Owns new-logo sales for managed data, cloud, and AI services across the full sales cycle. Builds a territory and self-generated pipeline, conducts consultative discovery, develops commercial cases, shapes pricing and contracts, coordinates transitions, co-sells with AWS and Databricks, forecasts recurring revenue, and wins multi-year managed services agreements.
Colibri Digital are looking for a New Business Development Manager to win new customers for our managed data, cloud and AI services.
The key to this role is experience selling managed data platforms, cloud operations, FinOps or MLOps services and having a track record of co-selling with AWS or Databricks, including using partner funding programmes.
The key to this role is experience selling managed data platforms, cloud operations, FinOps or MLOps services and having a track record of co-selling with AWS or Databricks, including using partner funding programmes.
Our managed services aren't traditional break-fix support. One UK-based team runs the whole platform, including cloud, data, AI, FinOps, security, databases and applications, and we use AI-assisted operations to catch problems before they reach the business. Managed Services are how we turn successful projects into long-term partnerships, and growing them is a priority for us.
This is a pure new-logo role. There are no inherited accounts, no existing book of business and no handed-over pipeline. You will build your own territory from scratch, and you'll be doing it with a service that is easy to be proud of.
Why this role is worth a conversation:
You get to build, not just inherit. You'll define your target market, choose your accounts and build a self-generated pipeline from a blank sheet, with the autonomy to do it your way.
You'll sell something proven. Clients rate our managed services highly and stay with us for years, so you'll walk into conversations with real references in every sector we serve.
You'll have a strong team behind every deal. You will work closely with our managed service, delivery, solution architecture, finance and partner alliance teams to shape services that are commercially sound and deliverable from day one.
You'll help shape how a growing team wins. Managed Services is a priority for Colibri and we're building a new-business team around it. Your ideas on how we target and win will carry weight, and uncapped commission means your results are rewarded.
Key Responsibilities
What you'll be selling
Managed services are bought differently to projects. Buyers are signing up for a multi-year relationship, so they weigh trust, service quality, risk and total cost of ownership. These are the proof points you will be able to put in front of them:
- Customers love us. We consistently achieve a customer NPS of 90+, so you will have referenceable clients in every sector we serve.
- Trusted with critical platforms. We've run mission-critical platforms for over 12 years, including a national rail ticketing platform and an automotive platform handling 250M+ transactions a day.
- Accredited, not asserted. We're an AWS Premier Tier Partner and certified AWS MSP, with AWS Data & Analytics and GenAI competencies, and a Databricks partner. We're also ISO 20000, 27001, 9001 and 22301 certified.
- Always on. UK-based 24/7 support and 99.9%+ availability across managed platforms.
- Measured on outcomes. We report on Experience Level Agreements as well as SLAs, covering user experience, data freshness, cost and business impact, not just uptime.
- Pays for itself. Clients typically see 20–35% recurring cloud savings through FinOps built into the service.
- Built for the AI era. AI-assisted monitoring and self-healing automation keep platforms improving, not just running.
- Easy to start. Structured onboarding takes clients from assessment to proactive operations in 4–8 weeks.
- Your territory. Defining your target market, prioritising accounts and building a self-generated pipeline from a blank sheet.
- New managed services customers. Identifying and engaging organisations we don't yet work with, and winning multi-year managed services contracts for their data, cloud and AI platforms.
- Consultative discovery. Uncovering how the client operates today, from platform reliability and cost to skills gaps, security and compliance, and building the business case around outcomes such as lower total cost of ownership, reduced risk and a better customer experience.
- The commercial case. Shaping pricing, service scope, SLAs and contract structure with our managed service and finance teams, so every deal is profitable and deliverable.
- Onboarding and transition. Working with delivery to build credible transition plans, so clients can see exactly how we will take over and run their service.
- Your own pipeline. Generating opportunities through outbound outreach, events, networking, referrals and co-sell with AWS and Databricks.
- Land and expand. Turning new relationships into long-term partnerships, and spotting where a Colibri project can lead into a managed service, and vice versa.
- The full sales cycle. Taking opportunities from first contact through discovery, solution shaping, proposal or RFP, negotiation and close.
- Forecasting. Achieving monthly, quarterly and annual new-logo targets for monthly recurring revenue (MRR), with an accurate, well-qualified pipeline in our CRM.
Skills, Knowledge and Expertise
There isn't one particular route into this role. What matters most is a track record of winning managed services customers from scratch, and the commercial understanding to sell a multi-year relationship.
We're particularly interested in evidence that you have:
- A proven managed services new-logo record. You have consistently exceeded targets by winning net-new managed services customers rather than renewing or growing existing accounts. Be ready to walk us through specific contracts you won, their terms and value, and how you won them.
- Built from nothing. You've taken an empty territory and built a pipeline through your own prospecting, and you enjoy the autonomy that comes with it.
- Recurring-revenue know-how. You understand how managed services are scoped, priced and delivered, including SLAs, service scope, transition and the economics of a multi-year contract.
- Experience selling managed data platforms, cloud operations, FinOps or MLOps services
- A track record of co-selling with AWS or Databricks, including using partner funding programmes
- Familiarity with public sector buying routes such as G-Cloud and Crown Commercial Service frameworks
- Relationships and experience selling into financial services, energy or transport
Benefits
What you'll get
- A competitive salary, depending on experience, with an uncapped commission structure
- Salary Sacrifice Pension plan of 5+3
- 25 days' annual leave + 1 birthday day
- Private Medical and wider benefits
- Remote-first within the UK, with flexibility around client needs
This is a client-facing role, so there will be travel to client sites, partner events and Colibri/Nasstar offices, including central London, when required.
About
We are passionate about helping businesses navigate the rapidly changing and complex world of emerging technologies. We create well-structured, secure, scalable solutions at speed to provide the foundation for groundbreaking change.
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