Exponential-e
Business Development Manager - Public Sector
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Overall purpose of the job:
We’re seeking an exceptional mid–senior level New Business Sales Executive to join our Public Sector team. This role is for a driven, intelligent, and commercially astute salesperson who thrives on building relationships, opening doors, and securing long-term partnerships across central and local government, healthcare, education, blue light and arm’s-length bodies. You will be responsible for identifying, qualifying, and closing new opportunities across Managed IT Services, Cloud, Cyber, Networks and Digital Workspace solutions.
Key responsibilities for this job:
- Own and deliver a new business sales target focused on public-sector prospects.
- Proactively identify and secure new logo opportunities through disciplined prospecting, account-based outreach, networking, events and industry relationships.
- Build and maintain a strong pipeline, forecasting accurately and managing opportunities through the entire sales lifecycle.
- Shape opportunities in line with sector priorities such as digital transformation, Net Zero, cyber resilience, cloud adoption and operational efficiency.
- Work closely with internal SMEs to align solutions with customer outcomes.
- Engage C-level, Director and operational stakeholders, understanding their strategic drivers and procurement approach.
- Lead customer meetings, discovery sessions, and workshops that surface genuine needs and drive value-led conversations.
- Deliver compelling presentations, proposals and business cases aligned to public-sector buying criteria.
- Collaborate with Bid Management, Solutions Architects and commercial teams to shape winning propositions.
- Contribute to storyboarding, value propositions, differentiators and win themes.
- Ensure submissions fully meet evaluation criteria and maximise scoring potential.
- Maintain strong understanding of UK public sector challenges, frameworks, procurement routes and key national strategies (NHS, LocalGov, Digital Transformation, Cyber, Cloud First, Sustainability).
- Track competitor activity and position the company effectively in crowded or complex markets.
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Knowledge and experience required:
- Proven track record in new business sales within the public sector.
- Experience selling complex IT services: Managed Networks, Cloud, Cybersecurity, Unified Comms, or Managed Services.
- Strong understanding of public-sector procurement (e.g., G-Cloud, CCS frameworks).
- Demonstrable ability to build pipeline, open doors, and close multi-year, multi-service deals.
- Excellent written and verbal communication skills, comfortable engaging senior stakeholders.
- Highly organised, disciplined, and proactive in managing sales cycles.
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Desirable:
- Experience with NHS, local government or central government departments.
- Knowledge of competitive vendors and market dynamics.
- Familiarity with SCOTSMAN/MEDDIC qualification and strategic account-based selling.
- Understanding of ESG, social value, and digital inclusion requirements in public-sector bids.
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