Inside Sales Manager (Business Process Services)

Location: Mumbai

Years of Experience: 5+ years

Experience

Enterprise B2B / BPS / BPM / BPO / IT Services / Digital Transformation / Technology Sales

About the Role

Writer Information is looking for a highly driven and consultative Inside Sales Representative (ISR) to support its BPS practice.

The ISR will be responsible for building a qualified sales pipeline by identifying target accounts, mapping decision-makers, generating executive conversations, and nurturing prospects until they become Sales Qualified Leads (SQLs). This is an ABM and enterprise prospecting role requiring strong business acumen,

communication skills, and the ability to engage senior stakeholders.

Key Responsibilities

Account-Based Prospecting

• Identify and research target enterprise accounts aligned with BPS growth objectives.
• Understand business priorities, organizational structure, outsourcing requirements, and transformation initiatives.
• Build account heat maps and identify potential BPS opportunities.

Decision-Maker Mapping

• Identify and engage key stakeholders such as CEO, COO, CFO, CHRO, Operations Head, Shared Services Head, Procurement Head, Customer Experience Head, and Business Heads.

Lead Generation & Qualification

• Generate qualified meetings through multi-channel outreach.
• Qualify prospects based on Budget, Authority, Need, and Timeline (BANT).
• Understand business challenges and identify relevant BPS opportunities.
• Deliver high-quality SQLs and maintain a healthy sales pipeline.

Multi-Channel Outreach

• LinkedIn, email, phone, industry forums, networking platforms, referrals, and digital channels.
• Build relationships through personalized, value-led conversations.Lead Nurturing
• Maintain structured follow-ups and track prospect engagement and buying signals.
• Nurture prospects until sales-ready and coordinate qualified handovers to Sales.

CRM & Reporting

• Maintain accurate prospect and activity data in Salesforce CRM.
• Track qualification status, meeting outcomes, follow-ups, and pipeline progress.

Collaboration

• Work closely with BPS Practice Heads, Sales, and BD teams.
• Share market intelligence, competitor insights, and customer feedback.
• Support ABM and demand-generation initiatives.

KPIs

• Target accounts identified and mapped

• Decision-makers mapped

• Qualified conversations

• BANT-qualified leads

• SQLs and qualified meetings

• Pipeline value generated/influenced

• MQL-to-SQL conversion

• CRM hygiene and reporting accuracy

Required Skills

• Excellent verbal and written communication

• Strong CXO and senior stakeholder engagement

• Consultative selling and presentation skills

• Understanding of enterprise buying and outsourcing models

• Ability to articulate business value and uncover customer needs

• Experience in BPS/BPM/BPO, Shared Services, Finance & Accounting,

HR Outsourcing, Customer Experience, or Digital Operations preferred

Technology

• LinkedIn Sales Navigator

• Salesforce CRM

• Apollo / ZoomInfo / Lusha / Cognism / similar platforms

• Email automation and sales engagement tools

• MS Office

Personal Attributes

• Self-driven and target-oriented

• Hunter mindset with strong ownership

• Strong networking and relationship-building skills

• Curious, resourceful, and resilient• Strong follow-up and stakeholder management skills

• Ability to work independently and collaboratively

Preferred Industry Experience

BPS / BPM / BPO / Shared Services / IT Services / Digital Transformation / Consulting / Enterprise SaaS / Technology Services

Success Profile

A strategic pipeline builder who can identify target accounts, map decision-makers, engage senior stakeholders, uncover business opportunities, nurture prospects, and consistently generate high-quality BANT-qualified opportunities and SQL's for the BPS Sales team.