Description:

Position Title: VP / Director -Business Development (US Sales).

Experience Required: 15+ years in IT services business development and account growth.

Domain Focus: Infrastructure, Cloud, and Analytics.

Role Overview:

We are seeking a dynamic and strategic VP/Director of Business Development to drive growth across Infrastructure, Cloud, and Analytics services in the US market.

This role requires a proven leader with deep experience in IT services sales, a strong network of CXO-level relationships, and the ability to define go-to-market strategies, drive large deals, and grow key accounts.

The ideal candidate will be a hands-on sales leader who can build and scale the business by identifying opportunities, creating long-term value for clients, and collaborating with delivery and practice teams to provide cutting-edge technology solutions.

Key Responsibilities:

Sales Strategy & Revenue Growth:

- Define and execute US sales strategy for Infrastructure, Cloud, and Analytics business units.

- Drive revenue growth by identifying new business opportunities and expanding existing accounts.

- Meet and exceed quarterly and annual sales targets.

- Build a multi-million-dollar sales pipeline aligned with organizational growth goals.

Business Development & Market Penetration:

- Identify and pursue new logos across mid-market and enterprise customers.

- Lead strategic deal pursuits, large RFPs, and complex solutioning.

- Build strong relationships with CXOs, CTOs, CIOs, and senior decision-makers.

- Drive cross-sell and upsell opportunities within existing accounts in collaboration with account managers.

GTM Planning & Partnerships:

- Collaborate with marketing and practice leaders to develop go-to-market (GTM) strategies.

- Build alliances with cloud vendors (AWS, Azure, GCP) and analytics platform providers to drive joint sales opportunities.

- Represent the company at industry events, forums, and networking conferences in the US.

Solutioning & Proposal Management:

- Work closely with presales and delivery teams to design compelling solutions for customers.

- Lead proposal preparation, pricing strategies, and contract negotiations.

- Showcase business value through case studies, POCs, and demos.

Leadership & Team Management:

- Build and lead a high-performing US sales team, including account executives and hunters.

- Mentor and coach sales teams to improve deal closure rates and strategic selling skills.

- Collaborate with offshore teams for seamless end-to-end delivery alignment.

Key Skills & Competencies:

- Deep understanding of Infrastructure, Cloud, and Analytics services.

- Proven track record of driving multi-million-dollar IT services sales in the US market.

- Strong CXO relationship management and networking skills.

- Expertise in strategic deal shaping and RFP management.

- Experience with cloud vendor alliances and partnership-driven sales.

- Exceptional negotiation, communication, and presentation skills.

- Ability to work in a fast-paced, entrepreneurial environment with a global delivery model.

Qualifications:

- Bachelors degree in Engineering, Computer Science, Business, or related field (MBA preferred).

- 15+ years of IT services sales experience, with at least 5+ years selling into the US market.

- Experience handling large, strategic accounts and complex multi-year deals.

- Strong knowledge of Infra modernization, cloud migration, and advanced analytics solutions.

Performance Metrics:

- Revenue Target Achievement: Annual and quarterly targets met/exceeded.

- New Logo Acquisition: Number of net-new customers onboarded.

- Pipeline Development: Size and quality of sales pipeline.

- Account Growth: Expansion of revenue within existing accounts.

- Client Satisfaction: Measured via NPS and relationship strength.