Conscia
Managed Services Business Development Specialist
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About Conscia UK
Conscia is a leading European IT infrastructure and managed services provider, delivering complex technology solutions to enterprise and public sector clients across the UK and beyond. We are a Cisco preferred Partner and award-winning managed services provider, with expertise spanning networking, security, data centre, collaboration, cloud, and connectivity.
Our managed services portfolio is expanding rapidly, encompassing managed network services, workplace intelligence, managed connectivity and managed Microsoft O365 as a service, alongside our established managed security and collaboration offerings. Our clients include NHS trusts, central government bodies, universities, and commercial enterprises of all sizes — many of whom rely on us as their trusted partner to manage their technology estate on an ongoing basis.
Person specification
- Proven track record selling recurring managed services, outsourced services, XaaS, Managed Networks, Managed Security, Managed Workplace or similar subscription, usage or opex based propositions.
- Demonstrable experience selling managed services into commercial mid-market organisations (200-2500 employees), ideally within regulated sectors such as Financial Services, Private Healthcare, Professional Services or similar.
- Demonstrable experience converting project-led customer relationships into recurring managed service revenue.
- Demonstrable experience of proactively developing pipeline through outbound engagement, structured campaigns, and customer-facing discovery activity.
- Good working knowledge of UK managed service markets — sufficient to lead credible customer conversations.
- Experience of working alongside Account Managers as an overlay service specialist, including coaching, enablement, and joint go-to-market activity.
- Strong customer-facing communication skills, with the ability to run discovery sessions, deliver presentations, and engage at senior levels.
- A proactive, self-starting approach to pipeline development and opportunity creation.
Desirable experience & skills
- Experience working in a structured sales methodology environment (e.g., MEDDIC, Challenger, SPIN).
Personal attributes
- Commercially hungry and motivated by creating and closing new business, not just processing inbound demand.
- Confident and credible in front of customers, with the presence and gravitas to lead strategic conversations at senior levels.
- A natural coach and enabler, able to inspire and influence Account Managers without direct authority.
- Curious and market-aware, with a genuine interest in all things managed service and the competitive landscape.
- Resilient and persistent, with the ability to manage a complex pipeline and maintain momentum across multiple opportunities simultaneously.
- Collaborative and relationship-focused, working effectively across sales, pre-sales, delivery, and supplier teams.
- Ambitious and growth-oriented, with a desire to build something and make a measurable commercial impact.
We are looking for a commercially driven and outward-facing Business Development Lead to join our growing services sales team. This role exists to accelerate recurring services growth across the Commercial market by creating new buying opportunities, enabling Account Managers, displacing incumbent suppliers and establishing a repeatable service-led growth motion.
You will be the internal champion for Conscia's managed services propositions — inspiring confidence in the sales team, owning structured campaigns and sales plays, and engaging directly with customers to position Conscia as the partner of choice for the various services we offer. You will spend the majority of your time in front of customers and be measured against KPI’s such as Managed Service ARR growth, Net new service logos, Service pipeline creation, Qualified opportunities generated and Service attachment and expansion revenue.
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You will bring energy, market knowledge, services selling experience and a genuine passion for our services portfolio to every engagement.
Outbound customer engagement
- Lead proactive, structured outbound engagement with both existing clients and net-new prospects to identify and develop managed services opportunities.
- Represent Conscia as a credible and knowledgeable services specialist in direct customer conversations, meetings, and presentations.
- Engage decision-makers and technical stakeholders at all levels to build relationships, understand business challenges, and position Conscia's managed service offerings.
- Attend customer sites and industry events to build pipeline and raise Conscia's profile in the managed services market.
- Partner with Account Managers to jointly develop account plans that bring services into the heart of the client relationship.
Customer-facing discovery & consultative selling
- Design and lead structured discovery workshops with clients to surface service requirements, pain points, and migration readiness.
