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.