Business Development Manager

Overview

In this role you drive growth for IT outsourcing engagements by acquiring new logos and expanding relationships with existing clients. You will partner with vertical leaders, delivery leads, and bid teams to shape offerings, pricing, and proposals, while steering negotiations and ensuring high-quality delivery. You’ll translate client needs into value propositions, coordinate cross-functional efforts, and manage account profitability and transition to account management.

Responsibilities

• Generate and onboard new logos through lead generation and outreach
• Collaborate with Vertical Leaders, Practitioner Sales, and Client Delivery Leads to tailor services and value propositions
• Forge relationships with buying offices and gather industry knowledge
• Articulate Black Box offerings and use cases to customers
• Define pursuit strategy, develop client proposals and pricing with bid manager and Solution Architects
• Lead and close leads; coordinate inputs from stakeholders for negotiations
• Develop negotiation strategy and oversee SoW drafting and contract negotiation with bid manager
• Lead win/loss learnings and communicate feedback to Sales team
• Oversee account handover to Vertical Account Management (AM)
• Identify customer needs and enable delivery readiness with Delivery Lead/Delivery Manager
• Create transition plans for account handover and coordinate delivery operations
• Coordinate with Delivery team to ensure high-quality delivery and contractual compliance
• Own account cost metrics with input from Delivery Managers
• Identify margin improvement initiatives and coordinate execution with Delivery Managers/ PMs

Key requirements

• 12+ years experience; 5+ years in IT sales, including handling large outsourcing engagements
• Proven sales track record
• Project management experience
• Willingness to travel
• Open, communicative and team-oriented
• Self-reliant and persuasive; analytic and conceptual mindset
• Goal-oriented and resilient

• communication
• team-orientation
• analytical thinking
• sales strategy
• lead generation
• pricing and proposal development

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