About the Role
We are seeking a strategic and results-driven Business Development Manager to spearhead our growth in AI implementation and Identity Access Management (IAM) solution projects. This role focuses on identifying, qualifying, and securing high-value enterprise contracts for AI transformation and IAM implementation services across both US and Indian markets.
As our BDM, you will own the complete sales cycle—from prospecting and relationship building to proposal development and contract negotiation—working directly with C-suite executives, IT leaders, and procurement teams at mid-market and enterprise organizations in the United States and India. You will work from our Gachibowli office and manage time zones to effectively engage with clients across both geographies.
Key Responsibilities
Strategic Business Development
- Identify and qualify opportunities for AI implementation projects including machine learning pipelines, NLP/search optimization, recommendation engines, conversational AI, and generative AI solutions
- Prospect and develop relationships with enterprise clients seeking IAM solutions (identity governance, privileged access management, single sign-on, multi-factor authentication, role-based access control)
- Build and maintain a robust pipeline of qualified opportunities exceeding ₹40 Cr+ (or $5M+) in annual contract value across US and Indian markets
- Develop account penetration strategies for target enterprise accounts in both geographies: US Fortune 500 companies, Indian IT services firms (TCS, Infosys, Wipro, HCL, Tech Mahindra), large BFSIs, GCCs (Global Capability Centers), and enterprises across key verticals (financial services, healthcare, technology, retail, telecom, manufacturing)
Sales Execution & Deal Management
- Lead discovery sessions to understand business challenges, technical requirements, and buying criteria
- Orchestrate complex sales cycles involving multiple stakeholders (CIO, CISO, VP Engineering, Procurement, Legal)
- Collaborate with technical architects and delivery teams to scope solutions and develop winning proposals
- Negotiate contract terms, pricing structures, and service-level agreements to close deals profitably
- Maintain accurate forecasting and pipeline reporting in CRM systems
Market Intelligence & Positioning
- Monitor AI and IAM market trends, competitive landscape, and emerging buyer needs
- Articulate differentiated value propositions for Ancile's AI and IAM capabilities against competitors (Okta, CyberArk, SailPoint, Microsoft Entra, AWS IAM)
- Provide feedback to product and delivery teams on client requirements and market gaps
Required Qualifications
- 10+ years of B2B enterprise sales or business development experience in technology services, AI/ML solutions, or cybersecurity/IAM
- Proven track record of closing deals valued at ₹4 Cr+ (or $500K+) with average sales cycles of 6-12 months
- Deep understanding of AI/ML technologies and/or IAM platforms with hands-on knowledge of relevant tools:
- AI Tools: OpenAI APIs, Azure OpenAI, AWS Bedrock, Google Vertex AI, Anthropic Claude, LangChain, LlamaIndex, Pinecone, Weaviate, Hugging Face, TensorFlow, PyTorch, or similar ML/LLM platforms
- IAM Tools: SailPoint IdentityIQ/IdentityNow, Saviynt, Okta Workforce/Customer Identity, Oracle Identity Management (OIM/OAM/OIAM), CyberArk PAM, Microsoft Entra ID (Azure AD), Ping Identity, ForgeRock, RSA SecurID, or similar enterprise IAM solutions
- Strong consultative selling skills with ability to diagnose business problems and position technical solutions
- Excellent executive presence and communication skills; comfortable presenting to C-level stakeholders
- Experience navigating complex procurement processes at enterprise organizations
- Bachelor's degree in Business, Computer Science, Engineering, or related field (MBA preferred)
Preferred Qualifications
- Existing network of CIO/CTO/CISO relationships at enterprise accounts in US and/or India
- Prior experience selling to US enterprise clients, with comfort managing EST/PST time zones
- Experience selling professional services, system integration, or implementation projects (vs. SaaS products)
- Relevant certifications such as CISSP, CISM, AWS/Azure/GCP AI/ML certifications, SailPoint Certified IdentityIQ Engineer, or Okta Certified Professional
- Familiarity with cloud platforms (AWS, Azure, GCP) and their native AI/IAM services
- Background in solution engineering, pre-sales, or technical consulting
- Knowledge of compliance frameworks (SOC 2, ISO 27001, NIST CSF, GDPR, HIPAA, PCI-DSS) as they relate to IAM and AI governance
- Track record of exceeding quota (120%+ attainment) in previous roles
- Experience with AI use case development (customer service automation, document processing, fraud detection, personalization engines)
Success Metrics (First 12 Months)
- Generate ₹25-40 Cr ($3-5M) in closed revenue from AI and IAM implementation projects across US and Indian markets
- Build and maintain a qualified pipeline of 3-4x coverage against revenue targets in both geographies
- Achieve 25-30% win rate on qualified opportunities
- Establish strategic relationships with 10+ key enterprise accounts (mix of US and India)
- Contribute to go-to-market strategy refinement based on market feedback
What We Offer
- Competitive compensation package: ₹36 LPA (base) + uncapped commission structure
- Equity participation in a high-growth technology company
- Autonomy to shape the sales strategy and build the playbook
- Direct access to executive leadership and technical experts
- Professional development budget for certifications and industry conferences
- Opportunity to work with cutting-edge AI and IAM technologies on enterprise-scale projects
- Exposure to US and Indian enterprise markets with global career growth potential
About Ancile Inc
- Ancile Inc is a technology solutions provider specializing in AI implementation and Identity Access Management for enterprise clients. We partner with organizations to design, build, and deploy secure, scalable AI systems and robust IAM architectures that drive business value while maintaining the highest standards of security and compliance.
