Business Development Manager

Company Description

Role Description

Key Responsibilities

1. Lead Generation and Prospect Research

• Identify potential customers through LinkedIn, Google, company websites, industry directories, manufacturing associations, professional networks and other legitimate sources.
• Build and maintain a database of target companies relevant to Solve Corp's services.
• Research companies' business activities, technology requirements, hiring trends and potential outsourcing needs.
• Prioritise prospects based on service relevance, business potential and likelihood of engagement.

2. Decision-Maker Identification

• Identify relevant decision-makers, including CTOs, CIOs, IT Heads, Engineering Managers, Plant Heads, Manufacturing Engineering Heads, Digital Transformation Leaders and Vendor Managers.
• Find and verify professional contact details through company websites, LinkedIn, official telephone numbers and appropriate business databases.
• Establish connections with the relevant technical, business and procurement stakeholders.

3. Outbound Sales and Communication

• Initiate personalized outreach through email, telephone, LinkedIn and professional networking.
• Develop structured follow-up strategies to convert prospects into business conversations.
• Arrange discovery calls, online meetings and customer discussions.
• Maintain professional communication and accurate prospect records.

4. Software Services Sales

• Understand Solve Corp's service offerings and communicate their business value to potential customers.
• Identify customer pain points and qualify opportunities through structured discovery questions.
• Sell suitable engagement models, including dedicated software developers, team augmentation, time-and-materials engagements and fixed-price projects.
• Coordinate with technical teams to understand requirements, prepare proposals and present solutions.
• Handle objections related to pricing, credibility, delivery capability and vendor selection.

5. Sales Conversion and Closure

• Manage opportunities from initial contact through qualification, proposal, negotiation and closure.
• Follow up consistently on meetings, proposals and pending commercial decisions.
• Coordinate pricing approvals, vendor on-boarding, purchase orders and contract formalities.
• Maintain an accurate sales pipeline and revenue forecast.

6. Up-selling and Account Growth

• Identify opportunities for additional developers, complementary technical skills, new projects, maintenance and support services.
• Develop relationships with multiple stakeholders within existing customer accounts.
• Generate repeat business and expand customer relationships while maintaining profitability.

7. Reporting and Sales Management

• Maintain CRM records or an approved sales tracking system.
• Submit regular reports on prospecting activity, decision-maker contacts, meetings, qualified opportunities, proposals and closures.
• Track lost opportunities and recommend improvements to the sales approach.

Required Skills and Qualifications

• 2–5 years of experience in B2B business development or sales, preferably in IT services, software development, IT staffing or engineering services.
• Demonstrated ability to generate leads independently and reach business decision-makers.
• Strong prospect research, telephone communication, email writing and LinkedIn outreach skills.
• Understanding of software development services, resource augmentation and project-based engagements.
• Ability to conduct discovery conversations, qualify opportunities, handle objections and negotiate commercially.
• Strong follow-up discipline, organization and pipeline management skills.
• Comfortable working with targets and being accountable for business outcomes.
• Proficiency in Microsoft Excel or Google Sheets; CRM experience is an advantage.

Preferred Experience

• Selling software development or IT staffing services to manufacturing, automotive, engineering or industrial customers.
• Experience dealing with CTOs, engineering leaders, IT managers, procurement teams or plant management.
• Proven track record of personally generating and closing new business.
• Experience using LinkedIn Sales Navigator or other professional prospecting tools.

Performance Expectations

The selected candidate will be evaluated on:

• Quality and relevance of prospect databases.
• Ability to identify and contact appropriate decision-makers.
• Qualified meetings and genuine sales opportunities generated.
• Proposal progression and conversion into contracts.
• Revenue generated and profitability of closed engagements.
• Repeat business, upselling and customer relationship development.
• Accuracy of CRM records and consistency of follow-up.

Application Requirement

Candidates should be prepared to explain a business opportunity they personally generated and closed, including the lead source, decision-maker, sales process, approximate contract value and their individual contribution.

• Practical assessments of prospect research, outbound communication and sales conversations may form part of the selection process.