Business Development Manager and Account Management

Xencia Technology Solutions; Chennai District; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Xencia Technology Solutions is seeking a Business Development and Account Management professional in Chennai, India. The role focuses on leading commercial engagements, discovering business problems, and positioning Microsoft-based solutions to enterprise clients.

You will drive the full sales cycle from prospecting to closing and nurture ongoing client relationships. The ideal candidate has 5–6 years of experience in B2B sales or account management within a Microsoft partner environment, with

Qualifications

• 5–6 years of experience in B2B sales, presales, or account management within a Microsoft Partner environment.
• Track record of meeting sales quotas, acquiring new logos, and growing existing accounts.
• Strong commercial understanding of Microsoft Azure, Power Platform, and Microsoft 365/Copilot value propositions.

Responsibilities

• Lead the commercial and strategic engagement with prospects, using knowledge of the Microsoft ecosystem to identify business problems and position right-fit solutions.
• Own the sales cycle from lead generation and first pitch to commercial closing and long-term account expansion.
• Manage post-sale client relationships to ensure adoption, satisfaction, and long-term retention, and identify upsell opportunities.

Skills

B2B sales

Presales

Account management

Microsoft ecosystem

Negotiation

Executive presentation

Relationship building

Storytelling

Deal closing

Azure

Power Platform

Microsoft 365

Job description

Role: Business Development and Account Management

Exp: 5 yrs – 8 yrs

In this role, you will lead the commercial and strategic engagement with prospects, using your knowledge of the Microsoft ecosystem to identify business problems and position right-fit solutions. You will own the sales cycle from lead generation and first pitch to commercial closing and long-term account expansion.

Key Responsibilities:

• 1. Account Acquisition & New Business Development. Hunt and secure new enterprise accounts through proactive prospecting, networking, and inbound lead qualification. Deliver impactful high-level product pitches and business-centric presentations to C-suite executives. Lead the creation of commercial proposals, statements of work (SOWs), and responses to RFPs/RFIs. Negotiate commercials, contract terms, and close deals to meet quarterly revenue targets.
• 2. Presales & Value Consulting Conduct business discovery sessions to map client pain points to Microsoft ecosystem benefits. Deliver persuasive, value-based demonstrations of Microsoft solutions focused on business outcomes over technical code. Build clear business cases, return-on-investment (ROI) models, and total-cost-of-ownership (TCO) comparisons.
• 3. Account Growth & Relationship Management Own post-sale client relationships to ensure adoption, satisfaction, and long-term retention. Identify upsell and cross-sell opportunities by continuously analysing client business needs and Microsoft roadmap updates. Map and build deep relationships across various business units within client organizations.
• 4. Microsoft Partner Management Collaborate closely with Microsoft field sellers and Partner Development Managers (PDMs) on co-sell opportunities. Maximize the use of Microsoft funding programs, incentives, and partner incentives to accelerate deals.
• Required Qualifications & Competencies Experience : 5–6 years of experience in B2B sales, presales, or account management within a Microsoft Partner environment.
• Track Record: Proven success in meeting sales quotas, acquiring new logos, and growing existing accounts.
• Ecosystem Knowledge: Strong commercial understanding of Microsoft Azure, Power Platform, and Microsoft 365/Copilot value propositions.
• Soft Skills: Exceptional negotiation, relationship-building, storytelling, and executive presentation skills.
• Preferred Qualifications: Experience navigating the local enterprise market and corporate landscape in India.