Senior Business Development Manager (Alliance Sales – GSI)

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

Job summary

Newgen Software Inc. is seeking an Alliance Manager to drive new business opportunities with GSIs such as TechM, HCL and Zensar, focusing on BFSI, government and enterprise sectors.

The role reports to the Global Strategic Alliances leadership and requires strong relationship-building and deal-management skills. The candidate should have 8–12 years of software sales experience, CXO-level engagement capability, and willingness to travel for partner engagements and closures.

Qualifications

• Management or engineering graduate from a reputed institute
• 8-12 years of experience selling software products and solutions
• Experience with GSIs a plus
• Experience selling to CXO level in BFSI, government and enterprise sectors
• Experience in UK/Europe market a plus

Responsibilities

• Build mindshare and establish Newgen as the partner of choice for GSIs
• Generate sales leads and build/convert pipeline with GSI channels
• Grow Banking and Enterprise customers for Newgen products & solutions
• Meet quarterly and annual sales targets
• Collaborate with pre-sales and delivery for winning proposals
• Strategize winning approaches for opportunities and accounts
• Monitor market trends and competitive activity to grow market share
• Establish strong relationships with clients and partners for satisfaction and repeat business

Skills

GSI partnership models

Joint GTM strategies

Co-selling frameworks

Managing large deals

Influence with GSI teams

Relationship-building with partners

Enterprise software knowledge

Value-based selling

CXO engagement

Communication and negotiation

Business acumen and strategic thinking

Willingness to travel

Education

Management/Engineering degree

Tools

CRM/ERP tools

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, 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 GSIs will be an added advantage
• Must have experience in selling to C level in BFSI, Government and Enterprise sectors
• Experience in UK/Europe 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