Business Development Head - India

Role Overview:

We are seeking a Business Development Lead to establish and grow the company presence in the India market. You will open doors at India's leading technology companies and global system integrators and build the relationships, partnerships, and pipeline that bring our Knowledge Engine and agentic products to enterprise clients.

This is a hands-on, high-ownership role. You will act as our on-the-ground voice in India: shaping our go-to-market approach, leveraging your network to secure senior-level access, and taking deals and partnerships from first conversation to close. You will work closely with our leadership, product, and engineering teams to turn market conversations into revenue and lasting strategic relationships.

What You'll Do:

- Define and execute our India go-to-market strategy, including priority accounts, segments, and use cases for the Knowledge Engine and agentic products.

- Map the India enterprise technology landscape - IT services and consulting firms, technology companies, and large enterprises across industries - and identify the sectors and use cases where we can create the most impact.

- Track competitors, pricing, buying patterns, and regulatory considerations, such as data residency and privacy requirements, and feed insights back to leadership.

- Build India-specific sales playbooks, positioning, and collateral in partnership with our product and marketing teams.

- Leverage your existing network to secure introductions and build trusted relationships with senior decision-makers - CXOs, Heads of AI, Digital, Innovation, Delivery, and Alliances - at leading Indian technology companies.

- Identify, negotiate, and manage strategic partnerships with IT technology/services firms and system integrators, including co-sell, referral, reseller, and co-delivery models.

- Represent the company at industry events, forums, and ecosystem engagements to build brand awareness and credibility in India.

- Nurture long-term executive relationships that lead to repeat business and expanded engagements.

- Generate, qualify, and grow a healthy enterprise pipeline through outbound outreach, partner channels, and referrals.

- Own the full sales cycle for complex, long-cycle enterprise deals, from first meeting through proposal, negotiation, and closure.

- Lead pitches, product demos, and executive briefings that clearly articulate our value - context-grounded, governed, expert AI agents for high-stakes work.

- Structure commercial proposals and partnership terms, and work with our legal and finance teams to close deals.

- Maintain accurate pipeline tracking, forecasting, and reporting in the CRM.

- Partner with product and engineering to share market and customer feedback and shape integration and localization priorities.

- Work with solutions and delivery teams to scope and run proofs of concept and pilots that convert into long-term engagements.

- Coordinate closely with our leadership team across time zones to align priorities and share progress.

What We're Looking For:

- Bachelor's degree in Engineering, Computer Science, or a related technical field; an MBA from a reputed institution is preferred.

- 10+ years of experience in B2B technology business development, enterprise sales, or strategic alliances, with a strong track record in the India market.

- Proven experience closing enterprise deals and/or partnerships with large IT services companies, system integrators, or large enterprises in India.

- An established network of senior decision-makers at leading Indian technology companies and IT services firms.

- Experience selling complex technical products - AI/ML, data platforms, cloud, or enterprise software - to both technical and business stakeholders.

- Strong technical fluency in AI, LLMs, agentic systems, data platforms, APIs, and cloud - enough to hold credible conversations with CTOs, CDOs, and architects.

- Consultative and solution-selling skills, with the ability to translate technical capabilities into business outcomes.

- Experience navigating partner onboarding, vendor empanelment, and procurement processes at IT services companies and enterprises.

- Strong commercial acumen, including deal structuring, pricing, partnership economics, and contract negotiation.

- Excellent communication, presentation, and executive-presence skills; fluent in English.

- Hands-on experience with CRM tools such as Salesforce or HubSpot.

- Self-starter who thrives in ambiguous, early-stage market environments and can operate independently.

- Strong ownership and accountability for pipeline, revenue, and partnership outcomes.

- Comfortable working across time zones with a globally distributed team.

- High integrity, credibility, and a track record of building trust with senior stakeholders.

- Ability to collaborate effectively with product, engineering, and leadership teams.

Skills

IT Services Sales, IT Product Sales, IT Sales, IT Sales Head