- Conduct current-state assessments of client environments, identifying legacy technology risk, contract expiry windows, and improved experience opportunities through our services.
- Develop and deliver engaging presentations and service propositions that differentiate Conscia's managed service offering from competitors.
Proactive hunting & pipeline development
- Proactively identify and pursue service opportunities within the existing client base well ahead of contract expiry.
- Identify and pursue market trigger events including mergers and acquisitions, private equity activity, supplier consolidation initiatives, contract renewals, regulatory change and technology transformation programmes.
- Build and maintain a healthy, well-qualified pipeline of new business opportunities, engaging clients early to shape requirements and avoid like-for-like renewals.
- Use renewal windows as an opportunity to introduce new service overlays and upgraded services where appropriate.
Structured campaigns & migration strategy
- Develop and execute structured sales campaigns targeting service migration opportunities across defined client segments and sectors.
- Build targeted outreach programmes focused on clients with legacy service approaches that represent strong migration candidates.
- Work with marketing and the wider sales team to create campaign content, call-to-action messaging, and follow-up sequences that drive engagement.
- Define migration plays and identify the triggers — contract breaks, refresh cycles, new site acquisitions — that signal the right moment to engage.
- Track campaign effectiveness and refine approach based on response rates, pipeline generated, and closed revenue.
Competitive displacement strategy
- Develop and maintain a clear understanding of the competitive landscape for managed services in the UK market.
- Build and execute competitive displacement strategies targeting clients currently contracted with competitor providers.
- Identify and articulate Conscia's competitive differentiators — including our managed service capability, vendor partnerships, European presence and reference ability — to convert competitive accounts.
- Use market intelligence and commercial insight to position Conscia favourably at renewal and mid-contract, particularly where competitors are underperforming.
- Develop competitor battlecards and objection-handling guides that equip Account Managers to challenge incumbent suppliers confidently.
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Evangelising managed services & building the proposition
- Act as the internal and external evangelist for Conscia's managed service portfolio, articulating the business case clearly and compellingly.
- Develop compelling value narratives that connect managed services to client priorities such as cloud adoption, hybrid working, estates management, operational efficiency and resilience.
- Contribute to the development and evolution of Conscia's managed service propositions, identifying gaps, new products, and market opportunities.
- Represent the sales team at internal sales events, team briefings, and external forums to raise awareness and drive commercial focus.
- Work with suppliers and partners to bring the latest product and commercial developments into Conscia's go-to-market approach.
Sales plays, battlecards & AM enablement
- Build a library of sales plays, battlecards, and objection-handling tools that enable Account Managers to engage confidently in service conversations.
- Develop simple, practical enablement content — including conversation guides, customer-facing one-pagers, and ROI frameworks — that reduce the barrier to service-led conversations.
- Run structured enablement sessions with Account Managers to build product confidence, improve discovery questioning, and increase the volume of service opportunities surfaced.
- Identify Account Managers with high potential and work with them closely to develop account-level strategies and joint go-to-market plans.
- Coach Account Managers through live opportunities, providing deal support, pricing context, and strategic guidance to increase conversion rates.
- Create a culture in which service is seen as a strategic discussion, not an afterthought, and in which AMs feel equipped and motivated to bring it into every relevant engagement.
- Set clear expectations, provide regular feedback, and celebrate wins to reinforce positive selling behaviours across the team.
- Share customer success stories and use case wins to build momentum, replicate successful approaches, and inspire wider commercial engagement with the service portfolio.
Benefits
- A competitive base salary and performance-related bonus scheme.
- 25 days' annual leave plus UK bank holidays, with the option to purchase additional leave.
- Hybrid working — a blend of home working, office attendance, and regular customer and supplier visits.
- Access to product and supplier training, including certifications where relevant.
- A collaborative and technically excellent working environment with real opportunities for development.
- Pension scheme, private healthcare, and additional employee benefits.
- The opportunity to build and own a specialist connectivity sales practice within a growing, award-winning European technology business.
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