Business Development Manager

Key responsibilities

A. New-Business Generation & Prospecting

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• Generate new business — build and own an outbound pipeline through prospecting, networking, referrals, and industry events.
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• Use a modern prospecting stack — LinkedIn Sales Navigator, intent data / ABM, and structured email sequencing — to reach and engage target accounts.
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• Qualify inbound and marketing-generated leads against the ideal customer profile and prioritise by fit and potential.
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B. Solution Selling & Pre-Sales Coordination

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• Understand Allied Boston’s full GRC portfolio — consulting, assessment, training/certification, and technology — and articulate value propositions tailored to client needs.
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• Conduct discovery calls, requirement-gathering sessions and security assessments in coordination with technical / pre-sales teams.
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• Coordinate with pre-sales, SMEs and OEM/partner teams for demos, PoCs and technical workshops.
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• Lead with consultative, outcome-based value selling — frame proposals around resilience, audit-readiness and measurable business outcomes, not feature lists.
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C. Proposal, Negotiation & Revenue Closure

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• Prepare and submit proposals, BoQs, SoWs and RFP/RFQ/RFI responses in coordination with pre-sales and delivery teams.
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• Drive commercial negotiations, pricing discussions and contract finalization in line with Company pricing.
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• Manage the end-to-end sales cycle on CRM with accurate stage updates, forecasts and next actions.
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• Ensure a clean handover of closed deals into work orders and delivery, coordinating with the CRM and Operations teams.
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D. Account Management & Revenue Expansion

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• Grow assigned accounts through up-sell, cross-sell, renewals and AMC/subscription extensions.
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• Build long-term, trusted-advisor relationships with key client stakeholders and conduct periodic business reviews (QBRs).
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• Handle escalations diplomatically, working with delivery/operations to resolve issues quickly and retain clients.
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E. Market Intelligence, Regulation & Partner Ecosystem

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• Track market trends, competitor offerings, pricing and emerging threats and regulations in the cyber security and GRC space.
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• 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.
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• Engage OEMs, distributors, channel partners and system integrators to build a strong joint go-to-market motion.
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• Represent the Company at industry events, conferences and customer round tables.
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F. AI-Assisted Selling & CRM Discipline

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• 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.
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• Maintain accurate, updated records of leads, opportunities, activities and forecasts in the CRM.
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• Submit weekly/monthly sales reports, forecasts and win/loss analyses, and adhere to defined sales cadences and SLAs.
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Key performance indicators

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• Achievement of monthly, quarterly and annual revenue targets.
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• Number of qualified leads generated and value of pipeline created per quarter.
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• Lead-to-opportunity and opportunity-to-closure conversion ratios.
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• New logos acquired vs. existing-account expansion (up-sell / cross-sell).
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• Average deal size, sales-cycle length, gross margin per deal, and pipeline velocity.
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• Net & gross revenue retention, renewal rate and customer satisfaction (CSAT/NPS) for managed accounts.
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• CRM hygiene and forecast accuracy, and adherence to sales cadence.
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Qualifications & experience

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• Graduate in any discipline; B.E./B.Tech in Computer Science / IT or BBA/B.Com preferred.
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• MBA/PGDM in Sales, Marketing or Business Management preferred but not mandatory.
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• 3 – 6 years of B2B sales experience, with at least 2 years in cybersecurity, IT security, GRC, SaaS, or IT services/consulting.
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