Business Development & Solutioning

Job Description –

• Experience: 5–7 Years
  
• Location: Pune | Function: Business Development
  

 Role Overview

We are looking for a highly analytical and customer-focused professional with 5–7 years of experience in Business Development, Presales, Solution Consulting, and Sales Operations. The ideal candidate will drive opportunity qualification, solution development, proposal management, sales operations, pipeline governance, and revenue forecasting while working closely with sales, delivery, finance, marketing, and technology teams.

This role requires a strong understanding of enterprise business processes, consultative selling, commercial models, and digital transformation solutions. The candidate should be capable of translating customer requirements into compelling business solutions while ensuring operational excellence through CRM discipline, pipeline management, forecasting accuracy, and process optimization.

Key Responsibilities

Business Development & Presales

• Qualify inbound and outbound business opportunities through effective discovery and needs assessment.
  
• Conduct customer discovery workshops to understand business challenges, functional requirements, and transformation objectives.
  
• Develop solution approaches in collaboration with technical, delivery, and domain teams.
  
• Prepare proposals, RFP/RFI responses, commercial offers, quotations, presentations, and Statements of Work (SOWs).
  
• Support customer meetings, executive presentations, product demonstrations, and solution discussions.
  
• Build compelling business cases, value propositions, and solution narratives tailored to customer needs.
  
• Maintain proposal repositories, bid documentation, and knowledge assets.
  

Solutioning & Consulting

• Design solution frameworks aligned with customer business objectives and enterprise transformation initiatives.
  
• Collaborate with delivery, architecture, and engineering teams to define solution scope, effort estimates, and implementation approaches.
  
• Recommend appropriate commercial engagement models including Time & Material (T&M), Fixed Price, and Outcome-based engagements.
  
• Support digital transformation proposals involving Consulting, Data Engineering, AI/ML, Cloud, Analytics, and Product Engineering capabilities.
  
• Demonstrate understanding of enterprise functions including Supply Chain, Sales & Distribution, Finance, and related business processes.
  

Sales Support & Account Management

• Manage the complete sales pipeline from qualified opportunity through closure.
  
• Ensure timely follow-ups with prospects and customers throughout the sales lifecycle.
  
• Coordinate commercial discussions, contracts, approvals, and documentation.
  
• Identify cross-sell and upsell opportunities within existing customer accounts.
  
• Support strategic account planning and customer relationship management.
  

Sales Operations

• Maintain high-quality CRM data with complete opportunity, account, and activity tracking.
  
• Monitor lead progression through every stage of the sales funnel.
  
• Prepare daily, weekly, and monthly sales reports and dashboards.
  
• Coordinate with finance for quotations, purchase orders, invoicing, revenue tracking, and payment follow-ups.
  
• Standardize sales processes and recommend automation to improve operational efficiency.
  
• Ensure adherence to defined sales governance and compliance processes.
  

Forecasting & Analytics

• Prepare accurate weekly, monthly, and quarterly revenue forecasts.
  
• Track pipeline health, conversion rates, sales performance, and opportunity progression.
  
• Monitor deal probability, expected closure timelines, and forecast risks.
  
• Develop management dashboards, MIS reports, and executive presentations.
  
• Analyze sales trends, customer insights, and operational metrics to recommend process improvements.
  
• Ensure forecast accuracy through disciplined pipeline reviews and CRM hygiene.
  

Required Skills

Business Development & Presales

• Consultative Selling
  
• Solution Selling
  
• Enterprise Solution Consulting
  
• Requirement Gathering
  
• Proposal & RFP Response Management
  
• Commercial Negotiation
  
• Customer Relationship Management
  
• Executive Presentation & StorytellingSales Operations
  
• CRM Management (Salesforce preferred)
  
• Pipeline Management
  
• Sales Reporting & MIS
  
• Documentation & Process Governance
  
• Cross-functional Collaboration
  
• Process Improvement & Sales Automation
  

Solution & Domain Knowledge (experience atleast in 2)

• Enterprise Business Processes
  
• Supply Chain
  
• Sales & Distribution
  
• Finance & ERP Processes
  
• Digital Transformation
  
  
  Forecasting & Analytics

• Revenue Forecasting
  
• Pipeline Analytics
  
• Sales Performance Analysis
  
• KPI Reporting
  
• Business Analytics
  
• Advanced Microsoft Excel
  
• Data Interpretation
  
  
  

Preferred Software Knowledge

• Salesforce CRM
  
• Microsoft Excel (Advanced Functions, Pivot Tables, Dashboards)
  
• Microsoft PowerPoint
  
• Sharepoint
  
  
  

Key Performance Indicators (KPIs)

• Monthly and Quarterly Revenue Achievement
  
• Forecast Accuracy (Target: ≥90%)
  
• CRM Data Accuracy (Target: ≥95%)
  
• Qualified Pipeline Generation (Minimum 3× Monthly Revenue Target)
  
• Proposal Turnaround Time
  
• Lead-to-Opportunity Conversion Rate
  
• Opportunity-to-Win Conversion Rate
  
• Weekly Reporting Compliance
  
• Solution Proposal Quality & Timeliness
  

Preferred Qualifications

• B.E./B.Tech in Engineering or a related discipline.
  
• MBA in Strategy, Operations, Marketing, Technology Management, or a related field is preferred.
  
• 5–7 years of experience in Business Development, Presales, Solution Consulting, Pursuit Management, or Sales Operations within consulting, technology, or digital transformation organizations.
  
• Strong understanding of enterprise business functions, commercial engagement models, and global delivery constructs.
  
• Experience working with Data Engineering, AI/ML, Cloud, Analytics, or Digital Transformation solutions.
  
• Excellent communication, analytical thinking, stakeholder management, presentation, and storytelling skills.
  
• Experience in industries such as CPG, Retail, Manufacturing, BFSI, or Enterprise Technology will be an added advantage.
  
• Ability to work independently while collaborating effectively across sales, delivery, marketing, finance, and leadership teams.