Business Development Manager - IT Consulting

Role Overview:

The ideal candidate should have a strong consultative sales approach and a proven ability to engage business and technology stakeholders, understand their requirements, position relevant solutions, manage commercial discussions, and successfully close technology consulting engagements.

Key Responsibilities:

- Develop and manage relationships with enterprise clients, business leaders, and technology decision-makers.

- Identify business opportunities across existing and target enterprise accounts.

- Understand client business challenges and technology requirements and map them to appropriate IT consulting solutions.

- Manage the complete sales cycle from opportunity identification and qualification through proposal, negotiation, and closure.

- Drive sales of AI/ML, Generative AI, Analytics, Data Engineering, Cloud, and Digital Transformation services.

- Conduct client meetings, discovery discussions, solution presentations, and commercial negotiations.

- Build and maintain a strong sales pipeline and ensure consistent movement of opportunities through the sales cycle.

- Work closely with presales, solution architects, and delivery teams to develop customized solutions and proposals.

- Prepare and present proposals, presentations, SOWs, and commercial offerings in collaboration with internal teams.

- Lead negotiations with clients and drive opportunities toward successful closure.

- Identify cross-selling and up-selling opportunities within existing accounts.

- Develop account strategies to expand relationships and increase revenue from strategic customers.

- Maintain accurate sales forecasts, opportunity updates, and revenue projections.

- Engage with CXO, IT, procurement, and business stakeholders to build long-term relationships.

- Monitor customer requirements, market trends, and competitive offerings to identify new areas of business.

- Coordinate with delivery teams to ensure a smooth transition from sales closure to project execution.

- Achieve assigned revenue and business development targets.

Client & Account Management:

- Build strategic relationships with key enterprise accounts.

- Act as a trusted point of contact for customers throughout the sales and engagement lifecycle.

- Understand customer priorities and identify opportunities for account expansion.

- Maintain regular engagement with key stakeholders and decision-makers.

- Develop account plans for strategic customers.

- Drive retention, expansion, cross-selling, and up-selling opportunities.

International Sales:

- Manage business development and sales activities across international markets, where applicable.

- Engage with international clients and enterprise decision-makers across different time zones.

- Understand customer requirements and buying processes across global markets.

- Develop and execute account strategies for international customers.

Required Skills & Experience:

- 5 - 10 years of experience in Business Development, IT Sales, Enterprise Sales, Solution Sales, or IT Consulting Sales.

- Strong experience in B2B and enterprise technology sales.

- Proven experience in selling technology consulting or IT services.

- Experience selling AI/ML, Generative AI, Analytics, Data Engineering, or Cloud solutions.

- Strong understanding of AWS, Azure, and/or GCP ecosystems.

- Experience managing the complete sales cycle.

- Strong revenue generation and account growth experience.

- Excellent client relationship and stakeholder management skills.

- Strong negotiation, presentation, and communication skills.

- Experience in consultative and solution-based selling.