Technical Business Development Manager

Type: Full Time | Flexible Working

Experience: in enterprise / technical B2B sales or consultancy

Industries: Transport (Airports, Rail, Road), Local Authorities (Council, Smart City), Enterprise Accounts, Retail & Logistics.

Ipsotek is a trusted global leader in AI video analytics for enterprise, public sector clients. For 25+ years we’ve delivered advanced Video Analytics solutions across a wide range of industries. We’re now pioneering the use of Vision Language Models (VLMs) and natural‑language analytics, letting customers search and interrogate video in entirely new ways, as we enter our next growth phase driven by AI adoption.

Ipsotek is entering a new phase of growth as enterprise and public‑sector organisations increase their adoption of AI‑driven video Analytics. As a Technical Business Development Manager, you will be at the forefront of this expansion, responsible for growing Ipsotek’s presence in the UK through a combination of direct customer engagement and proactive market development.

The role combines hands‑on business development with partner‑led growth. You will work with existing Ipsotek customers while also identifying, recruiting, and enabling new partners including system integrators, consultants, and technology providers to take Ipsotek’s AI and Vision‑Language platforms into new accounts and programmes.

You will take primary responsibility for the UK territory with a clear focus on Airports, Transport (Rail/Road), Smart Cities, and adjacent critical infrastructure.

This is a hands‑on role where you’re expected to actively drive opportunities, rather than rely on relationships, channels, or inbound leads alone.

• Take primary responsibility for a defined set of strategic accounts and drive account plans, stakeholder mapping, and weekly engagement cadence.
• Identify, recruit, and develop new partners (system integrators, consultants, primes, and specialist solution providers) to sell with and through.
• Build and progress consultative sales opportunities through technical evaluation with both new and existing partners, from early engagement through to deal close.
• Develop new business directly with end customers, consultants, and key enterprise and infrastructure stakeholders.
• Deliver high‑impact product demos and workshops, supported by pre‑sales and engineering teams, with clear messaging and compelling “why Ipsotek” value propositions.
• Translate Ipsotek’s AI and video analytics capabilities into clear commercial, operational, and practical value for customers.
• Maintain strong CRM discipline, including pipeline accuracy, next steps, and close planning.
• Stay informed on developments in AI and computer vision, and understand how new capabilities impact customer value and competitive positioning.

• Clear ownership of key UK accounts and partner relationships
• New partners onboarded and existing partners engaged; both actively generating pipeline
• A healthy, well‑qualified pipeline across target verticals
• Consistent progression of complex, solution‑led opportunities
• Recognition as a trusted, technically credible commercial lead amongst partners
• Grow to become trusted internally to run deals end‑to‑end, engage customers credibly on technical topics, and coordinate effectively with presales, engineering, and product teams.
• Measurable contribution to revenue growth and market penetration

• Minimum 3 years’ experience in B2B software sales, technical consultancy, or similar client‑facing roles.
• High technical aptitude with the ability to quickly understand complex platforms, evolving product roadmaps, and modern AI‑driven software architectures. Able to translate technical capability into clear business value.
• Proven record of pipeline generation through both direct sales and partner‑led routes.
• Fluency in AI and modern tooling: comfortable working with contemporary tools such as GenAI assistants, cloud platforms, and workflow automation technologies.
• Experience with pre- and post‑RFP consultative sales processes involving multi‑stakeholder environments (C‑suite, Security, Safety, Operations, BI).
• Demonst…