Business Development Manager

Rainbow Secure; India; On-site; INR 1,500,000 - 3,000,000; Full time

Job summary

Rainbow Secure, an India-based Identity Security company, seeks an experienced Business Development Manager to lead enterprise sales and revenue growth. You will own opportunities from discovery through closure, engaging with CISOs and other security leaders, and building a strong pipeline with channel partners and system integrators.

Responsibilities include prospecting, discovery meetings, tailoring use cases, coordinating demos/POCs, and negotiating contracts.

Qualifications

• Proven experience managing the complete sales cycle from prospecting to closure.
• Excellent consultative selling and negotiation skills.
• Strong communication and presentation skills for senior security stakeholders.
• Ability to engage with C-level and senior security decision-makers.
• Solid understanding of enterprise technology and cybersecurity.
• Strong pipeline management and forecasting skills.
• Self-driven, target-oriented, and commercially focused.
• Able to work independently in a fast-growing startup.

Responsibilities

• Own the complete sales cycle from discovery to negotiation and closure.
• Convert SDR-generated leads into active opportunities.
• Develop new enterprise accounts across target markets.
• Build relationships with CISOs, CIOs, CTOs, and Heads of Information Security.
• Map Rainbow Secure capabilities to customer security challenges.
• Coordinate product demonstrations, POCs, and evaluated discussions with the pre-sales team.
• Develop account-specific sales strategies and business cases.
• Manage opportunities and maintain accurate sales forecasts.
• Negotiate commercials, contracts, and terms.
• Drive opportunities toward closure and revenue realization.
• Identify upsell/cross-sell opportunities and onboard strategic partners.

Skills

Sales cycle management

Consultative selling

Negotiation

C-level engagement

Security domain knowledge

Forecasting & pipeline mgmt

Strong communication

Startup mindset

Tools

CRM (Customer Relationship Management)

Job description

Department: Sales / Business Development

About Rainbow Secure

Rainbow Secure is an Identity Security and Authentication company helping organizations strengthen their security posture through modern MFA, Authentication, Identity Security, IAM, Compliance, and customizable identity solutions.

Role Overview

We are looking for an experienced and results-driven Business Development Manager (BDM) to drive customer acquisition, business development, strategic relationships, and revenue growth for Rainbow Secure.

The BDM will own opportunities from discovery through closure, work closely with technical teams, and build strong relationships with enterprise security decision-makers.

Key Responsibilities

• Own the complete sales cycle from prospecting and discovery to negotiation and closure.
• Convert qualified SDR-generated leads into active sales opportunities.
• Develop new enterprise accounts across target markets.
• Build relationships with:
• CISOs
• CIOs
• CTOs
• Heads of Information Security
• IT Heads
• Compliance and Risk Leaders
• Understand customer security challenges and map Rainbow Secure capabilities to their requirements.
• Conduct discovery meetings and identify business and technical use cases.
• Present Rainbow Secure's value proposition, including:
• Identity Security
• IAM
• Compliance
• Custom identity use cases
• Coordinate product demonstrations, POCs, technical discussions, and evaluations with the pre-sales/technical team.
• Develop account-specific sales strategies and business cases.
• Manage multiple opportunities and maintain accurate sales forecasts.
• Negotiate commercials, contracts, and commercial terms.
• Drive opportunities towards closure and revenue realization.
• Develop long-term relationships with customers and identify upselling/cross-selling opportunities.
• Identify and onboard strategic channel partners, resellers, system integrators, and cybersecurity partners.
• Build a strong partner ecosystem for Rainbow Secure.
• Monitor competitor positioning and market trends.
• Provide regular sales pipeline, forecast, and market feedback to management.

Key Performance Indicators (KPIs)

• Revenue generated
• Qualified opportunities created
• Opportunity conversion rate
• Sales cycle velocity
• POC-to-customer conversion
• Partner-generated pipeline
• Quarterly/annual target achievement

Required Skills

• Proven experience managing the complete sales cycle.
• Excellent consultative selling and negotiation skills.
• Strong communication and presentation skills.
• Ability to engage with C-level and senior security stakeholders.
• Strong understanding of enterprise technology and cybersecurity.
• Ability to understand customer requirements and translate them into business value.
• Strong pipeline management and forecasting skills.
• Self-driven, target-oriented, and commercially focused.
• Ability to work independently in a fast-growing startup environment.

Preferred Experience

Candidates with experience in any of the following areas are preferred:

• Cybersecurity
• Identity & Access Management (IAM)
• Identity Security
• Privileged Access Management (PAM)
• Governance, Risk & Compliance (GRC)
• SaaS / Enterprise Software

Experience working with system integrators, resellers, distributors, or technology partners is an added advantage.

Ideal Candidate

We are looking for someone who can lead, identify opportunities, create relationships with senior decision-makers, build a strong pipeline, navigate complex enterprise sales cycles, and close business.

• The candidate should be comfortable working in a startup environment where ownership, speed, initiative, and revenue contribution are highly valued.