Business Development Manager

Job Description

Job Specifications & Requirements

• Minimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sector
• Well networked with customer organizations
• Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase)
• Proven track record of sales successes. Project Management experience
• Willingness to travel. Open, communicative and team-oriented
• Self-reliant and compelling, Analytic and conceptual frame of mind
• Goal oriented, resilient

Key Responsibilities

• Lead generation and onboarding new logos
• Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement
• Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge
• Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.)
• Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects
• Generate leads through secondary research and pursue leads identified by marketing teams and leaders
• Drive leads to closure
• Own actual negotiation; also coordinate inputs / participation from different stakeholders
• Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review
• Collate & communicate learnings from pitches, proposals, customer feedback to Sales team
• Oversee account handover to Vertical AM
• Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead/Delivery Manager
• Create robust transition plan for account handover to Vertical AM
• Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking
• Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligations
• Own cost metrics for an account – with inputs from Client Delivery Managers of individual projects
• Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives

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