Head of Channel & Business Development (Client Acquisition)
Head of Channel & Business Development (Client Acquisition)
The Head of Channel & Business Development will lead the acquisition of net-new clients through both direct sales and partner-led channels. The role combines strategic leadership with hands-on business development, ensuring ITPS penetrates new markets, builds trusted relationships, and wins new logos across enterprise and mid-market sectors. 
Key Responsibilities
- Client Acquisition & New Business Growth
- Own and deliver against ambitious new business acquisition targets across managed services, cloud, cyber security, and connectivity.
- Lead by example, actively prospecting and engaging C-level decision-makers to secure high-value opportunities.
- Develop and implement a strategic client acquisition plan to expand ITPS’s footprint in target sectors.
- Channel Development
- Identify, recruit, and develop strategic channel partners and alliances to accelerate growth.
- Build joint go-to-market strategies with partners to drive pipeline and revenue.
- Manage partner relationships to ensure alignment, collaboration, and shared success.
- Data-Driven Market Insight
- Utilise data analytics, market intelligence, and competitive research to identify emerging opportunities.
- Leverage CRM and sales data to optimise prospecting, forecasting, and territory planning.
- Translate market trends into actionable sales strategies and propositions,
- Organisation & Team Development
- Assess team strengths and allocate skills effectively to maximise impact on acquisition and delivery.
- Coach and mentor business development staff, ensuring professional growth and alignment with company goals.
- Build a culture of accountability, collaboration, and continuous improvement.
- Proposition Delivery
- Refine ITPS’s client value propositions, ensuring they are differentiated, compelling, and aligned to market needs.
- Work with marketing and pre-sales to create data-backed propositions that resonate with clients and partners.
- Oversee the creation of proposals, presentations, and tenders to ensure consistency and impact.
- Leadership & Strategy
- Lead, mentor, and inspire the business development team to deliver consistently against acquisition goals.
- Define clear performance metrics and reporting to track progress and success.
- Provide market intelligence and competitor insights to shape business strategy.
- Act as a senior ambassador for ITPS at industry events, conferences, and networking forums.
Skills & Experience
- Proven track record of driving net-new client acquisition in IT managed services, cloud, cyber, or digital transformation sectors.
- Strong channel development experience, with an established network of IT resellers, VARs, or technology partners.
- Strong new logo acquisition experience
- Experience in data-driven sales strategy, CRM analytics, and market research techniques.
- Demonstrated ability to design, communicate, and deliver compelling client propositions.
- Experience in leading and structuring business development teams to play to collective strengths.
- Ability to run complex sales cycles, engage multiple stakeholders, and close enterprise-level deals.
- Excellent communication, presentation, and negotiation skills at C-suite level.
- Commercially astute, with the ability to craft compelling value propositions.
- Strong leadership and team development skills, with the ability to inspire high performance.
Desired Behaviours
- Hunter mentality – thrives on winning new business and building fresh client relationships.
- Data-driven mindset – makes decisions based on insights, research, and measurable evidence.
- Strategic thinker – able to identify market opportunities and turn them into revenue growth.
- Organisational leadership – ensures the right skills are in place and aligned to business priorities.
- Client-first approach – focuses on solving client challenges and creating long-term value.
- Collaborative leadership – encourages teamwork across sales, marketing, and delivery.
- Entrepreneurial drive – proactive, self-motivated, and willing to take ownership of growth.
- Commercial integrity – operates with professionalism, transparency, and ethical standards.
- Resilient & adaptable – thrives in a fast-paced, competitive market.
