Manager - Business Development - Public Sector Accounts - IT

Business Development Manager, Public Sector Accounts

Job Description :

- The Business Development Manager (BDM) will be responsible for PAN India - Central and State govt. IT, Industry 4.0 and IoT projects. The BDM will work with consultants (KPMG, E&Y, PWC etc.), Partners (MS, AWS, SAP) to proactively work on building RFP and position in Such deals.

- The BDM will also be responsible for stitching alliances in order to crack deals.

- How will the job be performed: The jobholder has to identify a list of potential govt. clients through various sources such as connecting with sales from other Bosch companies, chambers of commerce, referrals, attendance at seminars and conferences etc.

- A significant part of the leads are generated through contacts with alliance partners (Advisory companies and Technologies organizations) including where necessary through joint sales calls.

- The jobholder has to identify the scope of the sales potential and target the client accordingly.

- Job involves extensive mapping of the account - top down - and is generally characterized by complex and long multi stage sales process.

- Deal consultants play a key role in evaluation and during implementations in several medium to large enterprises.

The BDM would mainly be responsible for the following :

- To target the set of target PSU and create a pipeline of qualified opportunities in conjunction with key stakeholders in LOBs.

- To continuously refine the target set of accounts database based on the customer buying behavior, external competition and internal capabilities in the given territory

- To follow up with potential clients leading to a sales presentation, demos or other sales opportunities for the target accounts

- To leverage the organization capabilities and map the key people in prospect organization with appropriate people from the internal organization

- To ensure compliance to sales process and ensure periodic reporting to the Regional Head.

- To maintain an ongoing and productive relationship with clients specially where the potential for business is high

- To ensure revenues and collections are as per target

- To manage the local alliance/sales partners and source business through them

Qualifications :

- BE + MBA OR MBA from reputed institute

- Should have good knowledge about the buying process in Central and State govt. companies.

- Must have experience in bidding for large deals in govt. sector

- Must have good connection with the echo system players like AWS, MS, the Big 4 Advisory firms

- Experience in SAP ERP solution sales OR core solution sale will be advantage.

- Must be able to understand customer requirements, make presentations on solutions without pre-sales support

- Proven track record of selling software solutions to Public Sector companies

- Demonstrable evidence of acquiring Public Sector companies like Navaratna etc.

- Demonstrable evidence of working with different business units in the organization in order to come up with a winning proposal.

- Evidence of proactive selling solutions to IAS / PCS and senior people in the public sector

- Knowledge of contracts/ financials

- Negotiation skills

- Strong Articulation skill

- Should have done at least 5 years of solution sales.

Additional Information :

Key Performance Metrics :

- No of new TAL (Target Account List) accounts opened

- Revenue from accounts opened in LTM (Last 12 Months)

- Profitability (Profit Before Tax)

- Service line revenue

- A/R performance and Operational Effectiveness (Billing, Contracts closure etc.)

- Customer Satisfaction