Business Development Manager - IT Staffing - India Market

Description: Own the revenue engine for our Bengaluru office, win new enterprise and mid-market clients, grow key accounts, and partner with Delivery to convert demand into hires with speed and quality.

Key Responsibilities:

- Acquire new clients in contingent & direct workforce management for enterprise IT space.

- Build and run a predictable sales cycle, prospecting to close, including discovery, solutioning, proposals, commercials, and MSA execution.

- Hunt MSP and VMS programs, respond to RFPs and rate cards, drive vendor onboarding and scorecards.

- Grow existing accounts, expand into new lines of business, increase requisition share, and secure exclusives.

- Partner with Delivery Leads, forecast requisitions, prioritize hot roles, improve submittal to interview to hire ratios.

- Negotiate margins, payment terms, and SLAs, protect gross profit and DSO.

- Create outreach campaigns with Marketing, events, webinars, and thought leadership.

- Maintain CRM hygiene, pipeline accuracy, and weekly forecasts.

- Track competition, bill rates, visa mixes, and local supply signals, adjust strategy quickly.

- Represent the brand with clients, on calls and in room meetings across India and North America.

Outcomes and KPIs:

- New logos per quarter, target set during onboarding.

- Booked revenue and gross profit by month and quarter.

- Win rate and average sales cycle length.

- Requisition share in active accounts, interviews per role, hires per 10 submittals.

- Average markup, payment terms, collections within agreed DSO.

- CRM accuracy above 95 percent, forecast variance under 10 percent.

Required Experience:

- 6 to 10 years in IT staffing sales in India, at least 3 years in a hunting and account growth leadership role.

- Proven wins with enterprise or MSP and VMS environments, familiar with JobDiva or similar ATS, familiar with US and India markets.

- Strong rate card and contract negotiation skills, comfort with legal and compliance basics.

Required Skills:

- Prospecting and social selling, executive storytelling, commercial math, objection handling, competitive positioning.

- Stakeholder mapping, multi thread deals, meticulous follow through, data driven decision making.

- Team leadership, coach recruiters for demand clarity, run standups, and review funnels.

Education:

- Bachelors degree required, MBA preferred.

Work Hours and Travel:

- India business hours, travel within Bengaluru and occasional travel to client sites.

30, 60, 90 Day Plan:

- 30 days, map target accounts, set territory and outreach calendar, align with Delivery, build a 3x pipeline, submit first proposals.

- 60 days, close first new logo, expand two existing accounts, secure at least one MSP or VMS entry, reach weekly forecast rhythm.

- 90 days, deliver repeatable GP, two plus steady requisition channels, tighten DSO with Finance, document a playbook for the BLR team.

Interview Scorecard:

- Track record of new logo wins in IT staffing.

- Command of MSP and VMS motions and RFP handling.

- Commercial fluency, margin math, payment term control.

- Executive presence, crisp writing, confident client calls.

- Team fit and coaching mindset.