Business Development Representative - Information Technology in Traverse City, Michigan at Cogent Analytics

The Business Development Representative is responsible for generating new business and expanding the client base across managed IT, cybersecurity, VoIP, and comanaged IT services. This role focuses on organizations with 5–200 employees across medical, financial, legal, and service industries within a multicounty regional territory.

Reporting directly to senior leadership, this position works closely with technical and service teams to ensure accurate scoping, competitive proposals, and profitable pricing. The role plays a key part in building a funded outbound sales function and strengthening the organization’s reputation for proactive, responsive IT support.

• Build and maintain trusted relationships with newly acquired clients to support longterm retention.

• Serve as the primary point of contact throughout the sales cycle, assessing each prospect’s IT environment, compliance needs, and service expectations.

• Identify opportunities to expand new accounts with managed security, VoIP, and other addon services.

• Ensure new accounts are onboarded professionally and aligned with established service standards.

• Prospect and develop new business opportunities aligned with managed IT, cybersecurity, VoIP, and comanaged IT offerings.

• Generate qualified conversations and meetings through outbound calling, networking events, and referrals.

• Prepare and present proposals using standardized pricing tools and models to maintain margin targets.

• Close new managed service agreements in support of revenuegrowth objectives.

• Partner with technical staff to develop accurate quotes and scopes of work.

• Participate in discovery calls and site assessments to support estimating and proposal development.

• Coordinate with internal teams to ensure a smooth transition from signed agreement to onboarding and ongoing service delivery.

• Maintain communication with technical and service teams to support newclient satisfaction.

• Track activity and pipeline within the CRM, reporting qualified conversations, bids, and closed deals.

• Monitor performance against planned contact, qualification, and closerate assumptions and identify deviations.

• Provide market intelligence on competitive landscape and alignment with target customer profiles.

• Offer feedback on pricing effectiveness, prospecting channels, and referral program performance.

• Contribute to refining sales processes, scripts, and onboarding materials as activity data grows.

Experience not required, but beneficial if including:

• Background in outside sales, business development, or account management, especially in:

  • Managed IT services / MSP environments

  • Technology, software, or B2B recurringrevenue services

• Ability to quickly learn:

  • Managed IT, cybersecurity, and VoIP service concepts

  • B2B sales cycles for recurringrevenue agreements

• Strong communication, negotiation, and relationshipbuilding skills, including navigating gatekeepers to reach decisionmakers.

• Strong organizational and timemanagement abilities.

• Comfortable working in a fieldbased or hybrid role across a multicounty territory.

• Technical Aptitude: Ability to learn and explain managed IT, cybersecurity, and VoIP offerings.

• Consultative Selling: Skilled at uncovering client needs, positioning solutions, and negotiating effectively.

• Relationship Building: Proven ability to establish trust and longterm partnerships.

• Communication Skills: Clear, persuasive, and professional in written and verbal interactions.

• Time & Territory Management: Able to prioritize tasks and manage a broad regional territory.

• Collaboration & Teamwork: Works effectively with leadership and technical teams.

• Adaptability & Resilience: Comfortable building a new outbound sales function with shifting priorities.

• Based within the regional territory, with regular local travel to client and prospect sites.

• Occasional travel for networking events, industry functions, or customer meetings.

• Valid driver’s license and acceptable driving record.

• Fieldbased/hybrid outside sales role with regular presence at prospect and client sites.

• Close collaboration with leadership and technical/service teams.