Business Development Manager

Role Purpose
Own the strategic growth of institutional client base across its Consulting & Advisory and Technology Solutions portfolio. This is a senior B2B business development role responsible for high-value institutional relationships, leading and mentoring the Marketing Executive team, and closing strategic accounts, not just generating leads.

Key Responsibilities

Strategic Business Development

• Own end-to-end B2B revenue targets across assigned territory/portfolio
• Identify and develop new market segments — university systems, autonomous colleges, engineering/professional institutions, and multi-campus trusts/societies
• Build and manage senior-level relationships with Vice Chancellors, Directors, Registrars, and Trust/Society leadership
• Lead high-value proposal development, commercial negotiation, and closure for Tier-1/strategic accounts

Team Leadership

• Lead, coach, and review the Marketing Executive team's pipeline, outreach cadence, and conversion performance
• Set territory/account targets and drive accountability against them
• Partner with the SME/advisory team to ensure accurate, credible positioning of services in every pitch

Strategy & Reporting

• Develop and execute a structured business development strategy by territory or institutional vertical
• Build referral and partnership channels with education associations, HEI networks, and industry bodies
• Report pipeline health, conversion metrics, and revenue forecasts to leadership
• Feed ground-level client insight back into marketing strategy and collateral

Required Qualification & Experience

• Graduate/Postgraduate (MBA preferred) in Marketing, Business Administration, or related field
• 5–8 years of B2B sales/business development experience, with a strong preference for candidates from either:
• Higher Education / academic-consulting / accreditation-advisory background, or
• EdTech sales & marketing background (e.g., BYJU'S, Aakash, Unacademy, or similar), with demonstrable enterprise/institutional-level exposure
• Proven track record of owning and exceeding B2B revenue targets
• Established network within the higher education ecosystem (VCs, Registrars, Trustees, Principals) strongly preferred
• Prior experience leading or mentoring a business development/marketing team

Desired Skills & Competencies

• Strong consultative/enterprise selling ability — comfortable leading regulatory- and compliance-anchored conversations with senior academic leadership
• Excellent negotiation and closing skills for high-value, long-sales-cycle B2B deals
• Strategic thinker with the ability to identify and open new market segments
• Strong executive presence and stakeholder management
• Willingness for extensive travel

Key Performance Indicators

• Team and individual revenue/contracts closed against target
• Number of strategic/Tier-1 accounts acquired
• Team pipeline health and conversion rate
• New territories/market segments opened