Head of Business Development

Purpose of the role:

We are building a Technology Services business focused on platform implementation, cloud and data transformation, and technology-enabled change for enterprise and public sector organisations.

• Identify and develop new technology services opportunities with enterprise and public sector organisations across priority industries.
• Build and maintain a strong pipeline of qualified opportunities across mid‑market and large enterprise accounts.
• Turn innovation workshops, partner referrals and structured channels (e.g. frameworks, partner programmes, existing contracts) into qualified opportunities with clear scope, budget, timeline and decision‑makers.
• Develop relationships with senior stakeholders (CIO, CDO, CTO, CXO, Heads of Digital/Transformation), positioning us as their go‑to partner for platform, cloud, data and AI implementation.

• Act as the primary deal owner for engagements focused on technology change, such as:
• Implementation and extension of enterprise platforms (e.g. CRM, ITSM, ERP, workflow and experience platforms)
• Cloud and data platform programmes across major hyperscale environments
• Data/AI, analytics, automation and integration initiatives
• Work with solution architects and presales consultants to define the solution, estimate effort, phase delivery and plan team composition across onshore and offshore locations.
• Design commercial structures (e.g. fixed price, time‑and‑materials, managed services, paid proof‑of‑concepts) that balance client value, sustainable margin and risk.
• Own the end‑to‑end sales cycle: qualification, shaping, proposal, presentations, negotiation and contract signature.

• For large, multi‑tower bids where technology services are a major component (e.g. platform modernisation, operating model and ITSM transformation, data/AI programmes), act as technology workstream lead within the wider bid team:
• Own the technology solution narrative, scope and delivery approach within the overall proposal.
• Ensure technology services pricing, phasing and risk assumptions are coherent and executable.
• Engage with client procurement teams and evaluation panels through formal RFPs, tenders and competitive bid processes.
• Collaborate with colleagues across other business units when they are leading the overall opportunity, ensuring the technology services element is differentiated, commercially sound and deliverable.

• Work closely with strategic platform and cloud partners to identify and pursue joint opportunities.
• Participate in joint account planning and use partner channels for introductions, referrals and executive sponsorship.
• Leverage partner programmes (co‑selling, co‑marketing, reference assets, marketplace listings) to support pipeline growth, solution quality and win‑rates.

• Maintain an accurate opportunity‑level forecast of pipeline, contract value and expected revenue timing.
• Apply a disciplined qualification and bid/no‑bid process, focusing effort where there is a clear right‑to‑win and actively managing cost‑to‑bid on complex pursuits.
• Provide structured feedback to proposition, product/innovation and delivery teams on client demand, competitor positioning, pricing pressure and emerging patterns to refine propositions, sales plays and delivery models over time.

• You are likely in a Client Partner, Sales Director, Business Development Director or Senior Account Director role at a technology services or platform‑led transformation provider.

• 8+ years in technology services sales / client leadership, with a strong track record of closing mid to large 6‑7 figure (currency) deals.
• Practical experience selling and shaping platform implementation and technology transformation projects, not just license or product‑only deals.
• Experience working with global / distributed delivery models (e.g. onshore + nearshore/offshore), and comfortable representing delivery teams credibly in front of clients.
• Familiarity with formal procurement cycles (RFPs, tenders, framework…