Business Development Representative

About the Role

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.

Key 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.

Requirements & Tech Stack

• 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.
• 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.
• 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.
• This is an outside sales position in and around the Traverse City area.

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

Compensation & Benefits

• $35k to $50k base plus commissions - Potential $100k+
• Health, Dental, Vision
• PTO / Vacation