The Role
Reporting to the Head of Digital Growth you will be responsible for delivering digital business growth by securing new accounts, and building cross portfolio sales into our existing customer base focused on selling OASIS digital products and solutions across Public Sector and Enterprise customers. You will work closely with the digital sales team and collaborate with account managers in the physical information management teams. You will also work more widely with colleagues in the marketing and communications team to identify prospects and create leads and opportunities. By listening to client’s needs, combined with your understanding of records management, you will assess our chances of winning and conduct a rigorous qualification review. Where the decision is to proceed, you will be responsible for leading the development of compelling and differentiated proposals, engaging the wider organisation where required.
The Business Development Manager will primarily be responsible for generating, qualifying and closing new business opportunities for OASIS FileSmart, a Microsoft 365 and SharePoint-based digital document and records management service. The role will focus on helping organisations modernise document management, improve compliance, reduce reliance on legacy EDRMS platforms and maximise the value of their existing Microsoft investment.
This is a remotely based role with travel to any of our site offices and our clients on an as and when required basis.
Why This Role
This role plays a critical part in accelerating OASIS' digital growth agenda. It offers the opportunity to work at the forefront of OASIS' digital evolution, combining proactive new business development with consultative selling and close collaboration with product and digital leadership. The role provides clear scope to grow, develop and make a tangible impact on digital revenue performance within a major European services business.
About FileSmart
FileSmart is an enterprise-grade digital document management and EDRMS solution built around Microsoft 365 and SharePoint Online. It enables customers to organise, categorise, view, govern and retrieve documents in one place, with implementation, migration, integration, training, support and service management wrapped around the platform. Typical customer needs include document migration, records governance, secure access, auditability, retention management, supportable workflows and reduced operational risk.
Key Responsibilities
- Build and manage a qualified pipeline of FileSmart opportunities across target sectors such as local government, housing, regulated industries and organisations with complex records management needs.
- Identify prospects through market research, tender portals, partner networks, events, campaigns and outbound engagement.
- Through primary and secondary research gain an understanding of prospect organisations, including their corporate objectives, organisational structure and potential buyers, decision makers and influencers.
- Build a professional network and create contacts and relationships.
- Proactively create leads and opportunities by pitching to clients, listening to their needs, and identifying their underlying digital problems and challenges.
- Monitor tender and other procurement platforms, identifying opportunities of potential interest for further assessment.
- Undertake a bid / no-bid review of opportunities, evaluating both the commercial attractiveness of an opportunity and our chances of winning.
- Use a tactical, solution focused approach, develops client proposals and tenders.
- Maintain regular communications with the clients, gaining a regular update on bid/proposal progress and updates Salesforce accordingly.
- Manage discovery conversations to understand document volumes, legacy systems, Microsoft 365 maturity, migration requirements, compliance drivers, user needs and buying criteria.
- Position FileSmart as a Microsoft-centric alternative to standalone EDRMS platforms, emphasising governance, usability, security, migration, support and return on investment.
- Work with pre-sales, technical consultants, project managers and service teams to shape solution designs, implementation scopes, pricing assumptions and statements of work.
- Maintain accurate opportunity records, forecast data, next steps and customer intelligence in Salesforce CRM.
- Collaborate with marketing to convert sector insights into campaigns, collateral, case studies, messaging and account-based sales activity.
- Gain an understanding of client/market needs, communicate these internally and work with the wider team to develop successful marketing and sales strategies.
- Focus on sales targets, conversion rates, sufficiency of sales pipeline and sales activity metrics.
- Comply with all company policies and all relevant data protection legislation to ensure our clients and team members’ sensitive and personal information are protected and processed in accordance with the law.
- Adhere to all company policies and complete all mandatory training modules.
- Report any potential or actual security, environmental or health and safety incidents to your line manager and/or the OASIS Compliance team as soon as you become aware of them.
Candidate profile
- Demonstrable sales experience selling strong in-depth knowledge and experience proven in strategic business development and sales within a Corporate and/or large public sector environment selling Business to Business.
- Proven business development or new business sales experience in SaaS, digital transformation, document management, records management, managed services, Microsoft 365, enterprise and public sector technology or compliance-led solutions.
- Ability to sell consultatively to senior stakeholders across IT, digital, records, compliance, procurement, housing, operations and finance.
- Strong understanding of Microsoft 365, SharePoint Online or enterprise information management concepts, with the ability to translate technical capability into business value.
- Experience managing complex sales cycles, including discovery, solution shaping, proposal writing, tender responses, stakeholder mapping and commercial negotiation.
- Familiarity with procurement frameworks, tender submissions and public sector buying processes.
- Commercially confident, with the ability to discuss licence fees, implementation fees, migration fees, support models, change requests and multi-year subscription value.
- Excellent written and verbal communication skills, including the ability to create persuasive proposals and present to executive-level audiences.
- Knowledge of EDRMS, document migration, retention management, metadata, records governance, information security and data protection requirements is desirable.
- Strong negotiation and problem-solving skills, curious and able to think creatively
Success Measures
- New business revenue generated from FileSmart implementation, migration, annual subscription and associated professional services.
- Qualified pipeline value, pipeline coverage and conversion rate from qualified opportunity to closed-won.
- Number and quality of discovery meetings, proposals, demonstrations and tenders progressed.
- Accuracy of CRM data, forecasting and opportunity qualification.
- Quality of internal handover to delivery, including scope, assumptions, client stakeholders, commercial terms and risks.
Candidate Persona
- Highly organised, self-motivated and disciplined in pipeline management, forecasting and follow-up.
- Must be flexible and remain professional whilst under pressure.
- Proficiency in MS Office Suite, Salesforce, and database applications.
- Strong work ethic, results oriented with demonstrable attention to detail.
- Ability to travel when required in the UK and ROI.
- Current clean driving licence.
“It’s our people that make OASIS a success. We believe our inclusive culture encourages new ways of thinking, enabling us to innovate whilst remaining resilient. We value and celebrate all individual differences and look forward to receiving your application.”
The Company is required by law (Immigration Act 2016) to have proof of right to work in the UK, prior to commencement of employment.
The Company is required to conduct a background screening check as set out by the British Standards Institution BS7858 prior to commencement of employment.
OASIS is an equal opportunities employer.
The Company confirm that our legitimate interests comply with GDPR and data protection.
Agencies: When we require external assistance with our vacancies, we will reach out to our PSL supply chain. Please be aware that we operate a very strict PSL policy with close relationships with our suppliers and cannot respond to agencies outside of the PSL. Please do not contact individual hiring managers.
