Senior Business Development Manager

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: - ( - )

Experience: 10+ yrs

Location: Cochin, Kerala, India

Job Type: Full-time

We are looking for an experienced and entrepreneurial Senior Sales Leader to build and lead the sales function for a growing IT services and technology consulting business.

This is a builder-oriented leadership role for someone who can create a sales engine from the ground up, establish strong enterprise relationships, build a high-performing sales team, and independently drive large, complex deals through to closure. The ideal candidate will have a proven track record of winning multi-crore technology contracts and developing sustainable enterprise sales pipelines.

Requirements

KEY RESPONSIBILITIES

• Develop and execute the overall sales and business development strategy for IT services and technology consulting offerings.
• Build the sales function from the ground up, including sales processes, targets, territories, account strategies, and reporting mechanisms.
• Identify and pursue high-value enterprise, government, and PSU opportunities.
• Generate and manage a strong pipeline of strategic opportunities across target markets.
• Independently lead complex sales engagements and drive multi-crore contract closures.
• Develop and maintain strong relationships with CXOs, business leaders, IT decision-makers, procurement teams, government stakeholders, and strategic partners.
• Identify new accounts, markets, partnerships, and revenue opportunities.
• Lead the complete enterprise sales cycle from prospecting and discovery through proposal, negotiation, commercial closure, and handover.
• Develop account plans and strategic engagement strategies for key customers.
• Navigate complex enterprise and government procurement processes, tenders, RFPs, negotiations, and commercial discussions.
• Work closely with delivery, technology, and leadership teams to develop compelling customer solutions and proposals.
• Build and manage a high-performing sales team through recruitment, coaching, performance management, and capability development.
• Establish sales KPIs, forecasting processes, pipeline reviews, and performance dashboards.
• Monitor market trends, competitive activity, customer requirements, and emerging technology opportunities.
• Develop effective negotiation strategies to maximise revenue, profitability, and long-term customer value.
• Represent the organisation at customer meetings, industry events, conferences, and strategic business forums.
• Provide regular sales forecasts, pipeline updates, market intelligence, and revenue projections to leadership.
• Drive customer retention, account expansion, cross-selling, and long-term strategic relationships.
• Travel extensively across India to meet customers, partners, prospects, and key stakeholders.

WHAT MAKES YOU A GREAT FIT

• 10-15 years of experience in IT services, technology consulting, enterprise technology sales, or a related B2B technology environment.
• At least 5+ years of experience in senior sales leadership or business development leadership.
• Proven track record of independently closing large, multi-crore enterprise technology contracts.
• Demonstrated experience building and scaling a sales function from scratch rather than only managing an established sales organisation.
• Strong network across Indian enterprises, government organisations, PSUs, procurement ecosystems, and senior business/technology stakeholders.
• Strong understanding of enterprise B2B sales cycles, consultative selling, solution selling, and complex deal management.
• Proven experience managing strategic accounts and engaging CXO and senior executive stakeholders.
• Strong negotiation, commercial, presentation, and executive communication skills.
• Demonstrated ability to build, manage, mentor, and motivate high-performing sales teams.
• Strong pipeline management, forecasting, account planning, and revenue-growth capabilities.
• Entrepreneurial mindset with a strong bias toward ownership, execution, and measurable outcomes.
• Ability to operate independently and create structure in an evolving, high-growth environment.
• Strong understanding of IT services and technology consulting offerings.
• Bachelor's degree is required; MBA or equivalent business qualification is preferred.
• Willingness and ability to travel extensively across India for customer and business development engagements.