Business Development Manager

Brio Technologies · India

About the Role:

The Business Development Manager will be responsible for identifying new business

opportunities, building a qualified sales pipeline, engaging prospective customers, and

supporting revenue growth within Microsoft’s SMC - Corporate customer segment. The

candidate must have clear understanding of the Microsoft partner ecosystem, including

how partners, Microsoft sellers, programs, incentives, and co-sell motions work together

to create customer value. This role requires strong prospecting, relationship-building,

consultative selling, Microsoft solution positioning, and follow-through skills. The person

will work closely with leadership, Microsoft stakeholders, sales, marketing, and delivery

teams to convert opportunities into measurable business outcomes.

Key Responsibilities:

 Identify, research, and qualify new business opportunities across Microsoft SMC -

Corporate accounts, target industries, and customer segments.

 Generate pipeline through outbound prospecting, inbound lead qualification,

referrals, events, campaigns, Microsoft partner-led opportunities, and co-sell

motions.

 Engage decision-makers through calls, emails, LinkedIn outreach, meetings, and

tailored business conversations.

 Understand customer needs, map them to relevant Microsoft solutions, and

coordinate with internal teams for proposals, demos, licensing discussions, and

follow-ups.

 Maintain accurate opportunity, activity, partner engagement, and customer

information in the CRM system.

 Build and nurture relationships with prospects, customers, Microsoft

stakeholders, partners, and internal teams.

 Track pipeline progress, forecast updates, meeting outcomes, partner actions,

and next steps for leadership review.

 Support Microsoft-aligned campaigns, events, and go-to-market initiatives that

create new business opportunities.

 Lead larger opportunities, support negotiations, manage strategic accounts, and

contribute to SMC - Corporate territory or segment growth plans.

Required Qualifications:

 Bachelor’s degree in business, marketing, commerce, technology, or a related

field; equivalent experience may be considered.

 Minimum 4+ years of experience in B2B sales, business development, account

development, inside sales, or technology solutions selling.

 Must have direct experience working in the Microsoft partner ecosystem.

 Must have clear understanding of how the Microsoft partner ecosystem works,

including partner programs, co-sell motions, seller alignment, incentives, and

customer engagement models.

 Must have experience working with Microsoft SMC - Corporate customer

segment.

 Must have experience selling to Corporate and Enterprise customer segments.

 Must have a strong understanding of the Microsoft product stack and Microsoft

licensing models.

 Strong communication skills in English with the ability to engage business and

technical stakeholders.

 Good understanding of sales pipeline management, lead qualification, customer

engagement, and follow-up discipline.

 Ability to research accounts, understand customer pain points, and create

relevant business conversations.

 Comfortable using CRM tools, email, Microsoft Office, Teams, LinkedIn, and

digital sales tools.

 Goal-oriented mindset with strong ownership, persistence, and ability to work

independently.