The Role

Reporting to the Head of Digital Growth, you will be responsible for delivering digital business growth by securing new accounts and building cross-portfolio sales into our existing customer base. You will focus on selling OASIS digital products and solutions across Public Sector and Enterprise customers. You will work closely with the digital sales team and collaborate with account managers in the physical information management teams. Additionally, you will work more widely with colleagues in the marketing and communications team to identify prospects and create leads and opportunities. By listening to clients' needs, combined with your understanding of records management, you will assess our chances of winning and conduct a rigorous qualification review. Where the decision is to proceed, you will be responsible for leading the development of compelling and differentiated proposals, engaging the wider organization where required.

The Business Development Manager will primarily be responsible for generating, qualifying, and closing new business opportunities for OASIS FileSmart, a Microsoft 365 and SharePoint-based digital document and records management service. The role will focus on helping organizations modernize document management, improve compliance, reduce reliance on legacy EDRMS platforms, and maximize the value of their existing Microsoft investment.

Key Responsibilities

• Build and manage a qualified pipeline of FileSmart opportunities across target sectors such as local government, housing, regulated industries, and organizations with complex records management needs.
• Identify prospects through market research, tender portals, partner networks, events, campaigns, and outbound engagement.
• Through primary and secondary research, gain an understanding of prospect organizations, including their corporate objectives, organizational structure, and potential buyers, decision-makers, and influencers.
• Build a professional network and create contacts and relationships.
• Proactively create leads and opportunities by pitching to clients, listening to their needs, and identifying their underlying digital problems and challenges.
• Monitor tender and other procurement platforms, identifying opportunities of potential interest for further assessment.
• Undertake a bid/no-bid review of opportunities, evaluating both the commercial attractiveness of an opportunity and our chances of winning.
• Use a tactical, solution-focused approach to develop client proposals and tenders.
• Maintain regular communications with clients, gaining regular updates on bid/proposal progress and updating Salesforce accordingly.
• Manage discovery conversations to understand document volumes, legacy systems, Microsoft 365 maturity, migration requirements, compliance drivers, user needs, and buying criteria.
• Position FileSmart as a Microsoft-centric alternative to standalone EDRMS platforms, emphasizing governance, usability, security, migration, support, and return on investment.
• Work with pre-sales, technical consultants, project managers, and service teams to shape solution designs, implementation scopes, pricing assumptions, and statements of work.
• Maintain accurate opportunity records, forecast data, next steps, and customer intelligence in Salesforce CRM.
• Collaborate with marketing to convert sector insights into campaigns, collateral, case studies, messaging, and account-based sales activity.
• Gain an understanding of client/market needs, communicate these internally, and work with the wider team to develop successful marketing and sales strategies.
• Focus on sales targets, conversion rates, sufficiency of sales pipeline, and sales activity metrics.
• Comply with all company policies and all relevant data protection legislation to ensure our clients and team members' sensitive and personal information are protected and processed in accordance with the law.
• Adhere to all company policies and complete all mandatory training modules.
• Report any potential or actual security, environmental, or health and safety incidents to your line manager and/or the OASIS Compliance team as soon as you become aware of them.