Black Box - Business Development Manager (12-18 yrs)

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.