Business Development Manager

Comviva; Bengaluru; On-site; INR 600,000 - 900,000; Full time

Job summary

Comviva seeks a seasoned Business Development Manager to own assigned regions/accounts, formulating and executing Digital BSS strategy and driving revenue growth within the existing customer base while acquiring new customers and partners.

The ideal candidate will be technically capable, articulate value through consultative engagement, and build strong relationships with C-level executives while coordinating cross-functionally to close complex sales cycles in a dynamic telecom/media environment.

Qualifications

• Bachelor's degree or equivalent is required.
• 10+ years B2B/Enterprise/SaaS software sales experience.
• Ability to engage with C-Level executives and KDMs.
• Strong communication and presentation skills.
• Experience managing complex sales cycles from lead to closure.
• Willingness to travel.

Responsibilities

• Define and execute sales positioning, prospecting, qualifying, and closing for Comviva’s BSS portfolio.
• Create new opportunities from prospecting efforts and leverages network.
• Win new business from new and established relationships.
• Manage complex sales cycles, utilizing internal and external resources as appropriate.
• Identify and grow reseller and channel opportunities and support them.
• Identify and grow sales opportunities within assigned territory.
• Stay updated with industry trends and engage customers addressing their business challenges.
• Lead cross team collaboration efforts for RFP responses.
• Whitespace Analysis - identifying new markets, new segments for different geographies & operators.
• Ensure an accurate pipeline and push opportunities to closure.
• Product roadshows/lead generation (via events), supporting customer specific events.

Skills

C-level relationship management

Interpersonal skills & presentation

Consultative sales

Self-motivated

Managing complex sales cycles

Strategic thinking

Travel readiness

Education

Bachelor's degree or equivalent

MBA/PGDM

Job description

The Business Development Manager will be the owner of assigned regions/accounts primarily responsible for:

1. i. Formulating and executing Digital BSS strategy within their assigned region/accounts
2. ii. Driving revenue growth by driving demand in the current customer base closely working with Sales & Accounts teams
3. iii. Acquiring new customers and partners (SI partners/product partners/etc)

An ideal BD manager should be technically sound and able to understand customer's problems, adopt consultative approach to articulate value, build long term relationships & lead internal coordination efforts with multiple teams.

In addition to the excellent sales skills the BDM should possess deep communications & media industry knowledge in combination with exceptional customer management experience at the C-level. Working closely with the entire account team to drive the customer relationship and alignment at all levels in order to execute the overall account strategy is key to your success

Roles And Responsibilities

• Define and execute sales positioning, prospecting, qualifying, and closing techniques for Comviva’s BSS portfolio
• Create new opportunities from prospecting efforts and leveraging your network
• Win new business from new and established relationships
• Manage complex sales cycles, utilizing internal and external resources as appropriate
• Identifying and developing reseller and channel opportunities and support them
• Identify and grow sales opportunities within assigned territory
• Open to travel as required
• Stay updated with industry trends and engage customers addressing their business challenges
• Work with product management to translate key functionality and benefits into core business value
• Lead cross team collaboration efforts for RFP responses
• Whitespace Analysis - identifying new markets, new segments for different geographies & operators. Targeting must-win customers with pre-defined business case
• Ensuring an accurate pipeline and pushing through opportunities to closure
• Product roadshows/lead generation (via events), supporting customer specific events

Qualifications

• Bachelor's degree or equivalent with proven track record
• 10+ years B2B/Enterprise/SaaS software sales experience
• Highly motivated, self-starter & able to work with minimal supervision
• Ability to develop and maintain healthy relationships with C-Level executives/KDMs
• Ability to understand the solutions technically and be able to handle preliminary technical discussions
• Proven ability in managing complex sales cycles from start to finish with a track record of consistent achievement of assigned targets
• Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
• Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement.
• Understanding of the impact of mobility and digital strategy.
• Experience managing the sales cycle from business champion to C-level executives
• Excellent verbal, written, interpersonal and presentation skills

Preferred Qualifications

• Master's degree (MBA/PGDM is preferable)
• Knowledge of Digital BSS and platform features, capabilities, and best use cases
• Experience and knowledge of Telecom landscape and technical ecosystem
• Experience selling in telecom space