Reporting To: CEO / Director

Position Overview:

The Head of Business Development will lead sales and growth initiatives across Indian Banks and Financial Institutions, focusing on ATM Switch, Digital Banking (UPI, IMPS, Mobile Banking), and Reconciliation solutions. The role demands a proven leader who understands the Indian banking ecosystem, regulatory environment, and payment industry dynamics, and can build strong client relationships while achieving business targets.

Key Responsibilities:

- Develop and implement sales and marketing strategies for Switch, UPI, IMPS, Mobile Banking, and Reconciliation solutions and other allied technologies.

- Build and maintain strong relationships with banks, NBFCs, cooperative banks and financial institutions across public and private sectors.

- Lead a PAN India team of sales managers and executives to achieve business targets.

- Drive partnerships and key account growth through consultative selling and solution mapping.

- Collaborate with product, R&D, and implementation teams to align offerings with client requirements.

- Analyse market trends, customer feedback, and competitive landscape to refine business strategies.

- Manage large-scale RFPs, tender processes, and contract negotiations with banking clients.

- Ensure delivery, installation, and service coordination with internal operations and technical teams.

- Monitor KPIs and prepare sales forecasts, pipeline reports, and executive dashboards.

- Represent the organization at key banking technology forums and exhibitions.

Strategic Business Growth:

- Develop and execute the go-to-market strategy for ATM Switch, UPI, IMPS, Mobile Banking, and Reconciliation solutions.

- Identify and penetrate target segments-Scheduled Commercial Banks, Co-operative Banks, Small Finance Banks, RRBs, and Payment Banks.

- Build partnerships with technology partners.

- Drive market intelligence to anticipate customer needs, regulatory changes, and competition trends.

Client Acquisition & Relationship Management:

- Establish and maintain strong relationships with CXO-level executives (CEOs, COOs, CIOs, CTOs) and Heads of Technology/Operations in Banks.

- Lead end-to-end sales cycles including presentations, solution positioning, RFPs/RFIs, bid management, and contract negotiations.

- Ensure customer satisfaction, account growth, and repeat business through consultative engagement.

Revenue & Sales Management:

- Achieve sales and revenue targets across product lines.

- Develop annual sales budgets and forecasts, track performance, and ensure profitability.

- Collaborate with product, delivery, and operations teams to align solutions with customer needs.

Team Leadership:

- Build and manage a high-performance business development and sales team.

- Provide coaching, training, and mentoring to drive a customer-centric and target-driven culture.

- Coordinate with marketing for branding, campaigns, and lead generation.

Qualifications & Experience:

Education:

- Bachelor's degree in engineering, Electronics, IT, or related field.

- MBA in Sales/Marketing/Business Strategy (preferred).

Experience:

- Minimum 15 years in technology solution sales, with 5+ years in a leadership role.

- Proven track record of sales success in banking solutions or digital banking infrastructure.

- Strong network within Indian banks and proven track record of large deal closures.

- Deep understanding of ATM switch, UPI, IMPS, Mobile Banking, Reconciliation, and NPCI standards.

- Excellent negotiation, presentation, and relationship-building skills.

- Ability to navigate complex decision-making processes in banks and regulatory bodies.

Certifications (if any):

- Relevant certifications in sales leadership, fintech, or banking technology (preferred).

Key Attributes

- Strategic thinker with entrepreneurial drive.

- Strong commercial orientation and result focus.

- High integrity and credibility with banking customers.

- Ability to thrive in a fast-paced, growth-driven environment.

Working Conditions

- Regular office hours with hybrid flexibility as per business needs.

- Frequent travel to client locations and banking hubs across India.

- Prior experience as National Sales Head, Business Unit Head, or Director - Banking Solutions.