Business Development Manager

<p>We are Kocho&nbsp;</p>

<p><br></p>

<p>Kocho is the original Microsoft identity‑centric security partner, delivering transformational services for UK organisations. We secure every identity first - then use that foundation to strengthen security, modernise cloud and apps, and keep everything running through leading managed services, and managed security operations.</p>

<p>&nbsp;</p>

<p>You’ll be joining a team that’s trusted by organisations to deliver at scale. As an eight‑time Microsoft Partner of the Year winner and one Microsoft’s most decorated UK partners.</p>

<p>&nbsp;</p>

<p>Our work speaks for itself:</p>

<ul>

<li>We’ve helped BT Group build multi‑brand customer authentication at scale (including migration of 25 million accounts).</li>

<li>We supported Dojo’s cloud‑first identity modernisation (achieving 65% reduction in first‑line support tickets and £80k+ annual savings).</li>

<li>And we enabled Hallo Healthcare’s secure cloud independence (migrating 17,000 identities and 180+ applications securely to zero trust architecture with Entra).</li>

</ul>

<p>&nbsp;</p>

<p>Our head office is in the heart of London, with additional offices in Cardiff and Cape Town, providing a comfortable working environment with flexible collaboration spaces. And we’re guided by our core values: Do What’s Right, Think Greater, and Better Together.</p>

<p>&nbsp;</p>

<p>Kocho is an equal opportunities employer. We make recruitment decisions based on qualifications, skill set and experiences We consider all suitable candidates regardless of their age, sex, gender reassignment, race, &nbsp;pregnancy and maternity, religion or belief, marital status, disability or sexual orientation. This is mindset aligns with our company values as we understand that we are Better Together.</p>

<p><br></p>

<p>The Role</p>

<p>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.</p>

<p>&nbsp;</p>

<p>This is not a transactional sales role. You will:</p>

<p>&nbsp;</p>

<ul>

<li>Originate and close complex IT services and digital transformation engagements</li>

<li>Develop strategic relationships at C-suite and senior technical levels</li>

<li>Expand accounts through upsell and cross-sell over time</li>

<li>Act as a trusted advisor, not just a deal-closer</li>

</ul>

<p>&nbsp;</p>

<p>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.</p>

<p><br><br></p>

<p>What You’ll Be Responsible For</p>

<p><br><br></p>

<p>New Business &amp; Deal Origination</p>

<ul>

<li>Own the complete sales cycle from initial contact to close</li>

<li>Proactively identify, develop and convert new logo opportunities

<ul>

<li>Focusing on Microsoft Identity and Security services</li>

</ul>

</li>

<li>Develop and execute a territory business plan</li>

<li>Run focused sales campaigns within your territory</li>

<li>Follow a structured methodology (including Power Base Selling)</li>

<li>Meet and exceed Sales, Revenue and GP targets</li>

</ul>

<p>&nbsp;</p>

<p>Account Growth &amp; Relationship Development</p>

<ul>

<li>Build long-term, high-trust relationships with key stakeholders</li>

<li>Identify upsell and cross-sell opportunities within existing accounts</li>

<li>Position Kocho’s broader service portfolio strategically</li>

<li>Maintain executive-level engagement beyond initial deal closure</li>

<li>Nurture and develop opportunities within the sales pipeline</li>

<li>Work closely with marketing, pre-sales, consultants and operations</li>

<li>Collaborate effectively with Microsoft and key partners</li>

</ul>

<p>&nbsp;</p>

<p>What We Need From You</p>

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

<p>Experience &amp; Capability</p>

<ul>

<li>Proven success selling complex IT services and digital transformation projects</li>

<li>Strong understanding of business transformation, operating model design, IT service delivery and IT service management</li>

<li>Track record of winning new logos and expanding existing accounts</li>

<li>Comfortable selling to both technical and business stakeholders</li>

<li>Ability to communicate effectively at all organisational levels</li>

</ul>

<ul>

<li>Natural relationship builder and active listener</li>

</ul>

<ul>

<li>Excellent time management</li>

</ul>

<p><br></p>

<p>Personal Profile</p>

<ul>

<li>Client-centric and relationship-driven</li>

<li>Highly organised with strong attention to detail</li>

<li>Strong written and verbal communication skills</li>

<li>Commercially accountable and target-driven</li>

<li>Able to work independently while valuing team collaboration</li>

<li>Confident working under pressure and to deadlines</li>

<li>Strategic thinker with a holistic business perspective</li>

</ul>

<p>&nbsp;</p>

<p>What Would Be Great</p>

<ul>

<li>Experience selling Microsoft solutions / services</li>

<li>A track record of selling into any of Kocho’s core verticals:</li>

</ul>

<ul>

<li>

<ul>

<li>Financial Services</li>

<li>Legal Services</li>

<li>Retail</li>

<li>Public Sector</li>

<li>Pharma, Biotech, Health &amp; Wellness</li>

</ul>

</li>

</ul>

<p><br></p>

<p>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.</p>