Business Development Manager

We are Kocho 

At Kocho, we believe greatness lies in everyone and we exist to help ambitious companies realise their full potential by turning technology into real business advantage. We’re an award-winning Microsoft partner with over 20 years of experience in Cloud, Identity, Security and Managed Services; combining deep technical expertise with a people-centred approach to transformation.

We work with organisations to modernise securely, optimise technology performance, and grow efficiently, helping them adopt the right solutions at the right time and achieve sustainable outcomes. From Cloud Transformation and Identity Management to robust Security Operations and ongoing Managed IT support; our services keep businesses secure, productive and future-ready.

Our team of highly skilled experts collaborates closely with clients, acting as trusted advisors on their journey to Become Greater. As a company built on transformation, both for our clients and ourselves, we value curiosity, expertise and a commitment to doing what’s right.

The Role

We are looking for a hybrid Business Development Manager, a seller who thrives on originating new opportunities and winning new logos, while also building trusted, long-standing client relationships that drive sustainable account growth.

This is not a transactional sales role. You will:

• Originate and close complex IT services and digital transformation engagements
• Develop strategic relationships at C-suite and senior technical levels
• Expand accounts through upsell and cross-sell over time
• Act as a trusted advisor, not just a deal-closer

You will be London-based, expected in the office three days per week, but the emphasis is on being in face-to-face meetings with clients, building credibility and strengthening executive relationships.

What You’ll Be Responsible For

New Business & Deal Origination

• Own the complete sales cycle from initial contact to close
• Proactively identify, develop and convert new logo opportunities
  • Focusing on Microsoft Identity and Security services
• Develop and execute a territory business plan
• Run focused sales campaigns within your territory
• Follow a structured methodology (including Power Base Selling)
• Meet and exceed Sales, Revenue and GP targets

Account Growth & Relationship Development

• Build long-term, high-trust relationships with key stakeholders
• Identify upsell and cross-sell opportunities within existing accounts
• Position Kocho’s broader service portfolio strategically
• Maintain executive-level engagement beyond initial deal closure
• Nurture and develop opportunities within the sales pipeline
• Work closely with marketing, pre-sales, consultants and operations
• Collaborate effectively with Microsoft and key partners

What We Need From You

You are a commercially astute, credible seller who combines hunter energy with farmer discipline.

Experience & Capability

• Proven success selling complex IT services and digital transformation projects
• Strong understanding of business transformation, operating model design, IT service delivery and IT service management
• Track record of winning new logos and expanding existing accounts
• Comfortable selling to both technical and business stakeholders
• Ability to communicate effectively at all organisational levels

• Natural relationship builder and active listener

• Excellent time management

Personal Profile

• Client-centric and relationship-driven
• Highly organised with strong attention to detail
• Strong written and verbal communication skills
• Commercially accountable and target-driven
• Able to work independently while valuing team collaboration
• Confident working under pressure and to deadlines
• Strategic thinker with a holistic business perspective

What Would Be Great

• Experience selling Microsoft solutions / services
• A track record of selling into any of Kocho’s core verticals:

• • Financial Services
  • Legal Services
  • Retail
  • Public Sector
  • Pharma, Biotech, Health & Wellness

Please note: We are only considering applications from sales professionals with proven experience selling Microsoft M365 Solutions. Experience within the Microsoft Identity and Security space is strongly preferred.