Business Development Manager

Focaloid Technologies; Ernakulam; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Focaloid Technologies is actively seeking a hands-on Business Development Manager to drive IT staff augmentation revenue across the US, UK, and Europe. You will manage end-to-end sales, from prospecting to closure, and represent capabilities in AI, Data, Cloud, DevOps, and cybersecurity.

The role offers growth to build and lead a Business Development team as the company expands internationally.

Qualifications

• 8-15 years of experience in Business Development, IT Staffing or staff augmentation.
• Proven experience in international IT staffing and selling to US/UK/European clients.
• Hands-on experience in direct client acquisition, negotiations, and closures.
• Familiarity with MSAs, SOWs, NDAs, and procurement processes.
• Strong ability to build long-term client relationships and drive revenue growth.

Responsibilities

• Identify, prospect, and acquire new end clients across the US, UK, and Europe.
• Build and maintain a strong pipeline of staffing and staff augmentation opportunities.
• Lead outbound activities (LinkedIn, email, calls) to generate opportunities.
• Negotiate commercial terms and drive opportunities through to closure.
• Coordinate with recruitment and delivery teams to ensure successful deployments.

Skills

International IT Staffing

New client acquisition

US/UK/Europe sales

Negotiation & closures

Relationship building

Vendor onboarding & procurement

Tools

MSA/SOW processes

Job description

About the Role

We are seeking a hands-on Business Development Manager to drive new client acquisition and revenue growth for IT Staff Augmentation across the US, UK, and Europe. The role will manage the end-to-end sales cycle, from prospecting and client acquisition to negotiation, closure, and resource deployment, while representing Focaloid’s technology capabilities across AI, Data, Cloud, DevOps, Cybersecurity, and related areas. As the business grows, the role will have opportunities to build and lead a Business Development team.

Key Responsibilities - International Business Development

• Identify, prospect, and acquire new end clients across the US, UK, and Europe.
• Build and maintain a strong pipeline of qualified staffing and staff augmentation opportunities.
• Conduct outbound business development through LinkedIn, email, cold calling, referrals, networking, and other channels.
• Research target organizations, identify decision-makers, and initiate meaningful conversations.
• Build relationships with CIOs, CTOs, VP Engineering, Engineering Directors, Heads of Technology, Data/AI leaders, Procurement, and Resource Planning stakeholders.
• Develop long-term client relationships rather than focusing only on individual requirements.

Client Acquisition & Sales

• Generate new business opportunities through self-generated prospecting as well as qualified leads.
• Conduct discovery meetings and understand client business, technology, workforce, and budget requirements.
• Present Focaloid’s value proposition around technology talent, engineering capabilities, and staff augmentation services.
• Drive opportunities through vendor registration, NDA, MSA, SOW/Work Order, commercial negotiation, and deployment.
• Personally manage client conversations and negotiations through closure.

IT Staff Augmentation Sales

• Drive sales for technology professionals and engineering teams across AI/ML, Generative AI, Data Engineering, Data Science, Cloud, DevOps, Cybersecurity, Full Stack, Databricks, Snowflake, AWS, Azure, Google Cloud, Data Platforms, and emerging technologies.
• Understand technology requirements at a commercial level and communicate confidently with technical and business stakeholders.

Requirement Qualification

• Understand the business need behind every staffing requirement.
• Assess whether an opportunity is genuine, funded, actionable, and commercially viable.
• Qualify number of resources, technology/skills, experience level, engagement duration, start date, location/time zone, work model, budget, billing expectations, interview process, decision-makers, and procurement process.
• Identify opportunity urgency and probability of closure.
• Differentiate genuine hiring requirements from market benchmarking or non-actionable requirements.
• Ensure Recruitment/Delivery teams receive complete and accurate requirements.

Commercial & Rate Negotiation

• Negotiate client billing rates and commercial terms.
• Work within approved pricing and margin guidelines.
• Understand resource cost, billing rate, gross margin, margin percentage, and overall deal profitability.
• Protect agreed margins while remaining commercially competitive.
• Handle rate negotiations and commercial objections effectively.
• Seek internal approvals for exceptions where required.
• Ensure business generated is both revenue-generating and profitable.

