Business Development
Role Description
- Responsible for onboarding new logos and manage & maintain a healthy NN (Net New) sales pipeline for accounts and grow new logos to sizeable revenues
- Primary client-facing field representative; to own, drive the continuity and profitability of NN revenues
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
Key Interfaces
- Collaborate with Bid Manager/proposal team for proposal writing
- Collaborate with Practitioner Sales to identify services/ offerings/value proposition to take to the customer based on client requirement & with bid manager to draft RFI response
- Work with Sales Ops team to create a repository of leads, clients, buying offices, reason for drop-outs etc.
- Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Manager
Key Metrics
KPIs
- Revenue
- Order book
- % gross margin delivered
- Pipeline size
- New logos won (# of logos, INR)
- Client satisfaction (CSAT)
KRAs
- As-sold margins
- Number of new deals : Win rate / close rate
- Lead mortality rate
- % Variance in forecasted Vs. actual rev.
- % Variance in forecasted Vs. actual GM
