Business Development Associate

Job Overview:

Our Business Development Practice is focused on sustainable growth through expanding our client base, deepening our relationships with clients and building strategic and tactical partnerships. They focus on growing our footprint in media and entertainment, retail, higher education, public services, financial services and healthcare where we already have relationships with global leaders.

The present vacancy in the Practice is for a candidate who will work on deepening relationships with our clients as well as expanding our client base. This is to be done through a mix of prospecting, relationship building, advisory on digital experience transformation, designing and negotiating for equitable commercial agreements and acting as voice of customer with the service delivery team. The candidate will be advised on our segmentation and value proposition, service delivery practices, pricing and engagement models and introduced to our processes for every activity. The candidate will also be given a revenue target from Expanding Client Base as well as Deepening Existing Client Relationships. The emphasis will be towards the latter in the immediate term.

The candidate will be reporting to a Manager in the Practice who will induct, guide the candidate into the Practice and oversee their planning and execution across both Expanding Client Base as well as Deepening Existing Client Relationship. At the same time, with regard to Deepening Existing Client Relationship, the candidate will have an additional accountability towards the Engagement Manager responsible for the client from the service delivery team. The Manager from the Business Development Practice will remain responsible for workload management. A key expectation from the candidate is that they independently develop executable plans and maintain appropriate reporting on outcomes, process compliance and activity plans.

A foundational set of qualifying criteria for the ideal candidate will be a demonstrated interest in information technology and its adoption in organisations, a commitment to create value in an ecosystem approach and high levels of integrity. Training in technology and management would be essential. Apart from this, the role requires strong empathy, creativity, objective focus and time management capabilities. The selected candidate is expected to work from our office in Technopark, Trivandrum, Kerala.

Key Responsibilities:

1. Expanding Client Base

   • Develop a sales pipeline to meet the target given for new client acquisition starting with prospect contact databases, establishing and nurturing relationships and activating demand
   • Develop a conversion plan for qualified opportunities addressing the buying committee's priorities and administer the plan with the support of the pre-sales team
   • Assist the Manager in commercial negotiations through analysis and insights, preparation of sales material, background research on industry and clients and documentation
   • Execute using our Customer Relationship Management (CRM) platform for planning, coordination and reporting
   • Continous review and risk management of pipeline against target revenue
   • Manage and report revenue realisation including collections with due support from service delivery team

2. Deepening Client Relationship

   • Map client accounts and identify key stakeholders that may be involved in a digital experience transformation initiatives
   • Build and maintain strong relationships with client stakeholders through regular engagement around our brand as well as educating on digital experience transformation
   • Assess the digital maturity of the client and align with the key stakeholders of the client on a high level road map for their digital experience transformation journey
   • Generate an annual and quarterly revenue plan to meet the target given and aligned with the roadmap
   • Activate demand in the form of qualifed sales opportunities with support of the Service Delivery teams
   • Lead the opportunity to order conversion through effective client side stakeholder management with support of Service Delivery team and oversee transition of primary contact from Sales to Service Delivery after conversion
   • Conduct weekly client calls to capture feedback, identify concerns, and publish minutes of meetings to clients and Service Delivery teams
   • Act as the first point of escalation for client concerns, ensuring timely resolution and reporting to EM and Manager, Business Development
   • Support quality assurance efforts by contributing to the collection of client satisfaction (CSAT) scores
   • Track revenue cycle including collections from orders and coordinate with Service Delivery team, Accounts and Client remove blockers to revenue realisation
   • Report progress and risk assessment on Annual and Quarterly Revenue plan to Manager, Business Development Practice as well as Engagement Manager
   • Maintain accurate and reliable decision-support information systems, mainly CRM, for risk management and forward planning
   • Maintain power maps, gather intelligence on client business and protect our relationship with the client through change in personnel, restructuring, leadership change and corporate actions.

Qualifications:

• Education

  • MBA/PGDM in Marketing / Systems / Finance. Academic performance is an important criteria for selection into the role
  • Bachelor's degree to be in B.Tech / B.E in Computer Science, Software Engineering or a related field

• Required Professional Experience

  Work experience is not mandatory. Freshers are encouraged to apply, however, they will be expected to have an Management / Business Administration qualification and come with a strong theoretical background in marketing and sales.

  The below specifications are for those with work experience:

  • 1-2 years in pre-sales/ business development areas
  • Should have been involved multiple deals valued at $250,000 and above
  • Exposure in at least two industries amongst the following - media and entertainment, retail, higher education, public services, financial services and healthcare
  • Strong exposure and understanding of sales life cycle, global delivery models (On-site/ Near-shore/Off-shore etc.), commercial models and pricing constructs
  • Good understanding and/or experience of Technology, Digital Experience Services, Advertising Services, Marketing and Organisation Development

• Required Technical Knowledge

  • Good knowledge in concepts of Customer Satisfaction, Value Chain, Buyer Behavior, Consumer buying decision process, Consumer adoption process, Organizational Buying, Market Segmentation, Competitor Analysis, Brand Management, Packaging and Labeling, Pricing, Factors affecting Price Determination, Pricing Policies and Strategies
  • Exposure to Web and Mobile Application Development in Digital Transformation setting is desirable
  • Good understanding of SDLC, IT concepts, hands-on project experience preferred
  • Understanding about costing methods, Total Cost of Ownership (TCO)
  • Exposure to technologies including but not limited to Free and Open Source Softwares, Cloud (Azure, AWS, Google) etc. will be a plus.