Business Development Manager (VAR & Frameworks)

Computacenter; Greater London; On-site; GBP 80,000 - 120,000; Full time

Job summary

Computacenter is expanding its software-led sales capability across enterprise customers in the UK. This role focuses on shaping and winning complex opportunities through software frameworks, commercial models, and licensing solutions.

You will lead end-to-end opportunities—from qualification through to contract and handover—working closely with account teams, partners, and customers to deliver value-led solutions and optimise software spend while mitigating risk.

Qualifications

• Experience in enterprise software sales, licensing, or commercial solutions.
• Strong understanding of software procurement, contracts and frameworks.
• Experience in bidding, deal structuring and negotiation.
• Ability to manage complex, multi-stakeholder opportunities.
• Consultative approach with confidence engaging senior stakeholders.
• Knowledge of SAM / ITAM or software lifecycle services is an advantage.
• Good working knowledge of relevant commercial tools and systems.
• Technical competency and understanding of hardware and software vendors.
• Excellent storytelling and presentation skills.

Responsibilities

• Drive software-led opportunities across enterprise customers.
• Lead opportunities end-to-end—from qualification through to contract and handover.
• Work closely with account teams, partners, and customers to deliver value-led solutions.
• Help customers optimise software spend, reduce risk and improve visibility.
• Design and implement innovating solutions and product-related services.
• Oversee the creation of presentations and bid material.
• Act as a subject matter lead within the software community.
• Identify and develop VAR and Framework opportunities to contract.

Skills

Enterprise software sales

Consultative selling

Presentation skills

Stakeholder management

Negotiation

SAM ITAM knowledge

Job description

Join Computacenter as we expand our software-led sales capability across enterprise customers. This role focuses on shaping and winning complex opportunities through software frameworks, commercial models, and licensing solutions.

You will be joining a team that has a phenomenal culture, can-do attitude and a real passion for delivering outcomes to save our customers time and money and assist them to mitigate risk.

What you’ll do

• Drive software-led opportunities across enterprise customers
• Support the development of procedures to accelerate wider VAR and Framework growth across sales and solutions
• Shape and win deals through frameworks, contracts, and commercial routes
• Lead opportunities end-to-end—from qualification through to contract and handover
• Work closely with account teams, partners, and customers to deliver value-led solutions
• Help customers optimise software spend, reduce risk, and improve visibility across their estates
• Design and implement technically, commercially and logistically innovating solutions and product‑related services for our customers
• Oversee the creation of, and be a key contributor to, presentations and bid material
• Acts as a subject matter lead within the software community
• Identify and develop VAR and Framework opportunities to contract

What you’ll need

• Experience in enterprise software sales, licensing, or commercial solutions
• Strong understanding of software procurement, contracts and frameworks
• Experience in bidding, deal structuring and negotiation
• Ability to manage complex, multi-stakeholder opportunities
• Consultative approach with confidence engaging senior stakeholders
• Knowledge of SAM / ITAM or software lifecycle services is an advantage
• Good working knowledge of relevant commercial tools and systems
• Technical competency and understanding of hardware and software vendors
• Excellent storytelling and presentation skills