Senior Business Development Executive

Key Responsibilities

1. Business Development & Lead Generation

• Identify and develop new business opportunities across relevant industries and market segments.
• Research target companies, decision-makers, industry trends, and potential customer requirements.
• Generate leads through outbound prospecting, LinkedIn, email campaigns, networking, referrals, databases, events, and other business development channels.
• Build and continuously maintain a healthy pipeline of qualified prospects.
• Develop targeted prospect lists based on the company's services, products, and ideal customer profiles.
• Identify opportunities for both new customer acquisition and expansion of existing accounts.
• Proactively explore new markets, industries, geographies, and customer segments.

2. Client Engagement & Requirement Understanding

• Establish professional relationships with prospects, business owners, senior management, and key decision-makers.
• Conduct discovery calls and meetings to understand business challenges, technical requirements, budgets, timelines, and decision-making processes.
• Qualify prospects based on business need, budget, authority, requirement, and expected timelines.
• Understand customer pain points and map them to appropriate software, SaaS, IT services, and digital solutions.
• Act as a trusted business advisor rather than following a purely transactional sales approach.

3. Solution Selling & Product Demonstrations

• Present the company's software products, SaaS platforms, and IT services to prospective clients.
• Conduct or coordinate product demonstrations, presentations, discovery sessions, and solution discussions.
• Translate technical capabilities into clear business benefits and measurable value for customers.
• Work with technical and presales teams to prepare customized solution approaches.
• Develop client-specific presentations and solution proposals based on identified requirements.
• Handle product/service-related queries and coordinate with technical teams when deeper technical clarification is required.

4. End-to-End Sales Cycle Management

• Independently manage the sales process from lead generation to opportunity qualification, proposal, negotiation, and closure.
• Maintain regular communication and follow-ups with prospects throughout the sales cycle.
• Track opportunity stages, next actions, expected closure dates, and decision-makers.
• Identify potential sales blockers and develop appropriate strategies to move opportunities forward.
• Follow up consistently without compromising the quality of client relationships.

5. Proposal, Negotiation & Closure

• Coordinate with internal teams to develop accurate technical and commercial proposals.
• Understand pricing structures, commercial terms, project scope, and deliverables before presenting proposals to clients.
• Negotiate pricing, timelines, scope, and commercial terms within approved company guidelines.
• Handle objections effectively and communicate the business value of proposed solutions.
• Drive opportunities toward successful closure and achieve assigned revenue targets.
• Ensure appropriate documentation and internal handover after successful closure.

6. Account Management & Client Relationship Development

• Build and maintain long-term relationships with existing and prospective customers.
• Identify opportunities for upselling, cross-selling, renewals, and additional services.
• Regularly engage with key accounts to understand evolving requirements and future opportunities.
• Maintain a strong understanding of customer business needs and satisfaction levels.
• Generate referrals and additional business opportunities through existing client relationships.

7. Sales Pipeline & CRM Management

• Maintain accurate and up-to-date records of leads, prospects, opportunities, activities, and customer interactions.
• Manage the sales pipeline and ensure timely movement of qualified opportunities through different sales stages.
• Provide accurate sales forecasts and expected closure timelines.
• Track key sales metrics including lead generation, qualification, conversion, pipeline value, and revenue.
• Prepare periodic sales reports and business development updates for management.
• Ensure all client interactions and follow-up activities are properly documented in the CRM or designated sales tracking system.

8. Market & Competitor Research

• Research market trends, customer needs, competitor offerings, pricing, and emerging opportunities.
• Identify gaps in the market that can be addressed through the company's products and services.
• Provide feedback to management regarding customer expectations, competitor positioning, and market opportunities.
• Support management in developing new sales strategies, campaigns, and market-entry initiatives.

9. Cross-Functional Coordination

• Work closely with technical, presales, project management, delivery, marketing, and management teams.
• Coordinate internally to ensure proposals and commitments made to clients are technically and commercially feasible.
• Facilitate smooth communication between customers and internal teams throughout the sales process.
• Support the transition of closed opportunities to implementation/delivery teams.
• Maintain clear communication regarding customer expectations, scope, timelines, and commitments.

10. Business Development Strategy

• Contribute to the development and execution of business development strategies.
• Recommend new lead-generation channels and approaches based on market response.
• Participate in industry events, conferences, exhibitions, networking activities, and business meetings.
• Develop and maintain a strong professional network of potential customers, partners, and industry contacts.
• Support management in achieving overall business growth and revenue objectives.

Required Skills

• 3+ years of experience in IT Sales / Software Sales / SaaS Sales / B2B Business Development / Technology Sales.
• Strong understanding of IT services, software products, SaaS platforms, or digital solutions.
• Proven experience in lead generation, prospecting, client acquisition, and sales conversion.
• Strong B2B communication and presentation skills.
• Excellent negotiation, persuasion, and objection-handling abilities.
• Strong consultative and solution-selling approach.
• Ability to independently manage the complete sales cycle.
• Good understanding of proposals, quotations, commercial discussions, and contract negotiations.
• Strong follow-up and relationship management skills.
• Ability to communicate effectively with business stakeholders and decision-makers.
• Good analytical and market research skills.
• Experience working with CRM tools and sales pipeline management.
• Strong organizational and time-management skills.
• Proficiency in English, Hindi, and Telugu/local language preferred.

Preferred Skills

• Experience selling SaaS products or enterprise software solutions.
• Experience handling mid-market or enterprise customers.
• Experience in technology consulting or IT services sales.
• Existing professional network within relevant industries.
• Experience with LinkedIn-based prospecting and social selling.
• Understanding of software development life cycles and technology project delivery.
• MBA in Marketing / Sales / Business Management is an advantage.

Key Performance Indicators (KPIs)

The candidate will be evaluated based on:

• New qualified leads generated.
• Sales-qualified opportunities created.
• Pipeline value and pipeline coverage.
• Number of client meetings and product demonstrations.
• Proposal and quotation conversion rate.
• New customer acquisition.
• Revenue generated against assigned targets.
• Sales conversion rate.
• Average sales cycle.
• Existing account growth and cross-selling opportunities.
• Accuracy of sales forecasting.
• Client relationship and retention.

Candidate Profile

The ideal candidate is a self-driven, commercially aware, and target-oriented sales professional who can independently identify opportunities, engage decision-makers, understand business requirements, position technology solutions, negotiate effectively, and convert opportunities into revenue.

The candidate should be comfortable working in a growing IT organization where business development requires a combination of strategic prospecting, relationship building, consultative selling, and hands-on execution.

What We Expect From a 3+ Years Candidate

A 3+ years experienced candidate should be capable of:

• Taking ownership of assigned business development targets.
• Building and managing a qualified sales pipeline independently.
• Handling discussions with decision-makers and senior stakeholders.
• Conducting effective discovery and requirement discussions.
• Positioning IT solutions based on customer business needs.
• Managing proposals, negotiations, objections, and closures.
• Forecasting opportunities realistically.
• Developing existing accounts for additional business.
• Working independently while coordinating effectively with internal teams.
• Contributing ideas toward improving the company's sales and business development strategy.