Business Development Manager - Public Sector

Exponential-e; Greater London; On-site; GBP 60,000 - 90,000; Full time

Job summary

Exponential-e is seeking an exceptional mid–senior New Business Sales Executive to join our Public Sector team, focused on central and local government, NHS, education and blue light bodies. You will build relationships, open doors and secure long‑term partnerships across Managed IT Services, Cloud, Cyber and Networks.

You will own the new business sales target, proactively identify logo opportunities through prospecting and networking, build a strong pipeline and lead meetings, workshops and

Qualifications

• Proven track record in new business sales within the public sector.
• Experience selling complex IT services (Managed Networks, Cloud, Cybersecurity, Unified Communications, or Managed Services).
• Strong understanding of public-sector procurement (e.g., G-Cloud, CCS frameworks).
• Ability to build pipeline, open doors, and close multi-year, multi-service deals.
• Excellent written and verbal communication, comfortable with senior stakeholders.
• Highly organised and proactive in managing sales cycles.
• Experience with NHS, local government or central government departments.
• Knowledge of competitive vendors and market dynamics.

Responsibilities

• Own and deliver a new business sales target focused on public-sector prospects.
• Identify and secure new logo opportunities through prospecting and outreach.
• Build and maintain a strong pipeline and forecast opportunities.
• Shape opportunities aligned with sector priorities such as digital transformation, Net Zero, cyber resilience, cloud adoption and operational efficiency.
• Collaborate with internal SMEs to align solutions with customer outcomes.
• Engage C‑level and operational stakeholders, understanding their strategic drivers and procurement approach.
• Lead customer meetings, discovery sessions, and workshops that surface genuine needs and drive value-led conversations.
• Deliver compelling presentations, proposals and business cases aligned to public-sector buying criteria.
• Collaborate with Bid Management, Solutions Architects and commercial teams to shape winning propositions.
• Contribute to storyboarding, value propositions, differentiators and win themes.
• Ensure submissions fully meet evaluation criteria and maximise scoring potential.
• Maintain strong understanding of UK public sector challenges, frameworks, procurement routes and key national strategies (NHS, LocalGov, Digital Transformation, Cyber, Cloud First, Sustainability).
• Track competitor activity and position the company effectively in crowded or complex markets.

Skills

New business sales

Pipeline management

Prospecting

Stakeholder engagement

Executive communication

Job description

We’re seeking an exceptional mid–senior level New Business Sales Executive to join our Public Sector team. This role is for a driven, intelligent, and commercially astute salesperson who thrives on building relationships, opening doors, and securing long‑term partnerships across central and local government, healthcare, education, blue light and arm’s‑length bodies. You will be responsible for identifying, qualifying, and closing new opportunities across Managed IT Services, Cloud, Cyber, Networks and Digital Workspace solutions

Key responsibilities for this job:

• Own and deliver a new business sales target focused on public‑sector prospects.
• Proactively identify and secure new logo opportunities through disciplined prospecting, account‑based outreach, networking, events and industry relationships.
• Build and maintain a strong pipeline, forecasting accurately and managing opportunities through the entire sales lifecycle.
• Shape opportunities in line with sector priorities such as digital transformation, Net Zero, cyber resilience, cloud adoption and operational efficiency.
• Work closely with internal SMEs to align solutions with customer outcomes
• Engage C‑level, Director and operational stakeholders, understanding their strategic drivers and procurement approach.
• Lead customer meetings, discovery sessions, and workshops that surface genuine needs and drive value‑led conversations.
• Deliver compelling presentations, proposals and business cases aligned to public‑sector buying criteria.
• Collaborate with Bid Management, Solutions Architects and commercial teams to shape winning propositions.
• Contribute to storyboarding, value propositions, differentiators and win themes.
• Ensure submissions fully meet evaluation criteria and maximise scoring potential.
• Maintain strong understanding of UK public sector challenges, frameworks, procurement routes and key national strategies (NHS, LocalGov, Digital Transformation, Cyber, Cloud First, Sustainability).
• Track competitor activity and position the company effectively in crowded or complex markets.

Knowledge and experience required:

• Proven track record in new business sales within the public sector.
• Experience selling complex IT services: Managed Networks, Cloud, Cybersecurity, Unified Comms, or Managed Services.
• Strong understanding of public‑sector procurement (e.g., G‑Cloud, CCS frameworks).
• Demonstrable ability to build pipeline, open doors, and close multi‑year, multi‑service deals.
• Excellent written and verbal communication skills, comfortable engaging senior stakeholders.
• Highly organised, disciplined, and proactive in managing sales cycles.
• Experience with NHS, local government or central government departments.
• Knowledge of competitive vendors and market dynamics
• Familiarity with SCOTSMAN/MEDDIC qualification and strategic account‑based selling.
• Understanding of ESG, social value, and digital inclusion requirements in public‑sector bids.