Business Development Managers (BDMs) are pivotal in driving growth and revenue for tech companies such as IT services companies, Technology service providers, IT Managed Service Providers, SaaS Vendors. To excel in this dynamic field, BDMs require key traits that enable them to drive outcomes. In this blog, I will explore ten essential traits that define exceptional BDMs in the tech sector and explain why these traits are vital for success.

1. Technological aptitude

Tech-savviness is a must for BDMs in the tech industry. They should have a firm grasp of current and emerging technologies, enabling them to discuss complex solutions with clients and prospects confidently. Being able to convey the technical aspects of IT services in a relatable manner is a significant advantage.

2. Strategic networking

Exceptional BDMs are masters of networking. They build a strategic web of connections within the industry, including clients, partners, industry experts, and even competitors. This extensive network helps them uncover opportunities, gain insights, and stay at the forefront of industry trends.

3. Global perspective

In today’s tech landscape, opportunities often span the globe. Great BDMs possess a global perspective, allowing them to identify and capitalise on international opportunities. They understand diverse markets, cultures, and regulatory environments, positioning their company for global success.

4. Cross-functional collaboration

Collaboration is key in the tech industry, where solutions often require input from multiple departments. Exceptional BDMs excel in cross-functional collaboration, working seamlessly with sales, marketing, product development, and technical teams to meet client needs.

5. Data-driven decision-making

Tech-savvy BDMs use data to their advantage. They leverage data analytics and market insights to make informed decisions, prioritise leads, and tailor their approach to each prospect. Data-driven decisions lead to higher conversion rates and better ROI on marketing efforts.

6. Cybersecurity awareness

As cybersecurity concerns grow, BDMs in the tech sector must be aware of cybersecurity trends and best practices. This knowledge ensures that their proposed solutions align with the highest security standards and meet clients’ security needs.

7. Agility and adaptability

The tech industry’s rapid evolution demands agility and adaptability. Exceptional BDMs can pivot quickly, adjusting strategies to align with changing market conditions or client preferences. They embrace change as an opportunity for growth.

8. Insights selling

Rather than simply selling products or services, exceptional BDMs engage in “Insight Selling.” They leverage data and industry knowledge to provide clients with valuable insights into their operations and improvement opportunities. By offering actionable insights, BDMs position themselves as trusted advisors who deliver tangible value to clients.

9. Intellectual curiosity

In the tech industry, curiosity drives innovation. Exceptional BDMs have a thirst for knowledge, constantly seeking to understand emerging technologies, industry trends, and the competitive landscape. Their intellectual curiosity fuels their ability to propose leading solutions.

10. Results-oriented mindset

Ultimately, great BDMs are results-oriented. They set clear goals, measure progress meticulously, and are relentless in their pursuit of success. Their focus on outcomes drives revenue growth and positively impacts the bottom line.

Cultivating these traits through training and development

To develop these essential traits, tech companies can invest in tailored training and development programs for their BDMs. These programs should include:

By prioritising these training and development initiatives, tech companies can empower their BDMs to excel in their roles and drive the business forward in an ever-evolving industry.


In the tech industry, Business Development Managers are the driving force behind business growth. The unique traits discussed in this blog define what it takes to excel in this dynamic field. By nurturing these traits through training and development, tech companies can build a team of BDMs capable of seizing opportunities, fostering innovation, and achieving outstanding results.

Elevate your sales performance with Resonate

At Resonate, we understand the unique demands of the tech industry, and our expertise is tailored to help your BDMs thrive. Our collaborative approach with your sales team delivers exceptional results, while our SDR service seamlessly feeds quality leads to your BDMs. Visit our Sales Services page to learn how we can help your sales team succeed.

Related Blogs

Overcoming customer change resistance for B2B sales success
Mastering the Transition: Essential skills for SDRs to become successful BDMs
Mastering selling to large organisations