Business Development Manager and Account Management

Xencia Technology Solutions; Chennai District; On-site; INR 1,500,000 - 2,200,000; Full time

Job summary

Xencia Technology Solutions in Chennai, India seeks a Business Development and Account Management professional with 5–8 years of B2B sales experience within a Microsoft Partner environment.

You will lead commercial engagement, own the sales cycle from lead generation to closing, and drive long-term account expansion across Microsoft ecosystems.

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 ecosystem knowledge of Microsoft Azure, Power Platform, and Microsoft 365 Copilot value propositions.
• Exceptional negotiation, relationship-building, storytelling, and executive presentation skills.

Responsibilities

• Account Acquisition & New Business Development: hunt for new enterprise accounts and secure them with high-level pitches and proposals.
• Presales & Value Consulting: map client pain points to Microsoft benefits and build ROI/TCO business cases.
• Account Growth & Relationship Management: ensure post-sale adoption, satisfaction and long-term retention.
• Microsoft Partner Management: collaborate with Microsoft field sellers and maximize funding/incentives.

Skills

B2B sales

Presales

Account management

Negotiation

Executive presentation

Relationship building

Microsoft Azure

Power Platform

Microsoft 365 Copilot

Tools

CRM

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.