Business Development (Inside Sales)

Microland Limited · India

About the Company

Industry Preference: IT Services, IT Infrastructure Services, Digital Transformation, Managed Services

About the Role

We are looking for a highly driven and results-oriented Demand Generation Manager to join our Business Development Group (BDG). The ideal candidate will be responsible for creating and nurturing demand within target accounts through a multi-channel outreach strategy, helping accelerate pipeline growth across strategic industry segments and geographies. This role requires a well-rounded demand generation professional who can combine market research, account intelligence, digital outreach, LinkedIn engagement, email campaigns, event-led demand creation, and direct prospect engagement to generate qualified opportunities for the sales organization. The successful candidate will work closely with Marketing, Sales, Pre-Sales, and Account Teams to identify high-potential prospects, engage key stakeholders, and drive measurable business outcomes.

Responsibilities

• Demand Generation & Pipeline Development
• Develop and execute integrated demand generation programs to create awareness, engagement, and qualified opportunities within target accounts.
• Identify and prioritize target accounts and buying centers through proactive market and account research.
• Build and manage outreach campaigns across multiple channels including:
• Email marketing
• LinkedIn and social selling
• Events and webinars
• Industry forums and communities
• Targeted calling and follow-ups (when required)
• Generate and nurture marketing-qualified leads (MQLs) and sales-qualified opportunities (SQLs).

• Account-Based Marketing (ABM) Support
• Support account-based marketing initiatives by identifying key decision-makers, influencers, and buying committees.
• Develop account-specific engagement strategies and messaging.
• Partner with sales teams to drive penetration into strategic named accounts.

• Research & Market Intelligence
• Conduct detailed account, industry, competitor, and stakeholder research.
• Identify business initiatives, technology priorities, organizational changes, and trigger events that can be leveraged for outreach.
• Utilize sales intelligence and marketing technology platforms to improve targeting and conversion rates.

• Campaign Execution
• Design and execute targeted outbound campaigns.
• Collaborate with content, digital marketing, and sales teams to create compelling messaging and campaign assets.
• Manage lead follow-up processes and ensure timely engagement with prospects.

• Event-Based Demand Generation
• Support pre-event, during-event, and post-event demand generation activities.
• Drive attendee engagement and conversion from webinars, trade shows, executive roundtables, and customer events.
• Coordinate follow-up campaigns to maximize event ROI.

• Performance Management
• Track campaign performance, lead quality, pipeline contribution, and conversion metrics.
• Provide regular reporting and insights to marketing and sales leadership.
• Continuously optimize outreach strategies based on performance data and market feedback.

• Key Success Metrics
• Qualified pipeline created.
• Number of meetings and opportunities generated.
• Conversion rates across outreach channels.
• Engagement within target accounts.
• Support to sales teams in opening and expanding strategic accounts.
• Why Join Us?
• This role offers the opportunity to work at the intersection of marketing and sales, directly influencing business growth across strategic accounts and markets.
• You will play a critical role in building pipeline, enabling sales success, and shaping the organization's demand generation strategy.

Qualifications

• Bachelor’s degree in marketing, Business Administration, Engineering, or related field.
• 7–10 years of experience in Demand Generation, Business Development, Lead Generation, Inside Sales, or Account-Based Marketing.
• Prior experience in IT Services, IT Infrastructure Services, Cloud, Cybersecurity, Managed Services, Digital Workplace, Data & Analytics, or similar technology domains is strongly preferred.
• Demonstrated experience in generating enterprise-level opportunities through outbound and account-based approaches.
• Strong understanding of B2B buying cycles and enterprise sales processes.

Required Skills

• Functional Skills
• Demand Generation
• Account-Based Marketing (ABM)
• Lead Generation & Lead Nurturing
• Enterprise Prospecting
• Market Research & Account Intelligence
• Campaign Management
• Event Marketing Support
• Sales Pipeline Development
• Stakeholder Mapping

• Tools & Platforms
• Experience with one or more of the following:
• LinkedIn Sales Navigator
• ZoomInfo, Draup, Demand base or similar platforms
• CRM platforms such as Salesforce, Dynamics CRM, HubSpot, etc.
• Marketing automation platforms such as Marketo, HubSpot, Eloqua, or Pardot

• Personal Attributes
• Strong written and verbal communication skills.
• High level of initiative and ownership.
• Analytical mindset with strong attention to detail.
• Ability to engage confidently with senior business and technology stakeholders.
• Strong collaboration and stakeholder management skills.
• Results-oriented and comfortable working in a fast-paced environment.