Business Development Manager

VFM Systems and Services (P) Ltd; Bengaluru; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

A leading IT solutions provider in Bengaluru is seeking a Sales professional with 3+ years of B2B sales experience. The ideal candidate should demonstrate a strong track record in managing key accounts and achieving sales targets. Responsibilities include prospecting in the assigned territory, building relationships with decision-makers, and driving revenue growth through effective consultative selling. Excellent communication and relationship management skills are essential for this role.

Qualifications

• 3+ years of sales experience in B2B to enterprise accounts.
• Proven track record of achieving > 75% of sales targets.
• Knowledge of IT Solutions buying processes and decision makers.
• Sales experience to enterprise IT profiles (Networking/Security/Servers/Cloud).
• Track record of revenue achievement >75% of target.
• Knowledge of IT solutions buying processes in enterprise accounts.
• Knowledge of decision-makers and positions in IT buying.
• Hunter mentality and strong prospecting skills.
• Excellent written and spoken communication.
• Ability to map funnel stages, suspects, prospects, and actions.

Responsibilities

• Cover assigned territory by prospecting and advancing opportunities.
• Meet with decision-makers to pitch business solutions.
• Maintain healthy additions to the sales pipeline.
• Develop consultative relationships with identified stakeholders.
• Work with Presales, Technical, Sales Manager and OEM teams to build pipeline and advance cases to closure.
• Maintain healthy pipeline coverage by sound territorial coverage.
• Develop and deepen key account relationships with senior management in meetings.
• Aim to achieve revenue and profitability targets quarter over quarter.

Skills

B2B sales experience

Client relationship management

Revenue achievement

Networking knowledge

Communication skills

Sales funnel management

Solution selling

Territory management

Pipeline development

Communication

Job description

Experience: 3+ yrs

Candidate profile requirements

• Sales experience in B2B sales, selling to accounts with 1000 or higher desktops or 300 or higher cloud workloads, selling Servers / Storage / Virtualisation / Cisco Networking / Firewalls.
• At least 3 years in the same company.
• Must have relationships with at least 10 Home accounts (Accounts that have been opened, developed and giving business) by the salesperson.
• Sales experience to be in the areas of Networking/ Security / Servers- Storage-Backup / Cloud to the above mentioned client profile.
• Track record of actual revenue achievement at > 75% of target given, consistently.
• Should have sound knowledge of the IT Solutions buying process in Enterprise accounts.
• Should have sound knowledge of the Decision Making people and the positions involved in the IT buying process.
• Should be looking forward to a Solution Selling role in sales as a professional advancement.
• Salesperson should be a “hunter” by nature.
• Have good written and oral Communication skills. Good Oral communication skills in the.
• Should be a good judge of people and situations, from a sales perspective and should be tactically sharp in steering situations and people to his/her side.
• Should be adept at steering prospective buyers to his/her point of view.
• Should be conversant with sales funnel stages, prospects, suspects, sales actions required for each funnel stage.

Job Description

The selected candidate is expected to cover the assigned territory – prospecting, developing and advancing generated opportunities through the funnel stages to closure.

Map the potential target accounts in the assigned territory.

Meet the key decision makers for our solutions in the target accounts i.e. the IT Manager, Networking Manager, Security Manager, Data Centre Manager, Cloud Manager etc. and pitch for business and generate pipeline.

Develop consultative relationships with the people described above in the target accounts.

Work with Presales, Technical and Sales Manager, OEM sales teams to build adequate pipeline commensurate with business targets given and advance cases through the funnel stages to closure.

Maintain healthy addition to pipeline by sound coverage of the assigned territory.

Develop and deepen key account relationships by involving senior managers in meetings with key decision makers in the account(s).

Achieve the assigned revenue and profitability goals quarter on quarter