Business Development Manager

Role Overview

We are seeking an experienced Client/Partner manager to drive strategic new-business growth within Tier 1 (T1) Service Providers. The successful candidate will bring direct experience either selling into or working within T1 Service Provider organisations (major telecoms, cloud, network, or managed service operators). This role focuses on selling complex, multi-disciplinary solutions spanning technology platforms, professional services, managed services, and process transformation.

The ideal candidate is a consultative, board-level salesperson with direct T1 Service Provider experience — either selling into or from within, shaping large-scale transformational deals, and navigating complex procurement environments.

Key Responsibilities

New Business Acquisition

• Identify, target, and win new Tier 1 Service Provider accounts, expanding the company’s footprint into high-value strategic clients.
• Develop and execute account penetration strategies that map buyers, influencers, and decision-making units.
• Build and maintain a robust pipeline of qualified opportunities aligned with quarterly and annual revenue targets.

Solution Selling & Deal Shaping

• Lead complex sales cycles involving technology solutions, service delivery teams, operational processes, and commercial models.
• Work closely with internal SMEs to scope, design, and propose tailored solutions that address customer pain points and business challenges.
• Drive value-based conversations with client executives focused on ROI, operational efficiency, innovation, and competitive advantage.

Stakeholder Engagement

• Build trusted senior-level relationships across business, technology, procurement, and operations functions.
• Represent the company as a strategic advisor capable of influencing long-term transformation agendas.
• Navigate multi-layered procurement processes and manage commercial negotiations, RFI/RFP responses, and contract closure.

Collaboration & Leadership

• Partner with product, delivery, finance, and marketing teams to orchestrate cohesive go-to-market activity.
• Provide deal leadership across internal teams, ensuring alignment on solution design, pricing, delivery models, and client expectations.
• Contribute market insights and competitive intelligence to inform product strategy and executive decision-making.

Performance & Reporting

• Achieve or exceed quarterly and annual new business bookings and revenue targets.
• Maintain accurate forecasting and CRM hygiene.
• Report regularly on pipeline status, deal progression, market movements, and risk mitigation plans.

Required Experience & Skills

Experience

• 7–10 years of complex, consultative selling experience, with a proven track record of selling into or operating within Tier 1 Service Provider environments (telcos, MNOs, cloud/network operators, managed service providers) — this is a firm requirement, not a preference.
• Proven track record of closing large, multi-million transformational deals involving technology, people, and process.
• Demonstrated success in opening new logos—not just farming existing accounts.
• Experience selling solutions such as:
• Managed services / outsourcing
• OSS/BSS, automation, cloud or network technologies
• Customer operations, field operations, or service assurance solutions
• Transformation programmes involving change management

Skills

• Exceptional executive-level communication and negotiation skills.
• Deep commercial acumen including complex pricing, contracts, delivery models, and structuring risk-reward, gain-share, or consortium arrangements.
• Strong commercial acumen and understanding of complex pricing, contracts, and delivery models.
• Ability to think strategically while executing tactically.
• Skilled in navigating political environments and multi-stakeholder engagements.
• High level of resilience, autonomy, and results orientation.

What we offer you...

• A key role in a fast-growing European tech company
• A collaborative, no-nonsense culture with room for initiative
• A team of passionate colleagues who love what they do
• A chance to make a real impact on Dstny’s growth journey
• A challenging job in a fast-growing company where you can also grow yourself
• A competitive salary.
• Health insurance.
• A great team of colleagues and wonderful customers.
• To be a part of the Dstny family: an ambitious, inclusive and people-centric organization