▷ Immediate Start Business Development Manager, Custom Solutions Sales

Overview Job Overview The Business Development Manager - Custom Sales India is responsible for driving revenue growth client engagement and pipeline expansion for IDC s custom research and consulting business in India This high-impact leadership role blends consultative selling strategic account management and internal collaboration to accelerate IDC s presence among technology vendors hardware software services hyperscalers and emerging technology companies This is a quota bearing position and covers all attributes of the Sales Cycle - from prospecting needs assessment proposal closing The candidate must have depth of experience and an established track record of Solution Selling and managing senior level relationships This role demands strong internal stakeholder management across IDC s ecosystem working closely with generalist sales teams research analysts and delivery leads to jointly identify opportunities shape client solutions and ensure seamless execution from proposal to closure You will act as the commercial anchor connecting clients business priorities with IDC s analytical advisory and delivery strength Why Join IDC s Custom Solutions Team Be part of IDC s fastest-growing advisory and consulting practice driving strategy conversations with global and regional clients Collaborate with a high-caliber network of analysts consultants and commercial leaders across Asia Pacific Engage directly with leading technology and enterprise clients to shape GTM investment and ecosystem decisions Competitive incentive structure and clear career progression path into regional leadership roles About IDC International Data Corporation IDC is the premier global provider of market intelligence advisory services and events for the information technology telecommunications and consumer technology markets IDC helps IT professionals business executives and the investment community make fact-based decisions on technology purchases and business strategy More than 1 100 IDC analysts provide global regional and local expertise on technology and industry opportunities and trends in over 110 countries worldwide For 50 years IDC has provided strategic insights to help our clients achieve their key business objectives IDC is a subsidiary of IDG the world s leading technology media research and events company IDC is an Equal Opportunity Employer Applicants and employees are considered for positions and are evaluated without regard to mental or physical disability handicap race color religion gender gender identity and expression ancestry national origin age genetic Why IDC IDG is a dynamic and innovative data research and services company at the forefront of guiding the global technology market ecosystem Our mission is to help companies grow by putting technology insights into action and empowering businesses to make better decisions and thrive in the digital-first age IDC the largest division of IDG is the most respected global technology market research firm Building upon terabytes of proprietary data expert thought leadership and existing digital products IDC is creating new generative Artificial Intelligence AI -powered business lines that serve its customers in fundamentally new ways In this newly created team you will be exposed not only to expert tech strategy analysts but also to product development teams going from 0 to 1 Recruitment Fraud Notice IDC would like to inform you that we conduct our formal communications via corporate email our Applicant Tracking System iCIMS LinkedIn messaging or directly by phone We do not use any other platform including Telegram WhatsApp Signal text instant message etc to communicate with prospective candidates If you receive any communication outside of our formal communications channels please ignore it and block the sender or caller In addition we do not ask candidates to provide sensitive personally identifiable information such as bank account or social security numbers If you have been contacted by someone claiming to represent a job offer please report it as potential job fraud to law enforcement Responsibilities Key Responsibilities Sales Revenue Ownership Own and deliver the Custom Solutions revenue target for India aligned with regional business objectives Drive new logo acquisition and account expansion across IDC s client base for technology vendors Maintain 3x pipeline coverage and ensure predictable monthly and quarterly revenue conversion Lead strategic pursuits collaborating with IDC s country and APAC-level generalist sales teams Account Management Client Engagement Serve as the business contact for custom solutions managing executive relationships renewals and multi-project engagements Lead client discovery sessions and translate business challenges into research-backed insight-led solutions Partner with analysts and consultants to co-develop custom proposals frameworks and insights aligned with client outcomes Conduct quarterly account reviews driving client satisfaction and identifying cross-sell opportunities Internal Collaboration Solutioning Collaborate closely with generalist sales delivery managers and analyst teams to develop tailored outcome-driven proposals Orchestrate internal alignment on scope pricing resource allocation and delivery expectations to ensure project success Represent client requirements internally ensuring clarity of objectives and consistency of messaging from pre-sales to delivery Lead and support joint go-to-market initiatives with regional product research and marketing teams Market Development Strategic Planning Develop a territory growth plan that aligns with IDC India s and APAC s Custom Solutions priorities Identify market opportunities and whitespace segments shaping engagement strategies for emerging technology areas AI Cloud Security Digital Transformation Sustainability Track competitive intelligence evolving buyer priorities and partner ecosystem dynamics Contribute to pricing models proposal templates and enablement material for the broader India sales force Key Performance Indicators KPIs Achievement of quarterly and annual sales target revenue and gross margin Pipeline coverage and conversion ratio Client retention and repeat engagement rate Internal collaboration index measured via joint pursuits and delivery success CRM accuracy and forecast reliability Qualifications Ideal Candidate Profile Experience 10-12 years of experience in consultative or solution-based sales preferably within market research advisory or enterprise consulting environments Proven track record in quota-carrying roles with complex multi-stakeholder sales cycles Experience collaborating with cross-functional internal teams sales analysts delivery marketing to win and execute projects Demonstrated success managing CXO and strategy-level client relationships across IT telecom or digital sectors Skills Competencies Strong understanding of India s enterprise and technology ecosystem cloud AI security digital transformation Exceptional communication proposal writing and negotiation skills Ability to influence and lead in a matrixed environment with global stakeholders Commercial acumen able to balance strategic storytelling with pricing and margin discipline Self-starter with a consultative entrepreneurial mindset and ability to thrive in a dynamic growth environment Education Bachelor s degree in Business Marketing Economics or Technology MBA or equivalent postgraduate qualification preferred