Description:

Role Overview

The Business Development Manager will be responsible for driving enterprise telecom business growth in the assigned region. The role focuses on building and owning the order book, expanding footprint in enterprise accounts, and ensuring conversion from order booking to revenue through consultative and solution-led selling.

This is a high-impact, client-facing role requiring close collaboration with internal solution, product, and technology teams.

Key Responsibilities

Business Development & Sales

- Own and drive the Telecom Business Unit order book for the assigned region

- Identify and develop new business opportunities within Enterprise (EN) accounts

- Drive sales of Managed Network Services, Managed WiFi, MPLS/Global MPLS, DDoS, Internet, SD-WAN, and related services

- Achieve monthly and quarterly sales targets as defined for the region

- Expand wallet share by cross-selling and upselling across multiple service lines

Enterprise Account Management

- Build and maintain strong relationships with CXO-level stakeholders (CIO, CTO, CISO, IT Heads)

- Increase penetration across existing enterprise customers by selling multiple product pillars

- Lead negotiations, commercial discussions, and deal closures for high-value engagements

Solution & Internal Collaboration

- Work closely with Business Solution teams to design competitive, customer-aligned solutions

- Collaborate with Product teams on pricing strategy and deal structuring

- Coordinate with Technology and Delivery teams to ensure feasibility and successful execution

- Ensure proposed solutions align with customer requirements and business objectives

Order Book & Revenue Management

- Own order booking numbers and ensure timely order-to-revenue conversion

- Track pipeline and ensure accurate SFA entries, maintaining proper sales hygiene

- Monitor deal progress across products, sub-LOBs, and engagement stages

Key Deliverables

- Consistent growth in enterprise telecom revenues

- Strong and predictable sales pipeline and order book

- Increased footprint across enterprise accounts

- High conversion ratio from order booking to revenue realization

Key Skills & Competencies

- Strong experience in Consultative / Solution Selling

- In-depth understanding of:

1. Telecom & Network Services

2. MPLS / Global MPLS / SD-WAN

3. Managed Services & Internet Services

4. Fundamentals of Cloud and Enterprise IT infrastructure

- Proven ability to influence senior decision-makers

- Excellent communication, presentation, and negotiation skills

- Entrepreneurial mindset with strong ownership and accountability

- Ability to work in a cross-functional, collaborative environment

Qualifications

- Engineering Graduate (BE / BTech) preferred

- MBA (Marketing or Sales) from a reputed institute is an added advantage