Business Development - Global Technology Product

Role Summary

The Business Development Director owns market-making for the firm's global e-invoicing and tax technology solution. This is a solutioning-led BD role, not a quota-carrying territory role: the Director builds the pipeline engine that Sales Managers execute against by activating internal service line and member firm networks, shaping multi-country client pursuits, developing System Integrator partnerships, and owning the solution narrative in high-value, customised proposals. The role is central to converting a proven single-country delivery capability into a scalable multi-country GTM.

Key Responsibilities

• Work with Service Line Partners across the firm to build awareness of the e-invoicing solution and identify clients with presence in targeted mandate countries (UAE, Oman, Malaysia, upcoming European markets).
• Build and proactively pursue a curated list of multi-country clients (Indian MNCs and foreign MNCs) capable of generating large, multi-geography mandates.
• Create client-specific pitches and lead early-stage engagement, transitioning qualified opportunities to Sales Managers for cycle ownership.
• Develop and manage a partnership ecosystem with System Integrators, ERP implementation partners and technology alliances relevant to e-invoicing.
• Own the master pitch deck, solution collateral and client-facing supporting documents used by the sales team; keep them current with product and regulatory developments.
• Own proposals requiring customised solutioning — architecture positioning, commercial construct, and differentiation narrative.
• Work with the Growth Office to assess and prioritise new countries where e-invoicing mandates are emerging, and shape the market entry approach.
• Coordinate with member firms for country-specific opportunities, ensuring a consistent global positioning while respecting local relationship ownership.

Required Skills & Experience

• 12–16 years of experience with significant exposure to e-invoicing, tax technology, or regulatory/compliance technology sales and solutioning.
• Strong knowledge of accounting and finance processes (AP/AR, VAT/GST compliance, ERP-driven invoicing flows).
• Demonstrable solutioning capability — able to design and articulate a solution construct in front of CFOs, Tax Heads and CIOs.
• Experience selling through partner and channel ecosystems, ideally within a professional services or member-firm network environment.
• Understanding of global e-invoicing and digital reporting frameworks (Peppol/five-corner models, clearance vs post-audit regimes, EU ViDA direction).
• Executive-level communication, proposal writing and stakeholder management skills.

Qualifications

• Bachelor's degree in Engineering,; MBA preferred.
• Prior experience in a Big 4 / Top tier consulting / enterprise tax-tech vendor environment

Success Measures (First 12 Months)

• Qualified multi-country pipeline generated (value and number of pursuits).
• Number of active SI/alliance partnerships producing sourced or influenced opportunities.
• Win rate on customised-solution proposals owned by the role.
• Service line and member firm activation — opportunities originated through internal channels.
• Readiness of GTM collateral and country entry assessments for new mandate markets.