Business Development Manager; UKLI

Our client helps organizations achieve net zero through energy management, building decarbonisation, and cyber-secure smart solutions.

Based in Glasgow, they combine sustainability expertise with IoT/OT security to reduce emissions and enhance resilience.

Role

Title:

Head of Technical Sales and Partnerships - Scotland

The Head of Technical Sales and Partnerships is a key role responsible for driving revenue growth through technical solution selling and strategic partnerships.

This position blends deep technical expertise with business acumen to lead go-to-market strategies, manage the full sales cycle, and cultivate long-term, high-impact partnerships that align with the company’s strategic objectives.

• Own the full sales cycle: market mapping, pipeline creation, proposal development, negotiation, and customer retention.
• Lead revenue generation for technical offerings such as lab services, equipment rentals, and specialized infrastructure.
• Develop pricing models, statements of work (SOWs), and term sheets tailored to customer needs.
• Collaborate with operations to forecast demand, optimize resource utilization, and ensure seamless delivery.

• Identify, initiate, and manage strategic partnerships across startups, academia, enterprise R&D, and national labs.
• Build and maintain strong, long-term relationships with partners to support business growth.
• Develop and execute a comprehensive partnership strategy aligned with company goals.
• Negotiate partnership agreements ensuring mutual value and strategic alignment.

• Proven experience in technical sales, preferably in high-tech or emerging technology sectors, with an understanding of the Built environment.
• Some knowledge of OT/IoT security & privacy for smart estates – building IoT/BMS vulnerability assessments would be a distinct advantage
• Strong understanding of solution selling and technical product positioning.
• Demonstrated success in developing and managing strategic partnerships.
• Excellent negotiation, communication, and relationship-building skills.
• Ability to lead cross-functional teams and manage complex projects.
• Analytical mindset with experience in data-driven decision-making.
• Bachelor's degree in Engineering, Business, or related field (MBA preferred).

• Competitive Salary (flexible to attract the right person)
• Commission – Market leading commission structure