Business Development Manager/Senior Business Development Manager - IT

Sales BDM

Company : Confidential (Tier 1 IT Company)

Location : Mumbai

Package : Negotiable

Qualification : B.E / Any Graduate and MBA (Sales & Marketing)

Experience : 7- 10 Yrs Only

Note : Having Experienced in Product Sales Like ERP/HCM/CRM

- Responsible for business development through new named accounts with no prior engagement with the defined level of profitability. This would include industry/ client prospecting/ mapping the target market vis-a-vis capability & service proposition articulation

- Participate in CXO/Industry meetings to establish & enhance company positioning. Ensure that the DSO (daily sales outstanding) should be within permissible limits though proper billing and invoicing as per terms of the contract. Collections in an integral part of the sales process as it directly impacts the profitability.

- Create connects with potential customers/influencers across levels in the organization, even in case of no deal status.

- Provide strategic inputs & market intelligence to sales enabling teams for sweet spot analysis, research, competitive benchmarking, trends, formulating events & campaigns. Develop account plans as per requisite templates and keep the same updated. Such templates will form the basis for structuring account strategy and will provide visibility to key stakeholders of the investments required to make the account grow.

- Ensure customer participation in company sponsored events like GCM, Analyst Meets etc.( if customer name is included in the approved list). Responsible/ Take charge manager for all aspects of the sales cycle including opportunity identification, opportunity analysis, proposals, bid defense, commercials and finally winning the deal

- Ensure bid to win ratios (20%, calculated on value) by participating in creating Win Theme, Solutioning, story board the solution, executive summary of the bid. Collaborate with the key stakeholders in Solutioning, bid management, marketing and delivery teams. Maintain appropriate internal communication links to achieve same.

- Have the requisite commercial & business acumen & participate in contracting & commercial negotiation of the bid.

- Develop good understanding of the designate industry segment and update knowledge periodically on market indicators, IT Spend, outsourcing trends, top 20 customers, opportunities available. Develop good understanding of competition to be able to create differentiator for company offerings/ pricing.

- Interact/ Influence Analysts & Advisors and participate in thought leadership forums for knowledge updation and business generation

Info : Interested Candidates only Apply For this Position.