Business Development Manager

Manipal Technologies Limited; Mumbai; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Manipal Technologies Limited in Mumbai seeks a seasoned Enterprise Sales professional to drive growth in the India BFSI segment. You will engage with banking and insurance leaders, uncover strategic opportunities, and craft solutions that align with regulatory and market needs.

This role requires 8–12 years in B2B consultative sales for software products, strong relationship skills, and the ability to influence at C-level.

Qualifications

• Experience in consultative B2B software sales within BFSI
• Ability to uncover business needs and map solutions to outcomes
• Strong communication and presentation skills

Responsibilities

• Engage with prospective BFSI clients to understand business processes and goals
• Build and nurture C-level relationships, expanding partnerships
• Own full sales cycle from lead generation to contract closing
• Monitor market trends, regulatory shifts, and competitive offerings
• Collaborate with product and cross-functional teams to influence roadmap
• Develop compelling presentations and proposals for diverse stakeholders

Skills

Consultative sales

Needs discovery

Active listening

Solution design

Value-based selling

Education

MBA / PGDM in Business or Finance

Job description

Drive growth in the India BFSI segment by analysing market dynamics, identifying opportunities, and executing strategic initiatives to position Manipal Technologies Limited as a market leader in the assigned segment.

Key Responsibilities

• Consultative Sales & Needs Discovery: Engage with prospective clients to understand their business processes, pain points, and strategic goals. Conduct thorough discovery calls and meetings to uncover the underlying challenges that our solutions can solve.
• Strategic Relationship Building: Build and sustain C-level relationships, leveraging existing banking connections while developing new strategic partnerships, and act as a trusted advisor to key decision-makers across financial institutions, enterprises, and partner ecosystems.
• Full-Cycle Sales Management: Own the entire sales process from initial lead generation and qualification to negotiation and contract closing. Manage a robust pipeline, forecast accurately, and consistently meet or exceed sales targets.
• Market Intelligence & Expertise: Stay ahead of industry trends, competitor offerings, and regulatory changes in the fintech landscape. Position yourself as a subject matter expert and provide valuable insights to clients and internal teams.
• Cross-functional Collaboration: Serve as the bridge between client needs and our internal teams. Gather client feedback and work with product management to influence the product roadmap, ensuring our solutions remain relevant and competitive.
• Presentation & Communication: Develop and deliver engaging presentations and proposals that clearly articulate the value of our complex solutions to a diverse audience, from business leaders to technical stakeholders.

Skills Required

• Consultative Sales & Problem-Solving Skills
• Active Listening
• Needs Discovery
• Solution Design
• Value-Based Selling

This is the core of the role. You are not a salesperson; you are a consultant.

Domain Acumen

• Strong understanding of the BFSI industry, including market dynamics and trends
• Working knowledge of regulatory and compliance frameworks
• Familiarity with the BFSI technology landscape, including Core Banking, Fraud Risk Management (FRM), Anti-Money Laundering (AML), Payment Gateways, and Card Solution
• Experience with public/private sector bank procurement process and RFP cycles

Technical Fluency (but not coding)

• Product Knowledge.
• Conceptual Understanding.
• Technical Integration

Strategic & Business Skills

• Strategic Thinking.
• Market Research.
• Partnership Management.

Core Soft Skills

• Exceptional Communication.
• Relationship Building.
• Negotiation.
• Adaptability & Resilience.

Technical/Functional Proficiency Required

• Previous sales experience in Fintech, Banks and Insurance for software products is a must.
• Knowledge of Banking and Insurance industry and their products is a must.
• Contacts in Banking and Insurance industry in India is a must.
• Quick learner to understand product and position the same.
• Good interpersonal & communication skills
• Selling skill, Influencing & Negotiation skills, Presentation skills
• Result Orientation.

Experience Level

• 8 to 12 years of experience in a B2B sales or business development role, with a demonstrated history of success in a "solutions selling" or consultative sales environment in India.
• Industry Knowledge: Strong understanding of the BFSI industry, including key trends, challenges, and technologies (e.g., digital payments, APIs, core banking systems, lending platforms, compliance software, AML, FRM, AI ML).
• Strategic Skills: Proven ability to think strategically and develop a comprehensive sales strategy for complex, enterprise-level clients.
• Communication: Exceptional verbal, written, and presentation skills. The ability to simplify complex technical concepts and explain them in terms of business value.
• Problem-Solving: A natural problem-solver who can identify a client's challenges and creatively architect a solution using available resources.

Educational Qualifications

• Education: Master’s OR Bachelor's degree in Business, Finance, Economics, or a related field.