Business Development Manager

1 week ago

Pune, Maharashtra, India Bajaj Markets Full time
Business Development Manager - IT Services
Location – Pune


The incumbent will be responsible to lead, drive and execute the overall services growth strategy in the region as well as creating and converting sales opportunities for their respective accounts and portfolios.

The BDM will drive sales within the country / region, and work collaboratively and partner with the pre-sales / solutioning, delivery and functional teams.


The BDM is responsible to maintain the relationship with departmental and technical decision makers and where applicable, work in conjunction with Account Executives and Managers to gain access to C-Suite decision makers.

The BDM is a technical and sales expert for his/her assigned services, solutions/services, and is expected to be able to differentiate Bajaj's solution/service offerings, convey compelling value propositions, lead the opportunity, qualify the customer needs, develop and present solutions proposals and quotations, and respond to customers' high level technical/functional questions in order to successfully close sales.

Roles & Responsibilities
Territory & Account Management
Create territory/account plans including opportunity development, competitive strategies and targets for the region/assigned accounts.
Build strong business relationships and formulate account relationship plans within the assigned accounts/ territory.

Identify & respond to key account technical and departmental decision makers' needs and maintain customer contact records in the relevant CRM tools.

Maintain a network of key opinion leaders within the assigned territory.
Track and communicate market trends to/from the field including competitor data and develop effective counterstrategies.
Build strong relationship in assigned accounts and explore/build up-sell strategy.

Understanding of market & related expertise
Work collaboratively with marketing function to plan and execute on growth programs
Maintain up to date detailed knowledge of solution/services. Be able to present and discuss the value proposition and benefits which are relevant to customers.
Maintain up to date market and competitor knowledge related to their product/solutions/services.
Develop their understanding of customer changing service needs & operational issues & challenges.
Feedback on viable product/service configurations which meet customer needs effectively, while achieving optimum margin for Bajaj.

Differentiate assigned product/service offerings during the various stages of the sales process, effectively using Bajaj resources and approved marketing and promotion materials to actively support the customer through their decision-making process towards a successful outcome for the company.

Represent the company at relevant technology conferences and exhibitions/events to promote solution/services and company

Commercial Rigor & Opportunity Management

Identify and create new opportunities and work with sales / service leaders and account teams (where applicable) to continuously increase prospect and opportunity funnel.

Support and manage tender/bid processes including the needs qualification, vendor selection, quotation and closure of their product/solution/service opportunities to meet sales and margin targets as well as to maximize customer satisfaction in the assigned territory.

Create and maintain opportunities in the applicable sales CRM tools.

Ownership of opportunities and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs including service contract offerings.

Coaching and maintaining commercial rigor for self and team through the adoption and use of CRM tool and aligning to the associated commercial metrics.


Desired Qualification & Experience:
Bachelor's Degree / Master's Degree in Finance / Computer Science / Information Technology / Business Administration, with minimum 10 years of technology-related sales
Technology Services & Solution selling experience in IT Services, CRM, LOS/LMS, Core Banking, Insurance solutions to large & mid FSI customers
Selling to C-Level across both business & IT & proven ability to sell software services, application development, analytics & cloud services / solutions and sound understanding of computing, programming and software engineering
Demonstrated leadership in identifying growth strategy, analyzing opportunities and gaps, communicating client's business & solution needs to internal teams & collaborate with various stakeholders to drive solutions for customers
Ability to interface with both internal team members and external customers as part of solutions-based sales approach.

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