Senior Manager - Business Development

We are looking for a results-driven IT Services Sales professional with 10–18 years of experience in enterprise sales, specializing in Managed Infrastructure Services and Cybersecurity Services. The ideal candidate will have a strong track record of generating new business, building a sales pipeline from the ground up, and successfully closing mid-market deals. An established network of CIOs, CISOs, and other key decision-makers is essential. The role requires exceptional consultative selling, relationship management, and business development skills to drive revenue growth and expand the organization's market presence.

Requirements

 

1. Build & Own Revenue Engine

1. Define and execute GTM strategy for mid-market segment
2. Personally drive 0→1 and 1→10 revenue growth
3. Create initial sales playbooks, pitch decks, and pricing models
4. Establish sales processes (CRM hygiene, forecasting, pipeline governance)

2. Deal Hunting & Closure (Core Focus)

1. Generate and close net new logos in mid-market
2. Own full sales lifecycle: lead generation → closure → expansion
3. Target deals across:
4. Managed IT Infrastructure (Cloud, EUC, Data Center)
5. Cybersecurity (SOC, MDR, SIEM, Compliance)
6. Resource Augmentation

3. Founder-Level Selling

1. Engage directly with CIOs, CISOs, Founders, CFOs
2. Position as a trusted partner, not just a vendor
3. Build credibility despite limited brand recognition

4. Market Creation & Positioning

1. Identify niche opportunities (e.g., cost optimization, regulatory compliance, cloud security gaps)
2. Work closely with founders to refine:
3. Value proposition
4. Service packaging
5. Differentiation vs large SIs

5. Marketing & Demand Generation

1. Drive low-cost, high-impact demand generation:
2. LinkedIn outreach
3. Founder-led selling
4. Industry connects & referrals
5. Partner with marketing or directly run campaigns

6. Partnerships & Ecosystem

1. Build alliances with:
2. Cloud providers (AWS, Azure, GCP)
3. OEMs (cybersecurity & infra)
4. Leverage partnerships for lead generation and credibility

7. Scale the Function

1. Hire and mentor initial sales team (BDRs / AEs)
2. Define sales org structure as company grows
3. Introduce performance metrics and incentive models

Must-Have

1. 10–18 years in IT services sales, with strong exposure to:
2. Managed infrastructure services
3. Cybersecurity services
4. Demonstrated success in:
5. Mid-market deal closures
6. Building pipeline from scratch
7. Strong network of CIO/CISO connects