Senior Business Development Manager

Designation: WA Senior Business Development Manager

Experience: 10+ Years minimum in the role

Skill Area: Automation Workload scheduling tools (preferred IWA/TWS experience)

Job Title:

Location:

Location:

Summary

HCL Workload Automation Lab Services team (Part of HCLSoftware division) is looking for a Senior Business Development Manager to help drive HCL Software business growth through Building, managing and selling WA Professional Services portfolio. The HCL Software Lab Services team is a global organization responsible for delivering Professional Services to enable customers to gain their business values quickly by implementing Workload Automation Solution.

Primary Focus for this Business Development Manager will be driving growth by identifying and securing new business opportunities, by leveraging deep understanding of Workload Automation technologies and the professional services landscape to build strong client relationships, develop compelling proposals, and close deals that contribute to the expansion of our practice

Also, he/she should be willing to travel both locally in country and abroad at short notice.

Key Responsibilities:

1. Business Development & Professional Services Sales Strategy:

• Identify new professional services business opportunities and target markets for workload automation solutions (specific for HWA/IWA around migration from competition, enterprise job scheduling, automation, and orchestration capabilities).
• Develop and implement strategic sales plans to achieve growth targets.
• Build a strong pipeline of prospective clients through networking, cold outreach, and partnerships (Existing & Net New accounts).

2. Client Engagement & Relationship Management:

• Understand client pain points related to job scheduling, batch processing, and enterprise IT operations.
• Educate clients on the value of Professional Services for Workload Automation—e.g., consulting, migration, upgrade, training, health check offerings.
• Nurture long-term client relationships and upsell additional services or features.

3. Services Solution Positioning & Pre-Sales Support:

• Work with global Product Sales Specialist teams to tailor workload automation implementation and migration services solutions (e.g., BMC Control-M, AutoSys, Automic, Redwood, etc.) to specific client needs.
• Support in RFP/RFI responses and presentations.
• Translate complex technical capabilities into clear business value propositions.

4. Market Intelligence & Competitive Analysis:

• Monitor trends in workload automation, cloud orchestration, and IT process automation (ITPA).
• Conduct competitor analysis and refine professional services go-to-market strategies accordingly.

5. Collaboration with Cross-Functional Teams:

• Liaise with product managers, solution architects, and marketing teams to align services messaging and roadmap with market needs.
• Provide customer feedback to R&D and product teams for feature improvements.

6. Account Management & Revenue Growth:

• Own Global Bookings targets for workload automation offerings.
• Track and report key metrics such as lead conversion, sales funnel progression, and customer retention.

7. Evangelism:

• Represent the company in webinars, events, and conferences to advocate for PS automation solutions.
• Conduct workshops and enablement sessions for clients or internal teams on automation capabilities and PS offerings.

Mandatory skills

• Strong experience on

  Workload Automation tools

  ( HCL Workload Automation or IBM Workload Automation are mandatory),
• Fair understanding or knowledge of other Schedulers like Control-M, AutoSys, Automic, Tidal, Redwood, Stonebranch,
• Some experience with Agentic AI, AI-driven workload orchestration, or intelligent automation platforms.
• Knowledge of

  IT operations

  ,

  DevOps

  ,

  cloud platforms

  (AWS, Azure, GCP), and

  orchestration tools

  .
• Business acumen to align technology solutions with customer ROI.
• Demonstration of eagerness to contribute by showing self initiative, leadership, positive attitude, and excellent communication and presentation skills.

Requested capabilities / experience

• Hunting attitude to technical services pre-sales role
• Understand Automation market with high proficiency
• Skill on Workload Automation and programming languages, understanding of Control-M, CA7, Autosys, Automic, Redwood, and automation solution or on ERP solutions (SAP, Oracle )
• Work in a collaborative approach with Marketing teams and Client Directors to properly manage new and existing services leads associated with key licenses opportunities
• Work in a collaborative way with the Business Partners (BPs) and Legal teams to properly onboard new BPs
• Solve customer questions related to the solution
• Take ownership of crit sits to resolve them with the support/engineering/Technical Advisors teams.
• Enlarge the value of services on our key customers by assessing potential upsells.
• Lead customer workshops to evaluate migration options, additional capabilities, strategic plans and value realization.
• Assist and develop new and current Services opportunities where we can leverage Business Partners.

Example KPIs (Key Performance Indicators):

• Number of qualified leads generated.
• Sales/bookings target from workload automation professional services & solutions.
• Client acquisition and retention rate.
• Expansion into new industries or markets.
• Customer satisfaction/NPS scores.

Qualifications:

• Masters degree in Business Administration, Computer Science, or a related field.
• [10+] years of proven experience in business development or sales, specifically within the IT professional services sector, with a strong focus on Workload Automation.
• Demonstrated track record of achieving and exceeding sales targets.
• Fluent English and strong communication, presentation skills
• Willingness to travel as required (around 50% travel would be needed).