Business Development Manager

<p><b>Key responsibilities </b> </p><p><br /></p><p><b>A. New-Business Generation &amp; Prospecting </b> </p><ul><li>Generate new business — build and own an outbound pipeline through prospecting, networking, referrals, and industry events. </li><li><b>Use a modern prospecting stack — LinkedIn Sales Navigator, intent data / ABM, and structured email sequencing — to reach and engage target accounts. </b> </li><li><b>Qualify inbound and marketing-generated leads against the ideal customer profile and prioritise by fit and potential. </b> </li> </ul><p><br /></p><p><b>B. Solution Selling &amp; Pre-Sales Coordination </b> </p><ul><li>Understand Allied Boston’s full GRC portfolio — consulting, assessment, training/certification, and technology — and articulate value propositions tailored to client needs. </li><li><b>Conduct discovery calls, requirement-gathering sessions and security assessments in coordination with technical / pre-sales teams. </b> </li><li><b>Coordinate with pre-sales, SMEs and OEM/partner teams for demos, PoCs and technical workshops. </b> </li><li><b>Lead with consultative, outcome-based value selling </b>— frame proposals around resilience, audit-readiness and measurable business outcomes, not feature lists. </li> </ul><p><br /></p><p><b>C. Proposal, Negotiation &amp; Revenue Closure </b> </p><ul><li>Prepare and submit proposals, BoQs, SoWs and RFP/RFQ/RFI responses in coordination with pre-sales and delivery teams. </li><li><b>Drive commercial negotiations, pricing discussions and contract finalization in line with Company pricing. </b> </li><li><b>Manage the end-to-end sales cycle on CRM with accurate stage updates, forecasts and next actions. </b> </li><li><b>Ensure a clean handover of closed deals into work orders and delivery, coordinating with the CRM and Operations teams. </b> </li> </ul><p><br /></p><p><b>D. Account Management &amp; Revenue Expansion </b> </p><ul><li>Grow assigned accounts through up-sell, cross-sell, renewals and AMC/subscription extensions. </li><li><b>Build long-term, trusted-advisor relationships with key client stakeholders and conduct periodic business reviews (QBRs). </b> </li><li><b>Handle escalations diplomatically, working with delivery/operations to resolve issues quickly and retain clients. </b> </li> </ul><p><br /></p><p><b>E. Market Intelligence, Regulation &amp; Partner Ecosystem </b> </p><ul><li>Track market trends, competitor offerings, pricing and emerging threats and regulations in the cyber security and GRC space. </li><li><b>Use regulatory currency as a selling tool </b>— connect client obligations under the IT Act 2000, CERT-In directions, RBI guidelines, SEBI CSCRF, IRDAI, ISO/IEC 27001, PCI-DSS, SOC 2, GDPR and the DPDP Act 2023 to Allied Boston’s services. </li><li><b>Engage OEMs, distributors, channel partners and system integrators to build a strong joint go-to-market motion. </b> </li><li><b>Represent the Company at industry events, conferences and customer round tables. </b> </li> </ul><p><br /></p><p><b>F. AI-Assisted Selling &amp; CRM Discipline </b> </p><ul><li><b>Apply AI fluency </b>— use AI tools responsibly for account research, first-draft proposals, and pipeline/forecast analysis, keeping a human in the loop and complying with data-protection norms. </li><li><b>Maintain accurate, updated records of leads, opportunities, activities and forecasts in the CRM. </b> </li><li><b>Submit weekly/monthly sales reports, forecasts and win/loss analyses, and adhere to defined sales cadences and SLAs. </b> </li> </ul><p><br /></p><p><b>Key performance indicators </b> </p><ul><li>Achievement of monthly, quarterly and annual revenue targets. </li><li><b>Number of qualified leads generated and value of pipeline created per quarter. </b> </li><li><b>Lead-to-opportunity and opportunity-to-closure conversion ratios. </b> </li><li><b>New logos acquired vs. existing-account expansion (up-sell / cross-sell). </b> </li><li><b>Average deal size, sales-cycle length, gross margin per deal, and pipeline velocity. </b> </li><li><b>Net &amp; gross revenue retention, renewal rate and customer satisfaction (CSAT/NPS) for managed accounts. </b> </li><li><b>CRM hygiene and forecast accuracy, and adherence to sales cadence. </b> </li> </ul><p><br /></p><p><b>Qualifications &amp; experience </b> </p><ul><li>Graduate in any discipline; B.E./B.Tech in Computer Science / IT or BBA/B.Com preferred. </li><li>MBA/PGDM in Sales, Marketing or Business Management preferred but not mandatory. </li><li>3 – 6 years of B2B sales experience, with at least 2 years in cybersecurity, IT security, GRC, SaaS, or IT services/consulting. </li> </ul>