End-to-End Opportunity Management

• Maintain ownership and momentum throughout the sales cycle.
• Coordinate closely with Recruitment and Delivery teams.
• Ensure client expectations, timelines, commercials, and requirements are clearly communicated.
• Follow up consistently and drive opportunities toward closure.
• Support the client and internal teams until successful deployment.

Account Management & Growth

• Develop strong relationships with multiple stakeholders within client organizations.
• Identify future staffing and technology requirements.
• Expand existing accounts through additional resource deployments.
• Identify cross-sell and upsell opportunities.
• Increase client wallet share through successful account development.
• Convert initial placements into larger engagements and engineering teams.

Collaboration with Recruitment & Delivery

• Work closely with Recruitment and Delivery teams to fulfil client requirements.
• Provide complete and well-qualified requirements to the delivery team.
• Communicate client expectations, technical requirements, timelines, interview processes, and commercial parameters.
• Coordinate candidate/resource submissions and client interviews.
• Track feedback and ensure timely movement of candidates and opportunities.
• Provide market feedback on demand, skill availability, pricing, and client expectations.

Sales Pipeline & CRM Management

• Maintain an accurate and healthy sales pipeline.
• Manage prospects and opportunities through defined CRM stages.
• Track prospecting activities, meetings, opportunities, proposals, negotiations, and closures.
• Maintain accurate sales forecasts and monitor conversion ratios and sales-cycle timelines.
• Track expected revenue and deployment pipeline.
• Conduct regular pipeline reviews and win/loss analysis.

Market Intelligence

• Track international IT staffing and technology hiring trends.
• Identify high-demand technology skills and emerging staffing opportunities.
• Research target industries and organizations with recurring technology resource requirements.
• Monitor competitor positioning and market rates.
• Provide leadership with insights into pricing, demand, client expectations, and growth opportunities.

Mandatory Requirements

• 8-15 years of relevant experience in Business Development, IT Staffing, Staff Augmentation, Technology Services Sales, or a related field.
• Proven experience in International IT Staffing / Staff Augmentation sales.
• Hands-on experience selling to US, UK, or European clients.
• Demonstrated experience in direct client acquisition and new business development.
• Proven ability to personally manage client conversations and close staffing deals.
• Experience carrying and achieving an individual sales/revenue target.
• Strong understanding of IT staffing and staff augmentation business models.
• Experience negotiating billing rates and commercial terms.
• Good understanding of gross margin, pricing, and profitability.
• Experience managing opportunities from prospecting through deployment.
• Ability to communicate confidently with technical and business stakeholders.
• Good commercial understanding of AI/ML, Data, Cloud, DevOps, Cybersecurity, or Software Engineering.
• Strong communication, negotiation, presentation, and relationship-building skills.

What We’re Looking For

• Existing network of technology decision-makers in the US, UK, or Europe.
• Experience selling engineering resources or offshore technology talent.
• Experience working with IT services, digital engineering, or technology consulting companies.
• Experience selling AI, Data, Cloud, DevOps, Cybersecurity, or Software Engineering resources.
• Experience with MSA, SOW, Work Orders, NDA, vendor onboarding, and procurement processes.
• Experience growing an account from individual placements to multi-resource engagements.
• Experience selling to enterprise clients.
• Exposure to Automotive, BFSI/FinTech, Healthcare, Insurance, SaaS, or Technology industries.

Who We’re Looking For

We are looking for a hunter with consultative selling capability who can independently identify and target international clients, open doors with decision-makers, generate and qualify genuine staffing opportunities, understand technology and workforce requirements, negotiate commercials, close profitable engagements, and coordinate with Recruitment/Delivery through deployment.

The ideal candidate is revenue-driven, commercially aware, self-motivated, and comfortable working independently. Success will be measured not simply by the number of CVs submitted or candidates placed, but by the ability to acquire quality clients, generate profitable revenue, create repeat business, and build scalable staff augmentation accounts.

Who This Role Is Not For

This role is not suited for candidates whose experience is primarily limited to:

• Domestic-only staffing without international IT staffing/client acquisition experience.
• MSP/VMS-only submissions without direct client acquisition and relationship management.
• Permanent placement/recruitment-only without IT staff augmentation sales experience.
• Recruitment delivery/vendor coordination without ownership of prospecting, client conversations, commercial negotiations, and business closure.