Senior Business Development Manager

Outscale Partners, LLC; Gurugram District; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

Outscale Partners, LLC is seeking an experienced sales professional in Gurugram for new-logo acquisition in the outsourcing/services domain. The role emphasizes hunting for net-new external customers and leading the full sales lifecycle from market research to closure.

The candidate should demonstrate a track record in prospecting, qualifying opportunities, and engaging CXOs across industries, with strong negotiation and solution-selling skills. This is a work-from-office role in Gurugram.

Qualifications

• 10–15 years B2B sales experience in outsourcing/services domain.
• Proven track record of originating and closing net-new outsourcing opportunities.

Responsibilities

• Build and execute targeted BD strategies to acquire new external customers.
• Develop in-depth knowledge of Outscale’s solutions and operating models.
• Identify opportunities across outsourcing, offshoring, and managed services.
• Develop a strong pipeline of opportunities across target industries/geographies.
• Research accounts to identify decision-makers, priorities and triggers.
• Engage CHROs, CFOs, COOs, Shared Services Leaders and Operations Executives.
• Drive prospecting via LinkedIn, email, calls, networking, events and referrals.
• Lead discovery discussions on operating models, transformation priorities and outsourcing readiness.
• Qualify opportunities based on business need, decision-maker, scope/value and next actions.
• Support the full pursuit cycle including solutioning, proposals, commercials, negotiation, contracting and closure.
• Coordinate with US Sales for successful closure.

Skills

New logo hunting

Consultative selling

Opportunity discovery

Pipeline management

RFP leadership

Commercial negotiation

Cross-functional pursuit

Written & verbal comms

Job description

New Logo Acquisition | External Customer Growth

Location: Gurugram

Experience: 10-15 years

Work Mode: Work from Office

We are hiring a Sales professional with strong experience in the outsourcing / shared services domain.

Not suitable:

Candidates whose primary experience is product sales / SaaS product sales / FMCG / consumer sales without outsourcing-services exposure.

Role Overview

Outscale is expanding its business and is looking for an experienced, commercially driven business development professional to acquire external customers. The role will own & support the complete new-logo sales lifecycle, from market research and prospecting to solutioning, commercial negotiation and closure.

This is a hunter role.

The successful candidate must be able to build pipeline from zero through structured outbound prospecting and account development, rather than relying primarily on inbound leads, existing accounts or referrals.

Key Responsibilities

• Work towards developing in-depth knowledge and understanding of Outscales solution and ways of operating
• Develop and execute targeted business development strategies to acquire new external customers and expand market presence.
• Identify opportunities across outsourcing, offshoring, shared services, managed services, GCC/GBS, BOTT and business transformation.
• Build a strong pipeline of qualified opportunities across target industries and geographies.
• Conduct account research to identify decision-makers, buying centres, business priorities and outsourcing triggers.
• Build relationships with CHROs, CFOs, COOs, Shared Services Leaders, GCC Heads and Operations Executives.
• Drive prospecting through LinkedIn, email, calls, executive networking, industry events and referrals.
• Lead discovery discussions to understand client operating models, pain points, transformation priorities and outsourcing readiness.
• Qualify opportunities based on a validated business need, identified decision-maker, indicative scope/value and agreed next action.
• Support the complete pursuit cycle, including solutioning, proposal/RFP response, business case, commercials, negotiation, contracting and closure
• Liason with US Sales team as needed for successful closing.
• Work with Operations, Solutioning, Finance, Technology/AI, Legal and leadership to develop commercially viable client solutions.
• Maintain accurate CRM data, pipeline visibility, forecasts and clear attribution of personally sourced opportunities.

Solutions in Scope

• BPO / BPM and Managed Services
• HR, Finance, Payroll and Procurement Shared Services
• GCC / GBS and BOTT models
• Business Transformation Services
• Technology-enabled Outsourcing Solutions
• Operations and Helpdesk Services

Required Experience

• 10-15 years of B2B business development experience, with a strong record of personally originating and closing net-new outsourcing/offshoring opportunities.
• Direct selling experience in BPM/BPO, Shared Services, Managed Services, GCC/GBS or technology-enabled outsourcing is strongly preferred.
• Proven experience managing opportunities from prospecting and qualification through deal closure.
• Demonstrated success building pipeline independently rather than primarily managing inbound, existing client or partner-generated opportunities.
• Experience engaging CXO and senior business stakeholders through consultative and solution selling.
• Experience selling into the US, UK, Europe, Middle East and/or APAC. Direct experience in the US, UK and Middle East is preferred.
• Working understanding of FTE-based, transaction-based and managed-services pricing, offshore/onshore economics, productivity assumptions, margins and client business cases.

Key Skills

• New logo hunting and account-based selling
• Consultative and solution selling
• Opportunity discovery and qualification
• Sales pipeline and forecast management
• Proposal and RFP leadership
• Commercial negotiation and business case development
• Cross-functional pursuit management
• Strong written and verbal communication