Head of Business Development

Job title:

Job Description:

What youll be doing:

New business development:

• Identify and develop new technology services opportunities with enterprise and public sector organisations across priority industries.

• Build and maintain a strong pipeline of qualified opportunities across mid-market and large enterprise accounts.

• Turn innovation workshops partner referrals and structured channels (e.g. frameworks partner programmes existing contracts) into qualified opportunities with clear scope budget timeline and decision-makers.

• Develop relationships with senior stakeholders (CIO CDO CTO CXO Heads of Digital/Transformation) positioning us as their go-to partner for platform cloud data and AI implementation.

Lead technology services deals:

• Act as the primary deal owner for engagements focused on technology change such as:

  • Implementation and extension of enterprise platforms (e.g. CRM ITSM ERP workflow and experience platforms)

  • Cloud and data platform programmes across major hyperscale environments

  • Data/AI analytics automation and integration initiatives

• Work with solution architects and presales consultants to define the solution estimate effort phase delivery and plan team composition across onshore and offshore locations.

• Design commercial structures (e.g. fixed price time-and-materials managed services paid proof-of-concepts) that balance client value sustainable margin and risk.

• Own the end-to-end sales cycle: qualification shaping proposal presentations negotiation and contract signature.

Support complex multi-stakeholder bids:

• For large multi-tower bids where technology services are a major component (e.g. platform modernisation operating model and ITSM transformation data/AI programmes) act as technology workstream lead within the wider bid team:

  • Own the technology solution narrative scope and delivery approach within the overall proposal

  • Ensure technology services pricing phasing and risk assumptions are coherent and executable

  • Engage with client procurement teams and evaluation panels through formal RFPs tenders and competitive bid processes

• Collaborate with colleagues across other business units when they are leading the overall opportunity ensuring the technology services element is differentiated commercially sound and deliverable.

Alliance-driven growth:

• Work closely with strategic platform and cloud partners to identify and pursue joint opportunities.

• Participate in joint account planning and use partner channels for introductions referrals and executive sponsorship.

• Leverage partner programmes (co-selling co-marketing reference assets marketplace listings) to support pipeline growth solution quality and win-rates.

Forecasting governance and continuous improvement:

• Maintain an accurate opportunity-level forecast of pipeline contract value and expected revenue timing.

• Apply a disciplined qualification and bid/no-bid process focusing effort where there is a clear right-to-win and actively managing cost-to-bid on complex pursuits.

• Provide structured feedback to proposition product/innovation and delivery teams on client demand competitor positioning pricing pressure and emerging patterns to refine propositions sales plays and delivery models over time.

What were looking for:

• You are likely in a Client Partner Sales Director Business Development Director or Senior Account Director role at a technology services or platform-led transformation provider.

Essential:

• 8 years in technology services sales / client leadership with a strong track record of closing mid to large 67 figure (currency) deals.

• Practical experience selling and shaping platform implementation and technology transformation projects not just license or product-only deals.

• Experience working with global / distributed delivery models (e.g. onshore nearshore/offshore) and comfortable representing delivery teams credibly in front of clients.

• Familiarity with formal procurement cycles (RFPs tenders framework competitions) and complex multi-stakeholder buying groups.

• Experience selling into enterprise and/or public sector clients ideally across multiple industries.

Desirable:

• Account-level responsibility for revenue growth and margin (e.g. P&L ownership for a portfolio of accounts or a territory).

• Experience with data analytics AI and automation programmes.

• Background in building or scaling a new practice geography alliance or sector vertical within a services organisation.

Join Capita Where Innovation Meets Opportunity

Capita is a dynamic leader in consulting and digital services helping some of the UKs most recognized organizations transform and thrive. We use cutting-edge technology and fearless innovation to create smarter more efficient solutions that make a real difference. Our work spans diverse sectorsgovernment healthcare education and financeoffering you the chance to contribute to projects that impact millions of lives. At Capita youll be part of a collaborative forward-thinking team that values creativity growth and inclusion.

Were committed to your development and success providing opportunities to learn progress and shape better outcomes for customers and communities. If youre ready to make an impact and grow your career Capita is the place for you. Check out our website

Whats in it for you

• A competitive basic salary

• 23 days holiday (rising to 27) with the opportunity to buy extra leave

• The opportunity to take a paid day out of the office volunteering for our charity partners or a cause of your choice

• Company matched pension life assurance a cycle2work scheme 15 weeks fully paid maternity adoption and shared parental leave paternity pay of two plenty more

• Voluntary benefits designed to suit your lifestyle from discounts on retail and socialising to health & wellbeing travel and technology Access to our Employee Network Groups which represent every strand of diversity and allow colleagues to connect and learn from each other on an open inclusive platform

What we hope youll do next:

Choose Apply now to fill out our short application so that we can find out more about you.

We are committed to building a workforce that reflects the diversity of the communities we serve. As part of our strategic goals we are focused on accelerating gender and ethnic representation in leadership roles. We warmly encourage applications from women and individuals from Black Asian and other ethnic minority backgrounds.

Were an equal opportunity and Disability Confident employer which means we recruit and develop people based on their merit and passion. Were committed to providing an inclusive barrier-free recruitment process and working environment for everyone. If you need the job description or application form in an alternative format (such as large print or audio) or if youd like to discuss other changes or support you might need going forward please email and well get back to you.For more information about equal opportunities and process adjustments please visit the Capita Careers website.

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