Business Development Manager Digital Workplace Services
Company: Teceze
Function: Sales / New Business Acquisition
Role Type: Individual Contributor
Location: Onsite Travel: Up to 50% (domestic and/or international as required)
Role Summary
Teceze is looking for a high-performing Business Development Manager (BDM) Digital Workplace Services to drive new business growth and own revenue generation across targeted regions and accounts.
The ideal candidate has a proven track record of selling Digital Workplace Services (DWS) and consistently generating at least USD $5M in new revenue per year. This is a hands-on, hunter-style role focused on outbound prospecting, pipeline creation, and deal closure. The BDM will act as an individual contributor for their revenue target, with strong support from presales, delivery, and leadership teams.
Key Responsibilities
1. New Business Acquisition
- Own end-to-end sales cycle for Digital Workplace Services: prospecting, qualification, proposal, negotiation, and closure.
- Consistently generate USD $5M+ in annual new revenue from new logos and/or expansion of assigned accounts.
- Develop and execute an account-based sales strategy targeting mid-market and enterprise clients.
2. Outbound Prospecting & Pipeline Generation
- Drive outbound prospecting via cold calls, cold emails, LinkedIn outreach, events, and networking.
- Identify, engage, and nurture decision-makers and influencers (CIO, Head of Infrastructure, Head of End-User Computing, Procurement, etc.).
- Build and maintain a robust 3x4x pipeline to support revenue targets.
3. Solution Selling Digital Workplace Services
- Understand and position Teceze's Digital Workplace portfolio, including:
- End-User Computing & End-User Support
- Field Services / FSO
- Service Desk & Remote Support
- Device Lifecycle Management (procurement, IMAC, break-fix)
- Modern Workplace, Collaboration & Productivity tools
- Work closely with presales and delivery teams to shape value-based solutions and compelling proposals.
4. Client Engagement & Meetings
- Spend up to 50% of time travelling to meet clients and prospects onsite.
- Conduct discovery workshops, customer presentations, and solution walkthroughs.
- Build deep, trusted relationships with senior stakeholders, understanding their business and transformation priorities.
5. Deal Management & Commercials
- Own pricing, proposal, and contract negotiations in alignment with company guidelines and margin expectations.
- Prepare and present business cases and ROI/TCO justifications to client stakeholders.
- Ensure deals are structured for profitable growth and smooth transition to delivery.
6. Forecasting & Reporting
- Maintain accurate and updated opportunity, pipeline, and forecast data in the CRM.
- Provide regular reports on pipeline health, key deals, risks, and required support to leadership.
- Meet and exceed monthly, quarterly, and annual sales KPIs.
Key Requirements
- Experience:
- 712+ years of experience in IT services sales, with 35+ years focused specifically on Digital Workplace / End-User Computing / Managed Services.
- Demonstrated success in achieving USD $5M+ in annual revenue in similar roles.
- Sales Skills & Knowledge:
- Strong hunter profile with proven outbound prospecting and cold outreach experience.
- Solid understanding of Digital Workplace Services and managed services commercial models (fixed price, T&M, FTE, outcome-based).
- Experience selling into mid-market and enterprise customers (regional or global).
- Ability to manage complex sales cycles with multiple stakeholders and long lead times.
- Soft Skills:
- Excellent communication, presentation, and negotiation skills at CXO and Director level.
- High energy, self-driven, and comfortable operating as an individual contributor with ownership of the full target.
- Strong relationship-building and stakeholder management capabilities.
- Willingness and ability to travel up to 50% of the time.
- Tools & Tech:
- Proficiency with CRM tools (e.g., Salesforce, HubSpot, Zoho) and MS Office (PowerPoint, Excel, Word).
- Comfortable using LinkedIn Sales Navigator and other prospecting tools.
- Education:
- Bachelor's degree required; MBA or equivalent in Business / Marketing / IT is a plus.
Performance Metrics (KPIs)
- Annual New Revenue: minimum USD $5M from Digital Workplace Services.
- Pipeline coverage and progression (3x4x of target).
- Number and value of qualified opportunities created.
- Win rate for qualified opportunities.
- Gross profit and margin on closed deals.
- Client satisfaction and referenceability of new accounts.
Compensation & Benefits
- Base Salary: Competitive, commensurate with experience and market.
- Commission:
- 10% commission on gross profit for deals closed, on top of base salary.
- Commission plan aligned to quarterly and annual targets, with accelerators for overachievement (where applicable).
- Additional benefits as per company policy: health insurance, allowances, performance incentives, etc. (to be specified).
#teceze #DWP #DigitalWorkplaceServices
