Business Development Manager

What you will be doing:

Client is seeking a strong Business Development Manager to drive lead generation and sales in the mid-market segment, with a focus on Microsoft-based services and solutions. You ll work closely with Microsoft field teams, marketing, and solution leaders to identify opportunities, shape pursuit strategies, and convert high-potential prospects into clients.

This role is ideal for a BD professional who understands the Microsoft ecosystem, thrives in consultative sales, and enjoys unlocking opportunities in fast-growing accounts.

Key Responsibilities:

• Build and manage a qualified pipeline of Mid-Market clients in targeted industries (e.g., Insurance, Healthcare, Manufacturing)
• Collaborate with Microsoft Partner Development Managers (PDMs), Sellers, and account teams to align on co-sell opportunities
• Own lead generation campaigns, outreach strategies, and relationship-building across 50 100 target accounts
• Qualify and advance opportunities for Client s core offerings:
• CSP + Microsoft Platform Bundles
• Managed Services (Cloud, M365, Data, SOC)
• Product Engineering (MVPs, platforms, IP builds)
• Engage prospects through outbound efforts, events, social selling, and tailored messaging
• Maintain pipeline hygiene and tracking in CRM with strong forecasting discipline
• Act as the voice of the customer to internal solution teams

Required Qualifications:

• 5 8+ years in business development or sales roles in IT services or consulting
• Demonstrated success in mid-market segments
• Strong working knowledge of the Microsoft ecosystem: Familiar with Microsoft Azure, M365, and co-sell motions
• Demonstrated ability to build relationships with Microsoft field teams, including Partner Development Managers (PDMs), Account Executives, and industry specialists
• Ability to work cross-functionally with marketing, pre-sales, and delivery teams
• Experience qualifying and developing new leads, nurturing opportunities through the funnel, and coordinating with solution engineers for discovery and scoping
• Familiarity with CSP (Cloud Solution Provider) model and how it supports licensing + services bundling
• Excellent communication, storytelling, and stakeholder engagement skills able to deliver compelling outreach, presentations, and customer messaging
• Proficiency in CRM tools (e.g., Dynamics, Salesforce) and disciplined pipeline hygiene and forecasting

Preferred Qualifications:

• Prior experience working at or with a Microsoft partner (SI, MSP, ISV) with exposure to Microsoft s co-sell or commercial marketplace motions
• Familiarity with industry-specific GTM motions, especially in Insurance, Healthcare, Financial Services, or Manufacturing
• Knowledge of cloud economics and ROI-driven conversations around platform transformation
• Experience selling bundled services such as CSP licensing + onboarding + managed services
• Prior success working in a cross-functional go-to-market team (BD, marketing, delivery, alliances)
• Exposure to product engineering or innovation-led deals (e.g., MVPs, platform builds, AI prototypes) is a strong plus