Manager - Business Development

Birla Institute Of Technology And Science; Pune District, Ahmedabad District, Bengaluru; On-site; INR 1,200,000 - 2,500,000; Full time

Job summary

Birla Institute Of Technology And Science (BITS) Pune invites an experienced Business Development professional to drive semester-wise admissions and revenue growth across allocated territories.

The role requires 7–10 years in B2B enterprise sales, with exposure to higher education, SaaS or training industries, and a proven ability to build client partnerships, develop proposals, and negotiate high-value contracts with academic and corporate clients.

Qualifications

• B.E./B.Tech and MBA are required.
• 7–10 years of B2B enterprise sales experience.
• Experience in higher education, SaaS or training industry preferred.

Responsibilities

• Onboard new accounts in allocated territories and sectors.
• Reach out to existing accounts during admission cycles to grow business.
• Achieve admission and revenue goals allocated.
• Promote newly launched programmes as required.
• Identify market opportunities and study client needs.
• Prepare RFP responses with supervisor support and validation.
• Negotiate terms and manage contracting with clients and stakeholders.
• Coordinate with academic and operations teams for delivery.

Skills

B2B sales

Territory planning

Key account management

Negotiation skills

Customer focus

Internal stakeholder management

Goal orientation

Education

B.E./B.Tech

MBA

Job description

Role & responsibilities

Achievement of Semester wise Admissions and Revenue Goals: -

• Onboarding new accounts in territories and sectors allocated. Pitch for appropriate programmes and convince the account to sponsor their employees for BITS programmes.
• Reach out to existing accounts during every admission cycle and ensure continuity and growth of business.
• Ensure achievement of admission and revenue goals allocated.
• Promoting newly launched programmes wherever required.

Opportunity Identification: -

• Study market trends, understand regional client base, competitor landscape and identify potential companies in the focus industries; Share key highlights with reporting manager; Create and review sales pipelines based on potential conversion of opportunities; Identify stated and unstated needs of companies through meetings and thorough research;

Proposal Development and Validation: -

• Prepare response to RFP with support from Supervisor and other BITS experts.
• Prepare documentation and seek validation from reporting manager for high value engagements.
• Submit proposal to client within timelines.

Negotiation and Contracting: -

• Develop negotiation strategy based on profit margins, cost estimation and competitor quotations.
• Building a business case by showcasing design strength, faculty etc. for negotiations and secure an internal sign-off from reporting manager for high value engagements; Initiate direct conversation and conduct one-on-one negotiations with clients; Involve reporting manager in high value, complex deals; Oversee contracting activities; Address scope modifications; Secure approvals from reporting manager.

Internal stakeholder Management: -

• Need to coordinate with academic stakeholders with respect to specific requirements.
• Work closely with operations team to ensure timely delivery of services to the accounts/students.

Qualification and Personal Profile

• B.E./B.Tech, MBA
• At least 7-10 years of experience in Business Development in B2B enterprise sales.
• Experience in higher education, SaaS and training industry is preferable

Other Skill and Ability Requirements

• B2B sales, Territory Planning and Key account management.
• Goal Orientation, Customer focused, Internal stakeholder management and Negotiation skills.