Business Development Manager
The Business Development Manager (BDM) is responsible for driving new monthly recurring revenue (MRR) by generating, qualifying, and closing net-new business for our Managed Services Provider (MSP). This role requires high outbound activity, including cold calling, door knocking, in-person visits, and local market engagement. The BDM focuses on building a predictable pipeline of SMB and mid-market clients and positioning our IT, cybersecurity, and cloud solutions to meet their business needs.
Key Focus Areas
New MRR Generation: Primary objective is to secure new monthly recurring revenue for managed services and cybersecurity offerings.
Outbound Prospecting: Cold calling, door knocking, emails, social outreach, and community engagement.
Pipeline Development: Build and manage a consistent flow of qualified leads.
Local Business Penetration: Regular visits to nearby SMBs, participation in community events, and in-person relationship building.
Solution Positioning: Deliver clear value propositions for managed IT, M365, cybersecurity, cloud, and BCDR services.
Collaboration: Work with technical teams to prepare scopes, quotes, and proposals.
Activity Metrics: Achieve and exceed daily/weekly outreach KPIs.
Full Sales Cycle: From outreach → discovery → proposal → negotiation → close.
CRM Accuracy: Maintain clean, accurate, and up-to-date CRM data.
Competitive Awareness: Stay informed on local MSP competition and market trends.
Full Responsibilities
Outbound Sales & Prospecting
Conduct a high volume of daily cold calls to targeted SMB and mid-market prospects.
Perform in-person visits and door knocking to generate new local leads.
Build outreach lists and execute multi-touch prospecting sequences (calls, emails, LinkedIn, drop-ins).
Attend networking events, business associations, chambers of commerce, and local meetups to identify prospects.
Pipeline & Opportunity Management
Create, manage, and maintain a robust pipeline aligned to MRR targets.
Qualify leads to understand IT pain points, current providers, and business requirements.
Schedule discovery meetings and coordinate technical assessments when required.
Track all activities, opportunities, and communications within the CRM.
Sales Cycle Ownership
Lead the full sales process from initial contact to closed-won.
Conduct discovery calls, onsite meetings, and solution presentations.
Work with internal engineers or vCIO to build accurate scopes of work and proposals.
Deliver quotes, negotiate pricing, and secure signed agreements.
Ensure smooth handoff to onboarding/operations teams.
Reporting & KPIs
Meet or exceed weekly outreach metrics (calls, emails, door knocks, meetings).
Hit quarterly and annual MRR targets for net-new business.
Forecast pipeline accurately and report on progress regularly.
Maintain high proposal-to-close rates through consistent follow-up and communication.
