Business Development Manager

Key responsibilities

A. New-Business Generation & Prospecting

- Generate new business — build and own an outbound pipeline through prospecting, networking, referrals, and industry events.

- Use a modern prospecting stack — LinkedIn Sales Navigator, intent data / ABM, and structured email sequencing — to reach and engage target accounts.

- Qualify inbound and marketing-generated leads against the ideal customer profile and prioritise by fit and potential.

B. Solution Selling & Pre-Sales Coordination

- Understand Allied Boston’s full GRC portfolio — consulting, assessment, training/certification, and technology — and articulate value propositions tailored to client needs.

- Conduct discovery calls, requirement-gathering sessions and security assessments in coordination with technical / pre-sales teams.

- Coordinate with pre-sales, SMEs and OEM/partner teams for demos, PoCs and technical workshops.

- Lead with consultative, outcome-based value selling — frame proposals around resilience, audit-readiness and measurable business outcomes, not feature lists.

C. Proposal, Negotiation & Revenue Closure

- Prepare and submit proposals, BoQs, SoWs and RFP/RFQ/RFI responses in coordination with pre-sales and delivery teams.

- Drive commercial negotiations, pricing discussions and contract finalization in line with Company pricing.

- Manage the end-to-end sales cycle on CRM with accurate stage updates, forecasts and next actions.

- Ensure a clean handover of closed deals into work orders and delivery, coordinating with the CRM and Operations teams.

D. Account Management & Revenue Expansion

- Grow assigned accounts through up-sell, cross-sell, renewals and AMC/subscription extensions.

- Build long-term, trusted-advisor relationships with key client stakeholders and conduct periodic business reviews (QBRs).

- Handle escalations diplomatically, working with delivery/operations to resolve issues quickly and retain clients.

E. Market Intelligence, Regulation & Partner Ecosystem

- Track market trends, competitor offerings, pricing and emerging threats and regulations in the cyber security and GRC space.

- Use regulatory currency as a selling tool — 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.

- Engage OEMs, distributors, channel partners and system integrators to build a strong joint go-to-market motion.

- Represent the Company at industry events, conferences and customer round tables.

F. AI-Assisted Selling & CRM Discipline

- Apply AI fluency — 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.

- Maintain accurate, updated records of leads, opportunities, activities and forecasts in the CRM.

- Submit weekly/monthly sales reports, forecasts and win/loss analyses, and adhere to defined sales cadences and SLAs.

Key performance indicators

- Achievement of monthly, quarterly and annual revenue targets.

- Number of qualified leads generated and value of pipeline created per quarter.

- Lead-to-opportunity and opportunity-to-closure conversion ratios.

- New logos acquired vs. existing-account expansion (up-sell / cross-sell).

- Average deal size, sales-cycle length, gross margin per deal, and pipeline velocity.

- Net & gross revenue retention, renewal rate and customer satisfaction (CSAT/NPS) for managed accounts.

- CRM hygiene and forecast accuracy, and adherence to sales cadence.

Qualifications & experience

- Graduate in any discipline; B.E./B.Tech in Computer Science / IT or BBA/B.Com preferred.

- MBA/PGDM in Sales, Marketing or Business Management preferred but not mandatory.

- 5 – 10 years of B2B sales experience, with at least 2 years in cybersecurity, IT security, GRC, SaaS, or IT services/consulting.