with established service standards.

Business Development & Sales

• Prospect and develop new business opportunities aligned with managed IT, cybersecurity, VoIP, and co‑managed IT offerings.

• Generate qualified conversations and meetings through outbound calling, networking events, and referrals.

• Prepare and present proposals using standardized pricing tools and models to maintain margin targets.

• Close new managed service agreements in support of revenue‑growth objectives.

Technical & Project Collaboration

• Partner with technical staff to develop accurate quotes and scopes of work.

• Participate in discovery calls and site assessments to support estimating and proposal development.

• Coordinate with internal teams to ensure a smooth transition from signed agreement to onboarding and ongoing service delivery.

• Maintain communication with technical and service teams to support new‑client satisfaction.

Operational & Financial Awareness

• Track activity and pipeline within the CRM, reporting qualified conversations, bids, and closed deals.

• Monitor performance against planned contact, qualification, and close‑rate assumptions and identify deviations.

Sales Leadership Support

• Provide market intelligence on competitive landscape and alignment with target customer profiles.

• Offer feedback on pricing effectiveness, prospecting channels, and referral program performance.

• Contribute to refining sales processes, scripts, and onboarding materials as activity data grows.

Qualifications

Experience not required, but beneficial if including:

• Background in outside sales, business development, or account management, especially in:

  • Managed IT services / MSP environments

  • Technology, software, or B2B recurring‑revenue services

• Ability to quickly learn:

  • Managed IT, cybersecurity, and VoIP service concepts

  • B2B sales cycles for recurring‑revenue agreements

• Strong communication, negotiation, and relationship‑building skills, including navigating gatekeepers to reach decision‑makers.

• Strong organizational and time‑management abilities.

• Comfortable working in a field‑based or hybrid role across a multi‑county territory.

Competencies

• Technical Aptitude: Ability to learn and explain managed IT, cybersecurity, and VoIP offerings.

• Consultative Selling: Skilled at uncovering client needs, positioning solutions, and negotiating effectively.

• Relationship Building: Proven ability to establish trust and long‑term partnerships.

• Communication Skills: Clear, persuasive, and professional in written and verbal interactions.

• Time & Territory Management: Able to prioritize tasks and manage a broad regional territory.

• Collaboration & Teamwork: Works effectively with leadership and technical teams.

• Adaptability & Resilience: Comfortable building a new outbound sales function with shifting priorities.

Special Position Requirements

• Based within the regional territory, with regular local travel to client and prospect sites.

• Occasional travel for networking events, industry functions, or customer meetings.

• Valid driver’s license and acceptable driving record.

Work Environment

• Field‑based/hybrid outside sales role with regular presence at prospect and client sites.

• Close collaboration with leadership and technical/service teams.

• This is an outside sales position in an around the Traverse City area.