Business Development Manager

A hardcore sales professional having direct selling experience in Technology Products/Software Solutions/Services primarily in B2B environment. A professional who is responsible for achieving established revenue targets through business development and management of a network of resellers/partners.

Experience of selling IT/ATM/Banking/Financial industry software/services in both, direct as well as partner-led model to BFSI customers is a must.

The position is based at ESQ Noida office but the candidate shall travel extensively to domestic and international geographies. The position reports into Vice President – Global Operations.

Education B.E/B. Tech and MBA International Business/Marketing/Finance or PG Diploma equivalent education from a reputed university
Experience 6+ years
Passport Mandatory
Required Skills
  • Possess acumen, zeal and potential to drive business, marketing strategy etc.
  • Strong planning, account management, consultation skills and well versed in pricing and revenue models
  • Thorough understanding of the BFSI segment. Must have sold IT/ATM/Banking/Financial industry software solutions to the BFSI customers in the past
  • Ability to understand customer's business/operations and propose best-fit solution. Manage conversation at the CXO level and do effective presentations, relationship management
  • Proficient in professional networking tools, Salesforce, or any other sales pipeline tracking solution/CRM
  • Proven track record of consistently exceeding sales targets
  • Good negotiator and strategist
  • Excellent interpersonal, communication and presentation skills
  • Influencing & persuasive leadership abilities and people management skills
  • An excellent team player who is willing to drive initiatives, work across organizations and structure new approaches to new opportunities
Key Responsibilities
  • Explore new business territories, generate leads, and focus on customer & partner relationship
  • Understand the competitors' strength and opportunities that exist within an assigned territory to device the right pitch/strategy
  • Demonstrate expertise in marketing and selling of a technical solution. Sell professional services to all potential customers and track sales pipeline
  • Mentor local partners to maximize revenue growth and communicate new product development to the customers
  • Establish best practices to maintain cordial/effective working relationship with the local partners
  • Maintain relationships within the assigned accounts to generate upsell/cross sell opportunities
  • Manage complete sales lifecycle from a prospect to closure stage and also manage the revenue stream
  • Handle the sales though RFP bidding process, order-execution, collections from the customers and track AR
  • Create proposals, bid responses etc and review PO and agreement [jointly with PMO, Delivery, Finance team]
  • Deliver on the tactical sales plans, chase new business opportunities and set-up meetings as necessary
  • Analyze and review business results with the Department Manager; identify growth opportunities and action plans
  • Periodically update management team about the business opportunities and different risk elements associated with the business
  • Articulate comprehensive technological strategies to a wide range of decision makers within customer's organization including technical, business, and C-level audiences
  • Generate qualified leads and business prospects in line with the target
  • Oversee solution proof of concept [PoC] from customer's expectation perspective
  • Jointly work with PMO to finalize the cost and share it with the customer in case of scope creep or change request business
  • Demonstrate an exceptional reasoning & problem solving skills. Be a clear decision-maker in the complex situations and assess the right stage to escalate
  • Remain abreast with the new product development; share new ideas and requirements as & when required
  • Assist in new channel partner appointment process with respect to assigned/new territories and maintain/manage relationship with the existing ones. Groom partners and drive them to generate business
  • Maintain clear understanding of company's business, policies, processes, customer requirements and technology
  • Visit customers to understand the challenges, new business requirements, steering committee meetings etc.
  • Submit RFP/Bid responses complete in all respect within the advised timelines
  • Remain instrumental in strategizing business activities, assist in price modelling, negotiation with customers/partners
  • Represent ESQ in domestic as well as international conferences. Review collaterals, banners and other marketing material. Conduct solution presentation at customer site, industry events, webinars and more
  • Provide inputs to the products/development team to enhance solution comparison document. Share cutting edge pointers, requirements, industry reviews, feedback from the conferences/roadshows/boot camps etc that can be used to create a solution road-map
Shifts No

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