The Senior Business Development Manager will drive strategic sales initiatives, develop key client relationships, and identify new business opportunities within the enterprise segment. This role requires a deep understanding of the technology landscape, strong sales acumen, and a proven track record in business development within a Systems Integrator environment.

This position will report to the Regional Manager (Enterprise) – South.

Job Responsibility:

• Strategic Planning and Execution
• Develop a heat map for the assigned enterprise customers and understand the customer priorities and personalities involved in IT decision-making.
• Develop and implement a business development strategy for the customers that aligns with the company's goals and objectives.
• Client Relationship Management
• Build, maintain, and nurture strong relationships with C-level executives and decision-makers within target enterprise accounts.
• Serve as the primary point of contact for key clients, understanding their business needs and ensuring satisfaction with our services.
• Identify growth opportunities within existing accounts to drive additional revenue.

Sales and Revenue Generation

• Drive sales efforts to achieve and exceed revenue and gross margin targets.
• Prepare and present proposals, RFPs, and quotations to potential clients, showcasing our unique value proposition.
• Collaborate with technical teams to ensure proposals meet client requirements and align with our capabilities.
• Develop and present proposals, conduct negotiations, and close deals.
• Track and report on sales performance.

Contract Negotiation and Deal Closure

• Lead negotiations to secure profitable contracts while mitigating risks.
• Collaborate with legal and finance teams to ensure company policies and procedures compliance.

Market Research & Analysis

• Conduct in-depth market research to stay informed about industry trends, emerging technologies, and competitor strategies.
• Utilize market intelligence to refine business strategies and enhance service offerings.

Collaboration with Internal Teams

• Work closely with marketing, technical sales, and project delivery teams to ensure alignment and execution of client engagements.
• Provide product development and marketing teams feedback regarding customer needs and market trends to drive innovation.

Marketing and Brand Awareness

• Work closely with the marketing team to develop customer-specific marketing campaigns.
• Attend industry events, trade shows, and conferences to promote the company’s solutions.
• Enhance brand visibility and reputation in the region.

Qualifications

• Bachelor’s degree in business administration, Computer Science, Information Technology, or a related field. An MBA or advanced degree is highly preferred.
• 05-10 years of business development or sales experience within the enterprise segment of a Systems Integrator or technology services company.
• Proven success in managing complex sales cycles and closing high-value deals in a competitive market.
• Proven track record of achieving sales targets and driving business growth.
• Strong understanding of enterprise technology solutions, including cloud services, IT infrastructure, cybersecurity, and digital transformation.
• Excellent interpersonal, communication, and negotiation skills with the ability to influence and persuade at all levels of an organisation.
• Ability to build and maintain strong client relationships.
• Strong analytical and problem-solving skills.
• Ability to work independently and as part of a team.
• Proficiency in CRM software and MS Office Suite.

Job Description

• Responsible for the overall Region go-to-market strategy and plan for Cisco's product, service, and software portfolio
• Extraordinary leadership, coaching, mentoring, and top grading skills
• Plan a regional go-to-market business plan that exceeds annual product, service, software and customer satisfaction objectives. Effectively motivate sales personnel, providing development through direct feedback
• Develop and implement strategies to exceed sales objectives through the effective use of direct and extended team resources
• Work successfully in a matrix management organization structure.
• Foster and facilitate a team environment which intersects empowerment with accountability
• Inspire the team to see what is possible, and get them to think beyond a traditional linear mindset.
• Help facilitate and develop customer interactions and relationships with the private sector leaders within and outside of IT and be a steward of the Cisco culture.
• Balance strategic and operational issues. Also, hire, develop and retain top talent and communicate the region strategy and business plan to multiple partners.
• Interact with CIO and IT Directors. Demonstrate an ability to excel within a cross-functional team environment.

Requirements

• An overall minimum of 15 years of Work experience in IT Infrastructure, Software, Solutions, Cloud, and Networking sales in the North with a minimum of 8 years as a Team Lead / Manager leading a team of more than 7 BDMs/AMs delivering 100 crores of revenue. 
• Experience in selling/sales leadership for the following verticals: ITES, Manufacturing, Education, Healthcare, and Hospitality.
• Experience in the development and execution of large/complex deals and proposals.
• Understanding a range of Cisco technologies is required. Should have handled both large Enterprises and Mid-Market/SMB segments in his/her career/roles in the past.
• Should have solid customer stakeholder connections across the region and even PAN India with customers/prospects.
• Ability to lead a dispersed account team with both direct and indirect reports as well as extended team resources.
• Specific examples of winning large, strategic projects with solution selling.
• Motivate and develop the Account Managers.
• Ability to make critical resource decisions that apply both corporate and account team resources to new opportunities.
• Creative thinking and systematic execution to lead the team.
• Desire to coach account managers in developing their sales skills and technical knowledge to lead customer discussions to advance the sales process.
• BE degree - an additional MBA or graduate degree is helpful.

Job Description

• Act as the primary expert for the company’s cybersecurity product portfolio.
• Stay updated on cybersecurity threats, industry trends, and compliance regulations (e.g., GDPR, HIPAA, PCI-DSS).
• Conduct or assist in-depth product demonstrations and proof-of-concept sessions to show the effectiveness and value of the cybersecurity solutions.
• Collaborate with the sales team to identify and qualify new cybersecurity opportunities.
• Work directly with customers to understand their security challenges, compliance requirements, and risk profiles.
• Propose tailored solutions that meet customers’ specific cybersecurity needs, integrating with their existing technology environments.
• Five or more years of experience in cybersecurity sales, technical consulting, or security engineering roles.
• Proven track record of meeting or exceeding sales targets in a technical sales environment, ideally within cybersecurity.

Qualification & Experience:

• Experience with cybersecurity technologies such as firewalls, VPNs, IDS/IPS, endpoint security, identity and access management (IAM), encryption, and cloud security.
• Familiarity with security operations (SOC), vulnerability management, and incident response.
• Certifications (preferred but not required): CISSP, CISM, CEH, or equivalent cybersecurity certifications will be a plus.
• Strong presentation and communication skills, with the ability to explain complex technical concepts to both technical and non-technical audiences.
• Problem-solving mindset with the ability to design tailored solutions for customers’ unique cybersecurity needs.
• Ability to build strong relationships with customers, becoming a trusted advisor.
• Bachelor’s degree in Information Security, Computer Science, Engineering, BCA or related field.