Business Development Manager

Job Title: Business Development Manager – Consulting Services

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Experience:

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Role Overview

Business Development Manager (Consulting)

hunter mindset

Primary focus will be India market; exposure to US / global markets will be an advantage. The role offers high autonomy, strong leadership visibility, and performance-driven rewards.

Key Responsibilities

1. New Client Acquisition & Territory Development

• Identify, target, and win new enterprise clients across key verticals:

  BFSI, Retail / E-commerce, SaaS / ISVs, and Product Engineering

  .
• Create and execute a

  territory / named-account strategy

  with quarterly pipeline goals.
• Engage CXOs, Business & Delivery Heads, TA / HR, Procurement, and Vendor Management groups.
• Support

  vendor empanelment

  , MSP/VMS onboarding, and strategic partnerships.

2. Consultative Selling & Solutioning

• Translate business priorities into

  consulting solutions

  , delivery pods, or managed services.
• Pitch integrated value offerings, including

  strategy advisory, project-based delivery

  , and

  staff augmentation

  .
• Collaborate with delivery/solution leaders to develop

  custom proposals, SOWs, pricing and commercials

  .

3. End-to-End Sales Cycle Ownership

• Drive the sales funnel with high discipline:

• Prospecting → Discovery → Proposal / Rate Cards → NDA/MSA/SOW → Negotiation → Closure → Handover

• Maintain

  90-day forecast accuracy

  and pipeline hygiene in CRM / ATS (Salesforce, Zoho, HubSpot, Keka, etc.).
• Ensure

  commercial viability

  — margins, billing models, payment terms, and risk controls.

4. Account Growth & Relationship Management

• Drive

  governance cadence

  (QBRs, delivery reviews, value tracking).
• Identify opportunities for

  up-sell, cross-sell, and multi-year renewals

  .
• Develop internal champions and drive

  share-of-wallet expansion

  .

5. Market Intelligence & GTM Enablement

• Track industry trends, competitor moves, pricing benchmarks, and regulatory changes.
• Provide actionable business insights to

  leadership, marketing, and delivery teams

  .
• Represent the brand in

  industry conferences, forums, and alliance events

  .

Required Skills & Experience

• 10–15 years experience in

  IT consulting, digital services, or specialized tech staffing

  .
• Proven track record in

  new logo acquisition and enterprise revenue expansion in India

  .
• Strong understanding of:
• ✓ Technology talent market
• ✓ Staff augmentation commercials —

  bill rates, GM%, markups, buyouts

• ✓

  T&M, C2H, C2C

  , project/ pod-based, and

  outcome-based

  models
• Expertise in

  commercial and contract hygiene

  —

  NDA, MSA, SOW, Work Orders

  .
• Strong

  proposal writing, negotiation, and stakeholder communication

  .
• Ability to thrive in a

  fast-paced, entrepreneurial and results-driven environment

  .

Must-Have Competencies

• High-performance

  hunter

  with disciplined

  multi-channel outreach

  (Email, LinkedIn, Calls, Events).
• Pipeline building &

  funnel analytics

  (SQL-to-Close ratio, win-loss insights).
• Ability to structure

  rate cards, scalable pricing models, and margins

  .

• Strategic and consultative

  selling approach with problem-solution mapping.

Preferred Qualifications

• Bachelor’s degree or MBA in Business/Marketing/HR.
• Existing decision-maker network in target verticals/regions.

Key Performance Indicators (KPIs)

• New logos

  added per quarter

• Qualified pipeline value

  and opportunity-to-closure conversion %

• Quarterly revenue + Gross Margin

  delivery from owned accounts

• Client retention, NPS, and repeat engagement ratios

• Number of

  case studies, references, and account expansions