Business Development Consultant - #2170461

Job Description

Job Title

Business Development Consultant

Reports To

Head of Sales

Location

Glasgow

Role Purpose

As a Business Development Consultant at KubeNet, you will be responsible for identifying, developing and securing new business opportunities across our portfolio of IT and technology services.

This is a proactive, consultative sales role focused entirely on winning new customers, building a strong sales pipeline and converting opportunities into long-term business relationships.

You will engage with prospective customers, understand their business challenges and work closely with our Technical and Service Delivery teams to develop solutions that deliver genuine value.

Success in this role will come from your ability to open doors, build relationships with decision makers, identify commercial opportunities and confidently progress them through to a successful sale.

Key Responsibilities

New Business Development

• Proactively identify, target and secure new business customers across Managed IT Services, Connectivity, Cloud, Voice, Cyber Security and Infrastructure solutions.
• Generate new business opportunities through prospecting, outbound calls, networking, referrals, LinkedIn and other business development activities.
• Build and maintain a strong pipeline of qualified new business opportunities.
• Identify and engage with key decision makers, understanding their business requirements and technology challenges.
• Develop relationships with prospective customers and position KubeNet as a trusted technology partner.
• Conduct discovery meetings, presentations and solution discussions with potential customers.
• Take ownership of the full new business sales cycle, from initial prospecting through to contract agreement.
• Achieve agreed new business revenue and sales targets.

Sales Process & Commercial Delivery

• Prepare professional proposals, quotations and commercial documentation for prospective customers.
• Work closely with Technical Consultants to scope and develop appropriate customer solutions.
• Negotiate commercial terms and progress opportunities through to successful closure.
• Maintain accurate prospect records, opportunities, quotations and sales activities within HALO CRM.
• Ensure all sales workflows, follow-up actions and pipeline information are updated consistently.
• Provide accurate sales forecasts and regular pipeline updates to the Head of Sales.
• Manage multiple opportunities effectively, ensuring consistent follow-up and progression.
• Maintain strong commercial awareness of KubeNet's products, services and competitive position.

Collaboration & Business Growth

• Work closely with Marketing to support lead generation campaigns and identify new business opportunities.
• Provide market intelligence, prospect feedback and insights to help shape business development activities.
• Represent KubeNet at networking events, industry events and prospective customer meetings.
• Collaborate with Technical and Service Delivery teams to ensure proposed solutions meet customer requirements.
• Ensure a professional and positive customer experience throughout the sales process.
• Support a smooth handover of newly secured customers to the relevant account management and Service Delivery teams.

Key Performance Indicators

Performance will be measured against agreed new business objectives, including:

• Achievement of monthly, quarterly and annual new business sales targets.
• New business revenue generated.
• Number of new customers acquired.
• Number of qualified new business opportunities created.
• New business pipeline value and growth.
• Number of prospect meetings and discovery calls completed.
• Proposal and quotation conversion rates.
• Sales pipeline progression and average sales cycle.
• Accuracy and completeness of HALO CRM records.
• Quality of sales forecasting and pipeline reporting.

Skills and Experience

Essential

• Proven experience in Business Development, New Business Sales or B2B Technology Sales.
• Experience selling Managed IT Services, Telecommunications, Cloud, Connectivity, Cyber Security or related technology solutions.
• Demonstrable success in generating and winning new business.
• Strong prospecting, lead generation and pipeline management skills.
• Confidence approaching and engaging new customers and senior decision makers.
• Excellent communication, relationship building and presentation skills.
• Strong commercial awareness and negotiation skills.
• Ability to understand customer requirements and develop consultative technology solutions.
• Experience managing the full sales cycle from initial contact through to close.
• Self-motivated, resilient and comfortable working towards challenging sales targets.
• Strong organisational skills and the ability to manage multiple opportunities.
• Experience using CRM systems to manage sales activity and opportunities.

Desirable

• Previous experience working within an MSP, ISP or technology services provider.
• Existing knowledge of the Scottish business and technology market.
• Experience using HALO PSA or a similar CRM platform.
• An established network of business contacts and potential customers.

Personal Attributes

• Proactive and driven: Enjoys identifying opportunities and opening new doors.
• Commercially focused: Motivated by winning new business and achieving results.
• Confident communicator: Comfortable engaging with business owners and senior decision makers.
• Consultative: Asks the right questions and understands customer needs before proposing solutions.
• Resilient: Persistent in following up opportunities and overcoming objections.
• Self-motivated: Takes ownership of their pipeline and sales performance.
• Collaborative: Works effectively with Technical, Marketing and Service Delivery colleagues.
• Organised: Maintains accurate records and follows a structured sales process.
• Professional: Represents KubeNet positively and builds trust with prospective customers.

What Success Looks Like

A successful Business Development Consultant will consistently generate new opportunities, build a healthy sales pipeline and convert prospects into new KubeNet customers.