Business Development Executive

Role Overview

The Business Development Executive (BDE) is responsible for driving revenue growth by identifying, qualifying, and closing opportunities in enterprise digital workflow, automation, and IT service management solutions.

The role requires a strong blend of business acumen, consultative selling, solution understanding, and stakeholder management, with the ability to engage senior IT and business leaders across large and mid-sized enterprises.

The BDE will collaborate closely with pre-sales, solution architects, delivery teams, alliances, and leadership to ensure successful deal conversion and long-term customer relationships.

Key Responsibilities

1. Lead Generation & Prospecting

Identify and target prospective customers across industries such as:

Banking & Financial Services

Telecom

Manufacturing

Healthcare & Pharma

Retail

Public Sector

Enterprise IT

Drive outbound and inbound sales activities through:

LinkedIn and social selling

Cold and warm email campaigns

Cold calls and follow-ups

Partner- and referral-led opportunities

Build and maintain a robust sales pipeline aligned with quarterly and annual revenue targets.

2. Opportunity Qualification & Discovery

Conduct structured discovery and requirement-gathering calls to understand:

Business challenges and operational pain points

IT service maturity and automation readiness

Existing tools and process gaps

Qualify opportunities using standard frameworks such as BANT, MEDDICC, or equivalent.

Identify opportunities across enterprise solution areas including:

IT Service Management (ITSM)

IT Operations & Asset Management

Customer Service Management

HR Service Delivery

Security, Risk, and Compliance workflows

Enterprise automation and low-code platforms

3. Solution Selling & Value Communication

Position solutions as business enablers, not just IT tools.

Clearly articulate value propositions around:

Operational efficiency

Cost optimization

Compliance and risk reduction

Improved customer and employee experience

Collaborate with pre-sales and technical teams to:

Prepare solution walkthroughs and demos

Develop use-case-driven presentations

Respond to functional and technical queries

4. Proposal, Pricing & Commercial Management

Drive preparation and closure of:

Proposals and commercials

Statements of Work (SOWs)

Pricing and scope discussions

Coordinate with internal teams (finance, legal, leadership) on:

Commercial structuring

Payment terms and milestones

Contract negotiations

Ensure timely completion of purchase orders and contract execution.

5. Client Relationship & Account Management

Serve as the primary commercial point of contact for assigned accounts.

Build and nurture long-term relationships with:

CIOs, CTOs, CISOs

Heads of IT, Operations, Security, HR, and Customer Service

Identify cross-sell and upsell opportunities across enterprise workflow and automation solutions.

Support account expansion, renewals, and customer references.

6. Partner & Ecosystem Collaboration

Work closely with:

Technology partners

System integrators

Alliance and channel teams

Participate in:

Industry events, workshops, and customer meetings

Case study development and success story creation

Stay informed about market trends, product roadmaps, and competitive offerings in the enterprise automation space.

7. Sales Operations & Reporting

Maintain accurate sales data in CRM systems.

Track and report on:

Pipeline health

Forecast accuracy

Win/loss analysis

Conversion metrics

Provide regular updates to management on deal progress and revenue outlook.

Required Skills & Competencies

Sales & Business Skills

Strong consultative and enterprise solution-selling experience

Excellent communication, presentation, and negotiation skills

Ability to engage and influence senior stakeholders

Experience managing medium to long sales cycles

Domain & Solution Knowledge

Understanding of enterprise IT and digital workflow concepts such as:

ITSM and IT operations

Customer and employee service workflows

Security, risk, and compliance processes

Automation, integration, and low-code platforms

Ability to translate technical capabilities into clear business outcomes.

Tools & Systems

CRM platforms (Salesforce, HubSpot, or equivalent)

LinkedIn Sales Navigator and outreach tools

Presentation and documentation tools (PowerPoint, Excel, Google Workspace)

Preferred Qualifications

1-3 years of experience with enterprise SaaS platforms or digital transformation solutions

Prior work with system integrators, technology partners, or consulting firms

Exposure to regulated industries (BFSI, Healthcare, Telecom, Manufacturing)

Relevant sales or solution certifications (nice to have)

Key Performance Indicators (KPIs)

Qualified pipeline value

Revenue achievement

Deal conversion rate

Sales cycle duration

Contract and PO closure timelines

Account expansion revenue