Business Development Manager

Allied Boston; Dadri; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Allied Boston is seeking a high-energy enterprise sales professional to generate new business in the cybersecurity and GRC space, building an outbound pipeline through prospecting, networking, and events.

You will qualify inbound leads, coordinate with pre-sales and delivery teams, and manage the end-to-end sales cycle in a CRM, focusing on resilience, audit-readiness and measurable business outcomes for enterprise clients in India.

Job description

• 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.
• 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.
• 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.
• 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.