Business Development Representative (Managed Services)

Role Overview

We are seeking a proactive and results-driven Business Development Representative (BDR) to join our client’s team in the Philippines, supporting growth across their Australian and New Zealand Managed Service Provider (MSP) business.

This role is responsible for generating and qualifying high-quality new business opportunities through targeted, research-driven outbound prospecting and inbound engagement.

You will take ownership of building and managing a strong sales pipeline by identifying the right organisations, engaging key decision-makers, and booking qualified meetings for the Director / Business Development Manager (BDM) to convert.

This is a non-closing role focused on pipeline generation and qualification, with a clear pathway to progress into a closing role (BDM) over time.

What Success Looks Like

• Consistently booking 3–5 qualified meetings per week
• Building a high-quality, well-researched pipeline aligned with the client’s Ideal Client Profile (ICP)
• Maintaining strong conversion rates from outreach to meetings
• Generating opportunities that can contribute to $100,000+ in annual Managed IT Services revenue

Key Responsibilities1. Targeted Lead Generation & Research

• Identify and research target organisations across Australia and New Zealand, with priority on Australia
• Focus on organisations with 30+ users and a strong reliance on IT systems
• Identify key decision-makers, including CEOs, Directors, Operations, Finance and IT leaders
• Build and maintain high-quality prospect lists

2. Outbound Prospecting

• Execute targeted outbound campaigns through email, LinkedIn and phone
• Personalise outreach based on the prospect’s industry, business context and potential needs
• Prioritise quality engagement over high-volume activity
• Conduct consistent and strategic follow-ups to nurture engagement
• Take ownership of outreach strategies and continuously improve results

3. Inbound Lead Qualification

• Respond to inbound enquiries in a timely and professional manner
• Assess and qualify inbound leads
• Convert suitable inbound leads into qualified meetings

4. Lead Qualification

Conduct initial discovery conversations to assess:

• Business challenges and IT pain points
• Fit for the client’s services
• Decision-making process and key stakeholders
• Potential commercial viability

Ensure only genuine and commercially viable opportunities are passed to the sales team.

5. Meeting Booking & Handover

• Schedule qualified meetings with the Director / BDM
• Capture all relevant prospect information, context and notes before handover
• Provide a complete and accurate handover once meetings are booked

6. CRM & Pipeline Management

• Maintain accurate and up-to-date records in Halo CRM
• Track outreach activities, conversations, responses and outcomes
• Ensure strong pipeline visibility and accurate reporting

7. Collaboration

• Work closely with the Director / BDM on prospect targeting and messaging
• Share insights gathered from prospect conversations and outreach
• Contribute ideas to improve sales messaging, targeting and positioning

Tools & Environment

• CRM: Halo (primary); HubSpot available if required
• Outreach: LinkedIn, email and phone
• Prospecting Tools: Apollo / HubSpot available where needed
• Lead Sources: Primarily self-sourced outbound, with access to inbound and existing opportunities

Ideal Client Profile (ICP)

The client primarily targets organisations that:

• Are based in Australia or New Zealand
• Typically have 30+ users
• Rely heavily on Microsoft 365 and/or cloud infrastructure
• Are experiencing IT challenges, security concerns or growth-related changes
• Are open to outsourced or managed IT services

Target Industries

Industries include, but are not limited to:

• Non-profits and churches
• Professional services
• Engineering and construction
• Transport and logistics

What Is a Qualified Meeting?

A qualified meeting is one where:

• A decision-maker or key influencer is engaged
• A genuine IT, cybersecurity or infrastructure need has been identified
• There is a potential commercial fit for the client’s services, typically 30+ users and approximately $5,000/month in IT spend
• The prospect is open to exploring solutions with the client

Key Requirements

• 2–5+ years of experience in a BDR, SDR or similar outbound sales role
• MSP experience is desirable
• Strong research and targeted prospecting capabilities
• Proven ability to independently generate and qualify opportunities
• Excellent written and verbal communication skills
• Ability to engage and build rapport with decision-makers
• High level of accountability, independence and self-motivation
• Ability to work effectively without close supervision
• Experience working remotely in a performance-driven environment
• Experience using CRM systems; Halo, HubSpot or similar is preferred

Key Performance Indicators (KPIs)

Performance will be measured against:

• Qualified meetings booked: Target of 3–5 per week
• Conversion rate: Outreach to qualified meeting
• Outbound activity: Consistency and quality
• Opportunity quality: Relevance and commercial viability of opportunities passed to sales
• CRM management: Accuracy, completeness and activity tracking

Career Progression

This is a pipeline-generation role with a clear opportunity for career progression. As the BDR develops stronger discovery, qualification and sales capabilities, there is potential to progress into a Business Development Manager (BDM) / closing role over time.