The Role
Own the complete B2B IT product sales cycle, including prospecting, requirement discovery, product demonstrations, proposals, negotiations, and deal closure. Manage client relationships, renewals, upselling, and cross-selling while developing partnerships with vendors and channel partners. Maintain sales pipelines, forecasts, CRM records, and performance reports. Monitor markets and competitors, collaborate with cross-functional teams, and mentor junior colleagues.
Summary Generated by Built In
Company: Zehntech Technologies Private limited Job Title: Business Development Manager
Role Summary We are looking for a results-driven Business Development Manager with strong hands-on experience in IT product sales. This is a senior, onsite role based in Indore, in which the person will own the full sales cycle — from opportunity identification to deal closure — for a portfolio of IT products such as software products, licenses, SaaS platforms and enterprise solutions. At 5–10 years of experience, this is a senior individual-contributor / player-coach role. The ideal candidate can run both consultative, value-led product sales and faster, transactional license and renewal motions, engage decision-makers up to CXO level, and consistently convert opportunities into long-term, profitable revenue.
Key Roles & Responsibilities The following responsibilities define what success in this role looks like: 1. New Business Development & Revenue Generation. Identify and pursue new business opportunities for the company’s IT products, convert prospects into long-term customers, and consistently achieve and exceed assigned revenue targets. 2. End-to-End Product Sales Ownership. Take complete ownership of the sales process — from initial discussions and requirement understanding to product demos, proposal submission, commercial negotiations, contract finalisation and deal closure. 3. Client Relationship Management & Account Growth. Build strong relationships with key decision-makers and stakeholders, and expand existing accounts through renewals, cross-selling and upselling of additional products and licenses. 4. Solution-Oriented Customer Engagement. Understand each client’s business challenges and recommend the most suitable IT product, license or SaaS solution that delivers measurable value and addresses their needs effectively. 5. Strategic Partnerships & Channel Development. Build and manage relationships with OEMs, product/technology vendors and channel partners to strengthen the product portfolio, expand reach and open new revenue streams. 6. Pipeline Management & Forecasting. Maintain a healthy pipeline of qualified opportunities, track sales progress, and provide accurate forecasts to support revenue planning and decision-making. 7. Market Intelligence & Competitive Positioning. Track market trends, customer expectations, competitor products and pricing, and provide actionable recommendations to sharpen positioning and support business growth. 8. Cross-Functional Collaboration. Work closely with Marketing, Pre-Sales, Product, Delivery, Finance and Leadership teams to ensure smooth customer acquisition, successful onboarding and high customer satisfaction. 9. CRM Discipline & Sales Reporting. Maintain accurate and up-to-date opportunity data in the CRM, and produce regular sales reports and dashboards to give leadership clear visibility into performance. 10. Mentoring & Leadership Readiness. Support and guide junior team members, share knowledge and best practices, and demonstrate readiness to take on future leadership responsibilities.
Skills & Competencies a BDM Must Have IT Product Domain Knowledge (Must-Have) • Proven experience selling software products, SaaS solutions, enterprise applications, licenses and digital platforms • Ability to understand client requirements and recommend the right product-based solution • Ability to explain technical product concepts and their value in simple terms to clients • Good awareness of current technology trends and the software / product landscape • Experience engaging decision-makers such as CTOs, CIOs, IT Managers, Business Heads and Procurement teams • Familiarity with domestic and international IT product sales processes and client expectations Core Sales & Commercial
Skills • Full-cycle B2B product sales expertise — from prospecting through to closing complex deals • Consultative / solution selling and the ability to sell value, not just price • Strong negotiation and deal-structuring skills to secure profitable, win-win terms • Lead generation, prospecting and pipeline management • Key account management, client retention and upselling / cross-selling • Proposal writing, product demos, pitching and presentation skills
Strategic & Analytical Skills • Market research and competitive product analysis • Strategic planning aligned with company growth goals • Sales forecasting and data-driven decision-making • Business acumen — understanding of revenue drivers, pricing and profitability
Communication & Interpersonal Skills • Excellent verbal and written communication in English • Relationship building, networking and stakeholder management • Active listening and the ability to understand and translate client needs
Tools • CRM platforms (e.g. Salesforce, HubSpot, Zoho) and LinkedIn Sales Navigator • MS Office / Google Workspace for proposals, decks and reports
Personal Attributes & Leadership Potential • Target-oriented and self-motivated, with strong ownership and accountability for results • Proactive and self-driven — identifies opportunities and acts without constant supervision • Solution-oriented problem solving and practical, business-focused decision-making • Adaptable and open to feedback, with a commitment to continuous learning • Resilience, integrity and professionalism, with the ability to positively influence others • Demonstrates readiness for future leadership responsibilities
Qualifications & Experience • Bachelor's degree in business, Marketing, Commerce, IT or a related field; an MBA / PGDM is preferred • 5–10 years of progressive B2B sales / business development experience in the IT industry, with a proven track record of meeting or exceeding revenue targets • Demonstrated experience in IT product / software product sales (mandatory) • Hands-on experience with CRM tools and modern sales technology • Willing and able to work onsite from the Indore office • (Good to have) Certifications in consultative selling, key account management or business development
