Senior Manager - Pre Sales and Business Development

Infocusp Innovations; Pune District; On-site; INR 2,800,000 - 4,600,000; Full time

Job summary

Infocusp in Pune is seeking a Senior Manager - Pre Sales and Business Development to drive qualified pipeline creation for the US market. This hands-on role blends business development, demand generation, inside sales and presales to shape proposals and win opportunities.

You will engage CIOs/CTOs, map stakeholders, guide RFPs and RFQs, and coordinate with Sales, Solutioning, Delivery and Marketing to present differentiated value. Regular overlap with US hours and travel as needed are expected.

Qualifications

• 10+ years of relevant experience across Business Development, Inside Sales, Enterprise Sales, Demand Generation, Presales, Solution Consulting or Technology Services Sales.
• Proven ability to generate qualified enterprise opportunities through outbound prospecting and discovery.

Responsibilities

• Drive targeted outbound business development across identified US accounts, industries and buyer personas.
• Engage prospects via calls, email, LinkedIn and campaigns; build account-specific outreach.
• Develop executive-level value propositions and presentations connecting technology to revenue impact.
• Coordinate pitches, RFIs, RFPs and RFQs with cross-functional teams.
• Maintain CRM data, track opportunities, and progress deals toward closure.

Skills

BD & Presales

Opportunity Qualification

Stakeholder Engagement

Proposal Coordination

Education

Bachelor's degree

MBA (advantage)

Tools

Zoho CRM

Salesforce

HubSpot

Odoo

Job description

Senior Manager - Pre Sales and Business Development

Infocusp is looking for a hands-on Manager / Senior Manager – Business Development & Presales to drive qualified pipeline creation and opportunity progression, primarily for the US market. This is a hunter-led role combining Business Development, Demand Generation, Inside Sales and Presales.

The individual will identify target accounts, initiate enterprise conversations, qualify opportunities, understand customer business and technology priorities, and work with Sales, Solutioning, Delivery, Capability and Marketing teams to shape differentiated propositions that progress toward commercial closure. A good understanding of AI, Data, Software Engineering and Digital/Product Engineering services is expected. Regular overlap with US business hours is required.

Key Responsibilities

1. Business Development, Demand Generation & Account Intelligence

• Drive targeted outbound business development across identified US accounts, industries and buyer personas; research business priorities, technology initiatives, leadership changes and buying signals.
• Personally engage prospects through cold/warm calls, email, LinkedIn, social selling, referrals and campaign/event follow-ups; build account-specific outreach rather than relying only on generic campaigns.
• Generate qualified conversations with CIOs, CTOs, CDOs, Engineering, Data/AI, Product, Digital and relevant business leaders; partner with Marketing on targeted and account-based initiatives.

2. Discovery & Opportunity Qualification

• Conduct first-level discovery to understand the business problem, desired outcomes, technology landscape, decision criteria, budget, timelines, procurement process and key stakeholders.
• Map decision-makers, influencers, champions, technical evaluators and procurement stakeholders; apply BANT, MEDDICC or an internal qualification framework where appropriate.
• Determine whether opportunities should be pursued, nurtured or disqualified and prepare clear opportunity briefs before engaging internal solution and delivery teams.
• Translate customer challenges into clear business and technology problem statements and work with Solution Architects, Delivery Leaders, Capability teams and SMEs to shape relevant propositions.
• Support positioning across AI / GenAI / Agentic AI, Machine Learning, Data Engineering & Analytics, Cloud & Platform Engineering, Software & Product Engineering, and Digital / Platform Modernization.
• Develop executive-level value propositions and presentations that connect technology to revenue impact, cost optimization, productivity, faster time-to-market and risk reduction; support workshops, demos and PoCs when required.

4. Proposals, RFX & Deal Management

• Coordinate proactive pitches, proposals, RFIs, RFPs and RFQs with Sales, Solutioning, Delivery, Engineering, Finance, Legal and Leadership teams.
• Ensure proposals address the customer problem, articulate a differentiated Infocusp proposition, communicate business value and reflect realistic delivery capability; support bid/no-bid, pricing coordination and submission governance.
• Maintain strong follow-through on active opportunities, capture win/loss insights and help progress qualified deals toward commercial discussion and closure.
• Work with Sales and Delivery to identify whitespace, cross-sell and upsell opportunities, additional buying centres and expansion propositions within existing accounts.
• Maintain accurate CRM data for opportunity stage, deal value, stakeholders, next actions, expected closure and ageing; ensure every active opportunity has a clear owner and next step.
• Support weekly/monthly pipeline reviews, funnel analysis, forecasting and management reporting; identify stalled opportunities and improve pipeline hygiene and conversion discipline.

Key Success Measures

Demand & Meetings: Target accounts engaged; qualified meetings;response rates; speed-to-lead

Account Growth Cross-sell and upsell opportunities; expansion pipeline

Requirements

Experience & Core Competencies

• 10+ years of relevant experience across Business Development, Inside Sales, Enterprise Sales, Demand Generation, Presales, Solution Consulting or Technology Services Sales.
• Proven ability to personally generate qualified enterprise opportunities through outbound prospecting and strong discovery / consultative selling skills.
• Strong preference for experience in IT Services, AI/ML, Data Engineering/Analytics, Software Engineering, Product Engineering or Cloud/Digital Engineering; US-market exposure strongly preferred.
• Experience engaging senior business and technology stakeholders and coordinating complex proposals, RFPs and presales activities.
• Strong written, verbal, presentation, and business-storytelling skills with sound understanding of IT-services commercial models.
• Experience with Zoho, Salesforce, HubSpot, Odoo or similar CRM platforms; familiarity with sales-intelligence, prospecting and sales-automation tools preferred.
• Bachelor’s degree required; MBA or relevant postgraduate qualification is an advantage. Indicative Role Focus – Model A

• 60% - Business Development, Demand Generation & Inside Sales
• 10% - Proposals, RFX & Deal Management
• 10% - Account Mining, CRM & Governance

Working Requirements

• Full-time, work-from-office role based in Ahmedabad or Pune, with primary focus on the US market.
• Regular overlap with US business hours and flexibility for customer discussions outside standard India working hours.
• Willingness to travel for customer meetings, industry events or business-development activities when required.