Business Development - Global Technology Product

BDO India; Gurugram District, Mumbai; On-site; INR 2,800,000 - 4,500,000; Full time

Job summary

BDO India invites a Business Development Director to lead market-making for its global e-invoicing and tax technology solution. This role crafts the pipeline by activating internal networks, shaping multi-country pursuits, and directing customised proposals for CFOs, Tax Heads and CIOs.

As a solutioning-led leader, you will own master pitches, collaborate with partner ecosystems, and coordinate country-entry strategies with Growth Office to scale across multiple geographies.

Qualifications

• 12-16 years of experience in e-invoicing, tax tech, or regulatory tech sales.
• Strong knowledge of AP/AR, VAT/GST, ERP-driven invoicing.
• Able to design and articulate a solution construct for CFOs/Tax heads/CIOs.
• Experience selling through partner and channel ecosystems.
• Understanding global e-invoicing and digital reporting frameworks.
• Executive-level communication, proposal writing and stakeholder management.

Responsibilities

• Work with Service Line Partners to build awareness of the e-invoicing solution and identify clients with presence in targeted mandate countries (UAE, Oman, Malaysia, upcoming European markets).
• Build and pursue a curated list of multi-country clients (Indian and foreign MNCs) capable of large, multi-geography mandates.
• Create client-specific pitches and lead early-stage engagement, transitioning opportunities to Sales Managers.
• Develop and manage a partnership ecosystem with System Integrators, ERP implementation partners and tech alliances for e-invoicing.
• Own the master pitch deck, solution collateral and client-facing documents; keep them current with product and regulatory developments.
• Own customised solutioning proposals – architecture, commercial construct, differentiation narrative.
• Work with Growth Office to assess new countries for e-invoicing mandates and shape market entry.
• Coordinate with member firms for country-specific opportunities, ensuring global positioning with local ownership.

Skills

12-16 years exp

E-invoicing knowledge

Solutioning capability

Partner/channel sales

Global e-invoicing frameworks

Executive communication

Proposal writing

Stakeholder management

Education

Bachelor's degree in Engineering

MBA preferred

Job description

Role Summary

The Business Development Director owns market-making for the firm's global e-invoicing and tax technology solution. This is a solutioning-led BD role, not a quota-carrying territory role: the Director builds the pipeline engine that Sales Managers execute against by activating internal service line and member firm networks, shaping multi-country client pursuits, developing System Integrator partnerships, and owning the solution narrative in high-value, customised proposals. The role is central to converting a proven single-country delivery capability into a scalable multi-country GTM.

Key Responsibilities

• Work with Service Line Partners across the firm to build awareness of the e-invoicing solution and identify clients with presence in targeted mandate countries (UAE, Oman, Malaysia, upcoming European markets).
• Build and proactively pursue a curated list of multi-country clients (Indian MNCs and foreign MNCs) capable of generating large, multi-geography mandates.
• Create client-specific pitches and lead early-stage engagement, transitioning qualified opportunities to Sales Managers for cycle ownership.
• Develop and manage a partnership ecosystem with System Integrators, ERP implementation partners and technology alliances relevant to e-invoicing.
• Own the master pitch deck, solution collateral and client-facing supporting documents used by the sales team; keep them current with product and regulatory developments.
• Own proposals requiring customised solutioning - architecture positioning, commercial construct, and differentiation narrative.
• Work with the Growth Office to assess and prioritise new countries where e-invoicing mandates are emerging, and shape the market entry approach.
• Coordinate with member firms for country-specific opportunities, ensuring a consistent global positioning while respecting local relationship ownership.

Required Skills & Experience

• 12-16 years of experience with significant exposure to e-invoicing, tax technology, or regulatory/compliance technology sales and solutioning.
• Strong knowledge of accounting and finance processes (AP/AR, VAT/GST compliance, ERP-driven invoicing flows).
• Demonstrable solutioning capability - able to design and articulate a solution construct in front of CFOs, Tax Heads and CIOs.
• Experience selling through partner and channel ecosystems, ideally within a professional services or member-firm network environment.
• Understanding of global e-invoicing and digital reporting frameworks (Peppol/five-corner models, clearance vs post-audit regimes, EU ViDA direction).
• Executive-level communication, proposal writing and stakeholder management skills.

Qualifications

• Bachelor's degree in Engineering,; MBA preferred.
• Prior experience in a Big 4 / Top tier consulting / enterprise tax-tech vendor environment

Success Measures (First 12 Months)

• Qualified multi-country pipeline generated (value and number of pursuits).
• Number of active SI/alliance partnerships producing sourced or influenced opportunities.
• Win rate on customised-solution proposals owned by the role.
• Service line and member firm activation - opportunities originated through internal channels.
• Readiness of GTM collateral and country entry assessments for new mandate markets.