Business Development Manager – IT Software Solutions & Services Sales | Mumbai

Role overview

Business development

• Identify new B2B opportunities across mid-market and enterprise customers.
• Generate qualified leads through outbound prospecting, LinkedIn, email, cold calling, networking, referrals, events, and partnerships.
• Research target companies, industries, decision-makers, and opportunities.
• Build a qualified pipeline aligned with monthly, quarterly, and annual revenue targets.
• Engage senior business and technology decision-makers.

Solution and sales cycle

• Understand customer business challenges, operational needs, technology environments, and desired outcomes.
• Conduct discovery meetings and translate requirements into commercially viable opportunities.
• Coordinate demonstrations, presentations, proofs of concept, proposals, RFP/RFI responses, and technical discussions.
• Own the sales lifecycle from prospecting and qualification through negotiation, contracting, closure, handover, and account growth.
• Handle objections and maintain momentum until opportunities close or are formally qualified out.

Commercial and account management

• Participate in pricing and commercial discussions across fixed-price, time-and-material, dedicated-team, managed-service, and SaaS models.
• Coordinate NDAs, Statements of Work, Master Service Agreements, Purchase Orders, and other commercial documentation.
• Manage assigned accounts and identify upselling, cross-selling, renewal, and expansion opportunities.
• Track purchase orders, billing milestones, invoice status, and commercial commitments with Finance, Delivery, and Project Management.
• Maintain CRM records and prepare pipeline, sales forecasts, conversion metrics, and loss analysis.

Solutions sold

• Custom software development and enterprise application development.
• Web and mobile applications, ERP and CRM solutions, SaaS product development, and digital transformation.
• Business process automation, AI and generative AI solutions, data and analytics, cloud modernization, integration, and managed application services.
• Dedicated development teams, resource augmentation, and proprietary or partner software products.

Mandatory experience

• 4–5 years of directly relevant B2B IT services, software services, or technology solutions sales experience.
• Hands-on new client acquisition, lead generation, complete sales-cycle management, and deal closure experience.
• Experience selling custom application development and technology services or related solutions.
• Experience with discovery meetings, business requirements, proposals, commercial quotations, negotiation, account management, and revenue targets.
• Good understanding of CRM-based pipeline management and sales forecasting.

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