Business Development Manager - MSP Sales & Strategic Partnerships

ACL Digital · India

Position Overview

We are seeking an aggressive, relationship-driven MSP Sales professional with a proven track record of building and expanding relationships with Managed Service Providers (MSPs), Vendor Management System (VMS) programs, and contingent workforce stakeholders.

This is a hunter role for someone who can open doors, build trusted relationships with MSP leadership and program teams, identify new opportunities, and convert those relationships into revenue-generating partnerships. The ideal candidate will already have a strong network within the MSP ecosystem and understand how staffing suppliers are evaluated, selected, onboarded, and managed within MSP programs.

Key Responsibilities

• Develop and execute a new business strategy focused on MSPs, VMS programs, and contingent workforce ecosystems.
• Leverage an established network of MSP contacts to identify and create new business opportunities.
• Build strong, long-term relationships with MSP executives, program leaders, supplier managers, category managers, and procurement stakeholders.
• Identify upcoming MSP launches, RFPs, RFIs, supplier expansions, and opportunities to become a preferred staffing supplier.
• Proactively create relationships rather than relying solely on inbound opportunities.
• Develop a strong understanding of each MSP's supplier ecosystem, decision-making process, client portfolio, and growth strategy.
• Position the company as a strategic staffing and workforce solutions partner, not simply another supplier.
• Expand existing MSP relationships by identifying opportunities across additional programs, clients, geographies, and service lines.
• Maintain accurate pipeline, forecasting, account plans, and activity within CRM.
• Track MSP industry trends, competitive intelligence, supplier changes, program launches, and market opportunities.

The successful candidate will be a true hunter , with the ability to:

• Open doors where there is no existing relationship.
• Create opportunities instead of waiting for RFPs.
• Turn industry relationships into qualified pipeline.
• Build credibility quickly with senior MSP stakeholders.
• Navigate complex MSP and VMS environments.
• Influence supplier selection and preferred-supplier decisions.
• Develop relationships at multiple levels within an MSP organization.
• Consistently exceed new-business and revenue targets.
• Move comfortably between strategic executive conversations and tactical opportunity development.

Required Qualifications

• 4+ years of sales/business development experience in staffing, talent solutions, contingent workforce, workforce solutions, or related services.
• Demonstrated experience selling through or directly to MSPs and VMS programs.
• Strong, established relationships within the MSP ecosystem.
• Proven success in new-logo acquisition and hunting for new business.
• Experience with MSP programs, supplier management, RFP/RFI processes, and contingent workforce models.
• Strong understanding of VMS platforms and MSP operating models.
• Demonstrated ability to develop executive-level relationships and influence decision-makers.
• Strong negotiation, presentation, communication, and consultative selling skills.