Experience: 5-10 Years
Location: Indore (WFO)
Employment Type: Full-Time
Department: Sales / Business Development
Industry: Product-Based IT / Software
Key Roles & Responsibilities The following responsibilities define what success in this role looks like: 1. New Business Development & Revenue Generation. Identify and pursue new business opportunities for the company’s IT products, convert prospects into long-term customers, and consistently achieve and exceed assigned revenue targets. 2. End-to-End Product Sales Ownership. Take complete ownership of the sales process — from initial discussions and requirement understanding to product demos, proposal submission, commercial negotiations, contract finalisation and deal closure. 3. Client Relationship Management & Account Growth. Build strong relationships with key decision-makers and stakeholders, and expand existing accounts through renewals, cross-selling and upselling of additional products and licenses. 4. Solution-Oriented Customer Engagement. Understand each client’s business challenges and recommend the most suitable IT product, license or SaaS solution that delivers measurable value and addresses their needs effectively. 5. Strategic Partnerships & Channel Development. Build and manage relationships with OEMs, product/technology vendors and channel partners to strengthen the product portfolio, expand reach and open new revenue streams. 6. Pipeline Management & Forecasting. Maintain a healthy pipeline of qualified opportunities, track sales progress, and provide accurate forecasts to support revenue planning and decision-making. 7. Market Intelligence & Competitive Positioning. Track market trends, customer expectations, competitor products and pricing, and provide actionable recommendations to sharpen positioning and support business growth. 8. Cross-Functional Collaboration. Work closely with Marketing, Pre-Sales, Product, Delivery, Finance and Leadership teams to ensure smooth customer acquisition, successful onboarding and high customer satisfaction. 9. CRM Discipline & Sales Reporting. Maintain accurate and up-to-date opportunity data in the CRM, and produce regular sales reports and dashboards to give leadership clear visibility into performance. 10. Mentoring & Leadership Readiness. Support and guide junior team members, share knowledge and best practices, and demonstrate readiness to take on future leadership responsibilities.
Skills & Competencies a BDM Must Have IT Product Domain Knowledge (Must-Have) • Proven experience selling software products, SaaS solutions, enterprise applications, licenses and digital platforms • Ability to understand client requirements and recommend the right product-based solution • Ability to explain technical product concepts and their value in simple terms to clients • Good awareness of current technology trends and the software / product landscape • Experience engaging decision-makers such as CTOs, CIOs, IT Managers, Business Heads and Procurement teams • Familiarity with domestic and international IT product sales processes and client expectations Core Sales & Commercial
Skills • Full-cycle B2B product sales expertise — from prospecting through to closing complex deals • Consultative / solution selling and the ability to sell value, not just price • Strong negotiation and deal-structuring skills to secure profitable, win-win terms • Lead generation, prospecting and pipeline management • Key account management, client retention and upselling / cross-selling • Proposal writing, product demos, pitching and presentation skills
Communication & Interpersonal Skills • Excellent verbal and written communication in English • Relationship building, networking and stakeholder management • Active listening and the ability to understand and translate client needs
Tools • CRM platforms (e.g. Salesforce, HubSpot, Zoho) and LinkedIn Sales Navigator • MS Office / Google Workspace for proposals, decks and reports
Personal Attributes & Leadership Potential • Target-oriented and self-motivated, with strong ownership and accountability for results • Proactive and self-driven — identifies opportunities and acts without constant supervision • Solution-oriented problem solving and practical, business-focused decision-making • Adaptable and open to feedback, with a commitment to continuous learning • Resilience, integrity and professionalism, with the ability to positively influence others • Demonstrates readiness for future leadership responsibilities
Qualifications & Experience • Bachelor's degree in business, Marketing, Commerce, IT or a related field; an MBA / PGDM is preferred • 5–10 years of progressive B2B sales / business development experience in the IT industry, with a proven track record of meeting or exceeding revenue targets • Demonstrated experience in IT product / software product sales (mandatory) • Hands-on experience with CRM tools and modern sales technology • Willing and able to work onsite from the Indore office • (Good to have) Certifications in consultative selling, key account management or business development
Skills Required
- Bachelor's degree in Business, Marketing, Commerce, IT, or a related field
- 5-10 years of progressive B2B sales or business development experience in the IT industry
- Proven track record of meeting or exceeding revenue targets
- Demonstrated experience in IT product or software product sales
- Experience selling software products, SaaS solutions, enterprise applications, licenses, or digital platforms
- Hands-on experience with CRM tools and modern sales technology
- Full-cycle B2B product sales experience from prospecting through closing complex deals
- Consultative or solution-selling experience
- Strong negotiation and deal-structuring skills
- Lead generation, prospecting, and pipeline management experience
- Key account management, client retention, upselling, and cross-selling experience
- Experience engaging CTOs, CIOs, IT managers, business heads, and procurement teams
- Proposal writing, product demonstration, pitching, and presentation skills
- Excellent verbal and written English communication skills
- Willingness and ability to work onsite from the Indore office
- MBA or PGDM
- Certifications in consultative selling, key account management, or business development
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The Company
