Business Development Manager

BD Manager - Telco Key Account

Location - Gurgaon / Bangalore & Mumbai

The Company

Comviva is an industry leader for providing digital platforms crafted for telecom operators, banks, financial services organizations, and other enterprises. We provide solutions for BSS, banking and fintech, AI-led marketing automation and messaging platforms, which have been recognized by leading research firms, including Gartner, Forrester, IDC, Frost & Sullivan, ISG, Juniper Research, Rocco Research, amongst others.

Noteworthy among our accolades is the second position in Digital Wallet platforms by Juniper Research and a consistent placement in Gartner's Magic Quadrant for IRCM for three consecutive years. The breadth of recognition extends across several Gartner reports, encompassing Partner Relationship Management, CSP Customer Management, Revenue Monetization, Artificial Intelligence for CSPs, CPaaS, and Digital Commerce.

Forrester has acknowledged Comviva's prowess in Real Time Interaction Management, Cross-Channel Marketing, Loyalty and Rewards, Enterprise Marketing, Customer Analytics, Journey Orchestration, Digital Banking, and Marketplace Development. In the Digital Commerce domain, IDC's flagship Marketscape report has recognized our contributions.

ISG mentions Comviva for our Mobiquity Banking Suite in their ISG Provider Lens report, and Omdia includes us in their Omdia Universe for Digital Banking platforms. Juniper Research and Rocco Research consistently feature Comviva in their competitor leaderboard for key reports covering CPaaS, A2P Messaging, SMS Firewall, mobile money, CDP, and more.

Our commitment to excellence extends beyond technology, as evidenced by multiple awards, including the 'Great Place to Work For' Certification (2019), Top 25 Best Workplaces for Women (2019), Golden Peacock Awards (2023), Times Ascent 'Dream Companies to work for 2023, Brandon Hall HCM Excellence Gold Award (2022), and ASSOCHAM Diversity & Inclusion Excellence Award (2021) in the HR Excellence category.

Comviva's technological innovations have earned international and regional acclaim, with recognition at prestigious awards such as GSMA GLOMO (3 Times Winner), Global Telecoms (GLOTEL) Awards, Frost & Sullivan's "Digital Marketing Company of the Year," AITE Group Digital Wallet Innovation Awards, AfricaCom Awards, World Communication Awards, Juniper Research Future Digital Awards, Asia Communication Awards, Global Telecoms Business Innovation Awards, Golden Peacock Awards for Innovation, Banking Technology Awards, Global Carrier Award, IBS Intelligence Global FinTech Innovation Awards, Global Fintech Awards, Asia Fintech Awards, Emerging Payments Awards, PayTech Awards, and Telecoms World Middle-East Awards.

These accolades stand as a testament to our unwavering commitment to assisting clients in their digital transformation journey, offering cutting-edge technology that empowers end-users with new-age products and services.

Desired Educational Qualification: B.E/B.TECH/MCA/MBA from reputed institute

Location of posting: Gurugram

Desired Profile:

• Business Development or Pre-Sales experience of 6+ years in software products, platforms or ITES, managing existing and new customers.
• Consistently achieved 1-2 Mn. USD + annual quota of order booking / revenue target and won new logos/ clients.
• Experienced in preparing customized customer presentations/ pitch decks and conducting product / platform front-end / back-end demonstrations.
• Expertise in RFP/RFI participation, filling functional/ technical compliances, preparing technical/ commercial proposals, bid defense decks, commercial negotiations.
• Comfortable with basic MS-excel functions, number crunching, formulas, tables etc. to simulate different commercial models/scenarios, cost, margin and profitability analysis.
• Strong communication, collaboration, negotiation and interpersonal skills
• Adept in dealing /communicating with multi-geography, international customers.
• Has experience of travel, stay and commuting in few international locations.
• Ability to work in fast paced environment and travel internationally on short notice.
• MFS, DFS, Banking, Payments, Mobile Money / Wallet domain experience is desirable.
• Exposure to software development /delivery/ product lifecycle/ UI /UX/ is desirable.

Key Responsibilities:

1. Achieve the revenue targets set for the product line & product unit to ensure organization targets are achieved

Building an efficient pipeline for all the products, Constant engagement with sales team to find out new opportunities to target.

Increasing the visibility of the product, Getting sales acquainted with product benefits & features to effectively position the product

2. Increase the customer base by identifying the new prospects.

Analyze the growth prospects in specific region.

Finding the existing product line of customer from public databases

Targeting new products based on customer requirement, Lead generation

3. Identify the new opportunities from existing customers

Look for opportunities to grow existing accounts through strategic account planning and strategic selling

Ensure operators are adhered to licensing framework to avoid revenue leakage.

Track product/license upgrade opportunities & AMC, Change Request Management

4. Analyze the opportunities for up-sell and cross-sell of products

Evaluating the synergies with other products

Analyzing the customers with deployment of those products

Building a solution approach to sell

5. Pricing & RFP response

Commercial response for all RFPs

Developing innovative business models to meet customer requirements

Documentation & Presentation to explain the product features and benefits

Market & Operator analysis to obtain best prices for the product

6. To meet sales demand

Single point of contact for all sales requirements

Providing sales with all relevant data required as part of RFP requirements

Assist the assigned manager in sales and marketing collateral preparation

Support the assigned manager in the implementation of the sales plan for a defined region