Senior Business Development Manager

Newgen Software; Dadri; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

Newgen Software seeks an Alliance Manager to drive new business with GSIs such as TechM, HCL, Zensar, Capgemini and PWC. You will lead partnership initiatives, map CXO stakeholders, and close complex, value-based deals in BFSI, Government and Enterprise sectors.

Eligible candidates will have 8–12 years’ software sales experience, with a track record in international markets and strong negotiation skills. Travel for partner engagement will be required.

Qualifications

• Management and/ or engineer graduate from an institute of repute with 8 -12 years of experience of selling S/W products and solutions
• Experience in working with/along with GSIs will be an added advantage
• Must have experience in selling to Sr. level executives in BFSI, Government and Enterprise sectors
• Experience in mature international market will be an added advantage

Responsibilities

• Build Mindshare and activities to build practice and make Newgen partner of choice for the GSIs
• Generate Sales Lead, Build Pipeline, Convert Pipeline to Sales Numbers with GSI Channels
• Develop and grow the Banking and Enterprise customers for Newgen products & solution
• Meeting Quarterly & Annual Target for the Sales
• Work closely with Pre-sales and delivery to have the winning proposal to WIN the deals
• Strategize the Winning approach for the opportunities and accounts
• Competition Analysis by keeping abreast of Market Trends & achieving market share metrics
• Establishing a cordial relationship with the clients and partners to ensure maximum customer satisfaction and repeat business

Skills

GSI partnerships

Joint GTM strategies

Co-selling frameworks

Large deal management

Influence with GSI teams

Stakeholder relationship

Enterprise software knowledge

CXO engagement

Communication & negotiation

Strategic thinking & problem solving

Willingness to travel

Education

Management/Engineering degree

Job description

This is an Alliance Manager position in the GSI sales function where the person is responsible for generating new business opportunities with GSIs like TechM, HCL, Zensar, Capgemini, PWC etc. for the purpose of sales.

Reports to : Sr. manager / DGM (Global Strategic Alliances)

Qualification and Experience:

• Management and/ or engineer graduate from an institute of repute with 8 -12 years of experience of selling S/W products and solutions
• Experience in working with/along with GSIs will be an added advantage
• Must have experience in selling to Sr. level executives in BFSI, Government and Enterprise sectors
• Experience in mature international market will be an added advantage

Skill Set Required

• Strong understanding of GSI partnership models, joint GTM strategies, and co-selling frameworks.
• Experience in managing large, complex deals in collaboration with GSIs.
• Ability to influence and align with GSI sales and delivery teams to drive joint opportunities.
• Excellent relationship-building skills with GSI partner stakeholders across sales, pre-sales, and delivery.
• Strong knowledge of enterprise software solutions and value-based selling.
• Ability to map and engage key decision-makers and influencers at CXO levels.
• Excellent communication, presentation, and negotiation skills.
• Business acumen with strategic thinking and problem-solving capabilities.
• Willingness to travel for partner engagement and sales closures.

Key Responsibilities

• Build Mindshare and activities to build practice and make Newgen partner of choice for the GSIs
• Generate Sales Lead, Build Pipeline, Convert Pipeline to Sales Numbers with GSI Channels
• Develop and grow the Banking and Enterprise customers for Newgen products & solution
• Meeting Quarterly & Annual Target for the Sales
• Work closely with Pre-sales and delivery to have the winning proposal to WIN the deals
• Strategize the Winning approach for the opportunities and accounts
• Competition Analysis by keeping abreast of Market Trends & achieving market share metrics
• Establishing a cordial relationship with the clients and partners to ensure maximum customer satisfaction and repeat business