Job Title: Business Development Manager
Location: Leeds / Hybrid
Salary: Dependent on experience + OTE
Contract type: Permanent
#LI-Hybrid
About the role
The Business Development Manager is responsible for leading new business sales initiatives for cyber security solutions, targeting enterprise and strategic accounts. This senior sales leader focuses on driving revenue growth through net-new client acquisition, building long-term executive relationships, and shaping the company’s market presence.
What you'll do:
Strategic New Business Development
- Identify and target high-value enterprise and strategic prospects for cyber security solutions.
- Demonstrate a deep understanding of ARO's mission, values, and story, and use this knowledge to build authentic connections with customers, partners, and stakeholders
- Develop and execute market entry strategies for new business acquisition.
- Build a strong pipeline of opportunities through prospecting, networking, and industry events.
- Lead outreach to C-level executives and other senior decision-makers.
Sales Leadership & Execution
- Drive end-to-end sales cycle for new business: prospecting, discovery, solution alignment, proposal, negotiation, and closing.
- Own key strategic deals, particularly large, complex, multi-year enterprise agreements.
- Collaborate with sales engineers, solution architects, and cyber security specialists to craft tailored solutions.
- Proficiency in understanding customer pain points and devising suitable solutions using the 7 questions deep technique.
- Mentor and guide Account Executives in best practices, pipeline management, and deal strategy.
- A focus on face-to-face client meetings
Revenue Growth & Target Achievement
- Achieve and exceed sales targets by selling solutions within the ARO portfolio including managed services and professional services.
- Develop and execute account-specific strategies to secure long-term, high-value contracts.
- Negotiate commercial terms, contract structures, and procurement processes for enterprise clients.
Client Relationship & Advisory
- Establish yourself as a trusted advisor on cyber security strategy, risk management, and compliance.
- Conduct meetings, business reviews, and strategic presentations to senior client stakeholders.
- Provide thought leadership on emerging cyber threats, regulatory changes, and security best practices.
Collaboration & Market Presence
- Collaborate across wider ARO specialist teams to introduce additional services to prospects that deliver value beyond the immediate scope of engagement (Cloud / Infrastructure / Data Centre / Telecoms / Energy / Managed Services).
- Work cross-functionally with marketing, product, and delivery teams to align messaging and solutions.
- Develop deep relationships with vendors, acting as a liaison to align opportunities and sales strategies.
- Represent the company at industry conferences and events.
- Collect and share market intelligence, competitive insights, and client feedback to influence product roadmap and go-to-market strategy.
- Transition closed deals smoothly to account management team.
