{"id":2419581,"url":"https://alion.io/job/proarch-director-inside-sales-business-development","title":"Director - Inside Sales & Business Development","company":{"id":6421,"name":"ProArch","domain":"proarch.com","url":"https://alion.io/company/proarch","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workable","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Hyderabad, India"],"countries":["IN"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":24000,"max_usd":59000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":26},"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Azure","optional":false},{"name":"HubSpot","optional":false},{"name":"LinkedIn","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-10-13T04:39:47Z","employer_posted_date":"2026-10-13","last_verified_at":"2026-10-25T05:58:10Z","board_verified":true,"closed_at":null,"days_open":12,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":12},"description":"ProArch is seeking an experienced, revenue-driven Inside Sales & Business Development leader to drive global pipeline generation, enterprise prospecting, GTM execution, and business growth across North America markets.\nThe ideal candidate will combine strategic sales planning with hands-on execution, leading inside sales resources, developing targeted go-to-market programs, engaging enterprise stakeholders, and supporting opportunities through qualification, solution positioning, commercial negotiations, and deal closure.\nThe role will work closely with Marketing, Account Executives, Solution Architects, Delivery teams, and technology partners such as Microsoft to accelerate pipeline growth and improve sales conversion across ProArch's Cloud, Data & AI, Cybersecurity, and Digital Transformation offerings.\nRequirements\n1. Global Inside Sales & Business Development\nDrive inside sales and business development initiatives across North America, markets.\nDevelop territory plans, account penetration strategies, target account lists, and enterprise prospecting programs.\nIdentify new business opportunities across Microsoft Cloud, Azure, Fabric , Data & AI, Cybersecurity, and Digital Transformation services.\nBuild relationships with business leaders, technology executives, and C-level stakeholders to identify business challenges and transformation opportunities.\nDrive qualified pipeline creation, opportunity progression, account acquisition, and revenue contribution.\n2. Go-to-Market Strategy & Demand Generation\nDevelop and execute quarterly GTM strategies aligned with company offerings, revenue objectives, industry verticals, and market opportunities.\nPartner with Marketing to plan and execute outbound campaigns, Account-Based Marketing (ABM), Contact-Based Marketing (CBM), and targeted demand-generation initiatives.\nDevelop compelling value propositions, industry-specific messaging, email sequences, call scripts, and multichannel prospecting plays.\nTranslate ProArch's technical capabilities into business-focused messaging that resonates with enterprise buyers.\nIdentify new market segments, buying triggers, technology trends, and cross-selling opportunities to improve campaign effectiveness.\n3. SDR Leadership & Sales Enablement\nLead, mentor, and coach SDRs, BDMs, and inside sales professionals to achieve pipeline and business development targets.\nEstablish sales development processes, operating cadences, productivity benchmarks, and performance management frameworks.\nBuild repeatable prospecting methodologies, qualification frameworks, objection-handling guides, and sales playbooks.\nTrain teams to engage enterprise buyers and position complex technology services through consultative selling.\nMonitor individual and team performance, identify execution gaps, and implement corrective action plans to improve productivity and conversion.\n4. Microsoft Ecosystem & Partner-Led GTM\nDevelop co-sell strategies and campaigns around Azure, Microsoft 365, Data & AI, Security, and other relevant Microsoft technologies.\nIdentify opportunities to leverage partner relationships, customer transformation initiatives, and eligible funding programs to accelerate sales conversations.\nAlign outbound campaigns with Microsoft priorities, customer needs, and ProArch's service capabilities.\n5. Pipeline Governance, Forecasting & Performance Management\nOwn pipeline reviews, opportunity inspections, forecasting, CRM hygiene, and sales performance reporting.\nEstablish KPIs for prospecting activity, qualified opportunities, pipeline value, stage progression, conversion rates, and revenue contribution.\nReview campaign performance and lead-to-opportunity conversion to improve targeting and sales effectiveness.\nProvide leadership with regular visibility into pipeline health, forecast accuracy, deal risks, and growth opportunities.\nDrive accountability through structured weekly reviews, monthly performance assessments, and quarterly business reviews.\n6. Cross-Functional Collaboration\nWork closely with Marketing, Account Executives, Solution Architects, Delivery, and Customer Success teams to ensure alignment across the sales lifecycle.\nProvide market feedback, buyer insights, competitive intelligence, and campaign performance inputs to refine GTM strategies.\nEnsure effective handoffs between demand generation, sales qualification, opportunity management, and account teams.\nContribute to the development of scalable sales processes, enablement assets, and technology-driven sales operations.\nRequired Qualifications & Experience\n12-18 years of experience in inside sales, business development, demand generation, enterprise sales, or technology services sales.\nProven experience leading inside sales or business development teams serving international markets, preferably North America.\nStrong understanding of IT services and enterprise technology solutions, particularly Cloud, Azure, Data & AI, Cybersecurity, Microsoft technologies, or Digital Transformation.\nDemonstrated success in building qualified sales pipelines, developing GTM strategies, and improving opportunity conversion.\nExperience in ABM, outbound prospecting, enterprise account targeting, and consultative selling.\nExperience working with CRM platforms and sales engagement tools, with strong forecasting and pipeline management capabilities.\nExcellent communication, executive engagement, stakeholder management, and team leadership skills.\nExperience with platforms such as HubSpot, Salesforce, LinkedIn Sales Navigator, ZoomInfo, or equivalent tools.\nExposure to AI-led sales enablement, sales automation, and data-driven demand generation.\nExperience working with Microsoft or other major technology partner ecosystems.\nKey Performance Indicators (KPIs)\nPerformance will be measured against agreed business objectives, including:\nQualified pipeline generated and pipeline coverage against targets.\nNumber and value of sales-qualified opportunities created.\nLead-to-opportunity and opportunity-to-win conversion rates.\nPipeline progression, sales cycle effectiveness, and forecast accuracy.\nNew logo acquisition and strategic account penetration.\nRevenue contribution and closed-won business, where applicable.\nSDR/BDM productivity, target attainment, and team performance.\nGTM campaign effectiveness and enterprise stakeholder engagement.\nDesired Candidate Profile\nThe successful candidate will be a strategic thinker and hands-on sales leader who can translate business growth objectives into actionable GTM plans, build high-performing sales teams, engage enterprise decision-makers, and consistently generate measurable pipeline and revenue outcomes.\nThe candidate must be comfortable operating in a fast-paced IT services environment, balancing team leadership with direct involvement in strategic opportunities and commercial sales 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