Business Development Manager

Key responsibilities

A. New-Business Generation & Prospecting

• Generate new business - build and own an outbound pipeline through prospecting, networking, referrals, and industry events.
• Use a modern prospecting stack - LinkedIn Sales Navigator, intent data / ABM, and structured email sequencing - to reach and engage target accounts.
• Qualify inbound and marketing-generated leads against the ideal customer profile and prioritise by fit and potential.

B. Solution Selling & Pre-Sales Coordination

• Understand Allied Boston's full GRC portfolio - consulting, assessment, training/certification, and technology - and articulate value propositions tailored to client needs.
• Conduct discovery calls, requirement-gathering sessions and security assessments in coordination with technical / pre-sales teams.
• Coordinate with pre-sales, SMEs and OEM/partner teams for demos, PoCs and technical workshops.
• Lead with consultative, outcome-based value selling - frame proposals around resilience, audit-readiness and measurable business outcomes, not feature lists.

C. Proposal, Negotiation & Revenue Closure

• Prepare and submit proposals, BoQs, SoWs and RFP/RFQ/RFI responses in coordination with pre-sales and delivery teams.
• Drive commercial negotiations, pricing discussions and contract finalization in line with Company pricing.
• Manage the end-to-end sales cycle on CRM with accurate stage updates, forecasts and next actions.
• Ensure a clean handover of closed deals into work orders and delivery, coordinating with the CRM and Operations teams.

D. Account Management & Revenue Expansion

• Grow assigned accounts through up-sell, cross-sell, renewals and AMC/subscription extensions.
• Build long-term, trusted-advisor relationships with key client stakeholders and conduct periodic business reviews (QBRs).
• Handle escalations diplomatically, working with delivery/operations to resolve issues quickly and retain clients.

E. Market Intelligence, Regulation & Partner Ecosystem

• Track market trends, competitor offerings, pricing and emerging threats and regulations in the cyber security and GRC space.
• Use regulatory currency as a selling tool - connect client obligations under the IT Act 2000, CERT-In directions, RBI guidelines, SEBI CSCRF, IRDAI, ISO/IEC 27001, PCI-DSS, SOC 2, GDPR and the DPDP Act 2023 to Allied Boston's services.
• Engage OEMs, distributors, channel partners and system integrators to build a strong joint go-to-market motion.
• Represent the Company at industry events, conferences and customer round tables.

F. AI-Assisted Selling & CRM Discipline

• Apply AI fluency - use AI tools responsibly for account research, first-draft proposals, and pipeline/forecast analysis, keeping a human in the loop and complying with data-protection norms.
• Maintain accurate, updated records of leads, opportunities, activities and forecasts in the CRM.
• Submit weekly/monthly sales reports, forecasts and win/loss analyses, and adhere to defined sales cadences and SLAs.

Key performance indicators

• Achievement of monthly, quarterly and annual revenue targets.
• Number of qualified leads generated and value of pipeline created per quarter.
• Lead-to-opportunity and opportunity-to-closure conversion ratios.
• New logos acquired vs. existing-account expansion (up-sell / cross-sell).
• Average deal size, sales-cycle length, gross margin per deal, and pipeline velocity.
• Net & gross revenue retention, renewal rate and customer satisfaction (CSAT/NPS) for managed accounts.
• CRM hygiene and forecast accuracy, and adherence to sales cadence.

Qualifications & experience

• Graduate in any discipline; B.E./B.Tech in Computer Science / IT or preferred.
• MBA/PGDM in Sales, Marketing or Business Management preferred but not mandatory.
• 3 - 6 years of B2B sales experience, with at least 2 years in cybersecurity, IT security, GRC, SaaS, or IT services/consulting.