Business Development Manager

• Job Specifications & Requirements
•  Minimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sector
•  Well networked with customer organizations
•  Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase)
•  Proven track record of sales successes. Project Management experience
•  Willingness to travel. Open, communicative and team-oriented
•  Self-reliant and compelling, Analytic and conceptual frame of mind
•  Goal oriented, resilient

Key Responsibilities

Lead generation and onboarding new logos

 Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement

 Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge

 Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.)

 Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects

 Generate leads through secondary research and pursue leads identified by marketing teams and leaders

Drive leads to closure

 Own actual negotiation; also coordinate inputs / participation from different stakeholders

 Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review

 Collate & communicate learnings from pitches, proposals, customer feedback to Sales team

Oversee account handover to Vertical AM

 Identify customer needs and facilitate account setup to commence delivery operations along

with the Client Delivery Lead/Delivery Manager

•  Create robust transition plan for account handover to Vertical AM
• Coordinate and act as conduit for overall delivery and operational excellence for the account including
• financial planning & tracking
•  Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for
• implementation, delivery and contractual obligations
•  Own cost metrics for an account - with inputs from Client Delivery Managers of individual
• projects
•  Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute
• and implement these initiatives