The Role
Drive enterprise sales growth by identifying, developing and closing opportunities with large corporate accounts. Build stakeholder relationships, generate pipeline via direct and channel engagement, respond to RFPs, support technical demos, negotiate contracts, forecast pipeline in CRM, and represent KramerAV at industry events to meet quarterly and annual targets.
Summary Generated by Built In
Business Development Manager – Enterprise VerticalDepartmentSales – Enterprise VerticalReporting ToHead of Sales Base LocationBangaloreTravelRegular travel required across Bangalore and other enterprise hubs across India for client meetings and account managementExperience Required10+ years of overall sales experience, with a significant part in the enterprise verticalIndustry BackgroundAudio-Visual (AV) products, Pro-AV, unified communications & collaboration (UC&C), or allied/adjacent technology industries preferredJoining TimeImmediate to within 45 days of offerEmployment TypeFull-time, Permanent
About KramerAV
KramerAV is a global provider of professional audio-visual and collaboration solutions, delivering technology for presentation, connectivity and control across enterprise, education, government, Defense and broadcast environments. As we continue to grow our enterprise business out of Bangalore, we are looking for an experienced business development professional to drive growth across corporate and enterprise accounts.Job Summary
The Business Development Manager – Enterprise Vertical will be responsible for driving revenue growth by identifying, developing and closing business opportunities with corporate enterprises, IT/ITES companies, BFSI, GCCs/captive centres and other large organizations based out of Bangalore and the surrounding enterprise ecosystem. Should have an established network within the enterprise/corporate segment, a strong understanding of enterprise procurement and IT/facilities decision-making processes, and a proven track record of selling technology solutions – ideally audio-visual, Pro-AV, UC&C or allied technology products – into this vertical.Key Responsibilities
- Own and drive the sales strategy and revenue targets for the enterprise vertical
- Identify, map and build relationships with key stakeholders across corporate enterprises, IT/ITES companies, BFSI, GCCs/captive centres, and other large organizations.
- Generate and manage a healthy sales pipeline through direct engagement, channel partners, systems integrators and consultants active in the enterprise space.
- Present and position KramerAV's audio-visual and collaboration solutions to technical, facilities and business decision-making stakeholders, tailoring proposals to enterprise use cases (boardrooms, huddle rooms, video conferencing, collaboration spaces, campus-wide AV networks, etc.).
- Negotiate commercial terms and contracts in line with enterprise procurement norms, ensuring compliance with vendor empanelment and documentation requirements.
- Collaborate with pre-sales, product and technical teams to develop solution proposals, respond to RFPs/RFQs and support proof-of-concept demonstrations.
- Monitor competitor activity, pricing and positioning within the enterprise vertical, and provide market intelligence to leadership.
- Build and maintain relationships with consultants , PMC , Architects to expand market reach.
- Achieve quarterly and annual sales targets, accurately forecast pipeline, and maintain up-to-date account and opportunity records in CRM.
- Represent KramerAV at enterprise/corporate industry events, exhibitions and seminars to build brand visibility and generate leads.
Candidate Profile & Required Experience
- 10+ years of total sales/business development experience, with substantial and demonstrable experience selling into the enterprise vertical.
- Prior experience selling audio-visual (AV/Pro-AV), UC&C, IT hardware, or other allied/adjacent technology products is strongly preferred.
- Established network and working relationships with enterprise IT, facilities and procurement decision-makers.
- Strong understanding of enterprise procurement cycles, vendor empanelment/registration and RFP/RFQ processes.
- Proven track record of consistently meeting or exceeding sales targets in a relationship-driven, consultative sales environment.
- Willingness and readiness to travel regularly for client meetings and account management.
- Available to join within 45 days of offer.
Skills & Competencies
- Strong consultative and solution-selling skills, with the ability to translate technical AV capabilities into enterprise use cases.
- Excellent relationship-building, networking and stakeholder management skills.
- Strong commercial and negotiation acumen.
- Self-driven, target-oriented and comfortable operating with a high degree of autonomy.
- Good communication and presentation skills; ability to engage confidently with senior corporate leadership and IT/facilities decision-makers.
- Working knowledge of CRM tools and MS Office; ability to prepare proposals, forecasts and account plans.
Educational Qualification
Bachelor's degree in Engineering, Business Administration, or a related field. An MBA or equivalent management qualification is an added advantage.Other Requirements
- Notice period / availability: candidate must be able to join within 45 days from the date of offer.
Skills Required
- 10+ years of sales/business development experience
- Proven track record of meeting or exceeding enterprise sales targets
- Experience selling audio-visual (AV/Pro-AV), UC&C, IT hardware or allied technology products
- Established network and relationships with enterprise IT, facilities and procurement decision-makers
- Strong understanding of enterprise procurement cycles, vendor empanelment/registration and RFP/RFQ processes
- Ability to travel regularly for client meetings and account management
- Working knowledge of CRM tools
- Working knowledge of MS Office (presentation and spreadsheet skills)
- Strong consultative solution-selling, negotiation and relationship-building skills
- Bachelor's degree in Engineering, Business Administration or related field
- MBA or equivalent management qualification
- Availability to join within 45 days of offer
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The Company
What We Do
Kramer audio visual experiences power creativity, collaboration, and engagement. From AVSM to advanced cloud-based communication, collaboration and control solutions, Kramer creates audio visual experiences that are more engaging, more inclusive and more connected than ever before. Headquartered in the heart of Startup Nation - Tel Aviv, Israel with locations around the world, Kramer’s audio visual experts are designing the future of engagement technology. Physical and digital boundaries have blurred. But no matter how hybrid our world becomes, our desire for real, human connection will never cease. Kramer’s intuitive, seamless technology breaks down walls, bridges gaps, and makes people feel closer together even when they’re far apart.
