Business Development Director (Enterprise)

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Business Development Director (Enterprise) (Hybrid, with travel to customer and office locations )

Location

Hybrid, with travel to customer and office locations

Type

Full-time

Location Type

Hybrid

Department

Sales

Job purpose

A senior commercial leadership role with accountability for defining and delivering the Enterprise growth strategy across ICT infrastructure solutions, Wi-Fi surveys, structured cabling, IT Smart Hands/Field Services, and ITSM/Service Desk Managed Services for enterprise and mid-market clients.

The successful candidate will be an established business development leader with a strong industry network, a proven record of creating and converting qualified pipeline, and the credibility to lead complex technology and managed services opportunities at executive level.

Operating as the senior lead for Enterprise business development, the Director will identify priority markets and opportunities, build long-term strategic relationships, and provide leadership across the full sales lifecycle—from market engagement and solution positioning through negotiation and contract closure.

This role is accountable for strengthening our trusted position with customers and partners, expanding market share and revenue through service-led solutions aligned to the Group growth strategy, and establishing new long-term customer, consortium and channel partnerships. The Director will contribute to wider commercial strategy and provide clear market insight to the CRO and senior leadership team.

Key Responsibilities: Commercial Growth

Revenue Growth

• Define and deliver the Enterprise growth plan, building a balanced pipeline across existing customers and new logos through direct and channel partner routes to market.
• Own delivery against assigned sales, revenue and margin goals, taking corrective action where performance is off plan.
• Provide accurate forecasts, pipeline governance and commercial reporting to the CRO and senior leadership team, supported by disciplined CRM management.

• Deliver opportunities across the full sales cycle: prospecting, solution positioning, proposals, negotiation, and deal closure.
• Drive long-term contract value through short term and multi-year managed services agreements. 

Client Relationship Management

• Build trusted relationships with buyers, senior influencers, and decision makers, regularly engaging to ensure highest PWIN, and identify upsell and cross-sell expansion opportunities.

• Facilitate Exec-to-Exec engagement between internal leadership and customer/partner leadership.
• Shape and influence customer requirements early in the procurement cycle to increase PWIN.
• Sell on value to ensure expected Margin is retained. 

Delivery Collaboration & Technical Alignment

• Use Account Management to partner closely with Delivery to ensure cross-business alignment.
• Ensure combined technical and sales engagement accelerates qualification and increases win rates.
• Lead, support, write bids and proposals, ensuring compliance, compelling value propositions and wins.

Market & Sector Insight

• Maintain awareness of sector trends, regulatory shifts, and customer priorities.
• Identify and qualify new opportunities through market intelligence, networking, and industry events.
• Feed insights into growth forecasts, service bundling, channel/partner strategy, and account planning. 

Success Measures

• Bring a pipeline of Accounts and Opportunities with you that align to Serbus portfolio.
• Rapid development of a qualified pipeline that delivers Revenue within the first 3–6 months.
• Winning opportunities that deliver to forecast: Orders, Revenue, and Margin.
• Create and own increased, triaged, and reliable weighted and unweighted pipeline.
• Deliver high percentage of repeat business from Accounts, with clear pipeline of cross/up-sell expansion.
• Clear, Sales & Delivery Account plans in place with actions tracked and communicated to deliver forecast.
• Upsell/ Cross sell actions in place for bundled service offerings and recurring (Including MSA) multi-year agreements and improved retention.
• Aligned Account Based Marketing plans (ABM) in place to support strategic growth.
• Strengthened senior stakeholder engagement and market/brand awareness of Serbus’ capabilities.

Skills and experience 

• Proven success in a director-level business development or senior commercial leadership role, with accountability for growth strategy, revenue delivery and executive stakeholder relationships in enterprise or public sector markets.
• Experience in secure communications, secure ICT infrastructure, and managed services. Proven track record of closing complex B2B technology & services deals.
• Strong understanding of:
  • ICT infrastructure (networking, compute, storage, data centre)
  • Field services and onsite technical support models
  • ITSM and managed service delivery frameworks
• Experience selling managed services contracts or recurring revenue solutions.
• Proven track record as an industry expert with strong buyer relationships.
• Successful history of developing, forecasting, and executing growth pipelines.
• Experience in business development, account management, and driving revenue growth through cross-selling and upselling.
• Exceptional networking, negotiation, and stakeholder management skills, with the ability to balance priorities and expectations across multiple teams.
• Outstanding communication, interpersonal, and influencing skills. 

Education/qualifications

• Educated to degree level (or equivalent) is desirable but not essential.
• ITIL is highly desirable but not essential. 

Conditions of employment

• Must have the right to live and work in the UK.
• Must have full UK driving licence.
• Must be able to gain BPSS (Baseline Personnel Security Standard) clearance.
• Must be able to gain SC (Security Check) clearance as standard along with any relevant customer specific security clearances that may be required.