About the Role
We are seeking a relationship-driven Business Development Manager (BDM) with 26 years of experience in converting business opportunities, nurturing client relationships, and driving revenue growth through upselling and cross-selling.
This role is not responsible for new lead generation. Instead, the BDM will focus exclusively on converting inbound or internal leads, strengthening existing accounts, and maximizing revenue potential across BigStep Technologies AI and Digital Product Engineering offerings.
Roles and Responsibilities
Lead Conversion (No New Lead Generation)
- Take ownership of all incoming leads, primarily from existing accounts, marketing, referrals, and internal teams.
- Understand client needs, qualify the opportunity thoroughly, and convert leads into active deals through structured engagement.
Upselling & Cross-Selling
- Strategically map BigStep's AI, Digital Transformation, Cloud, and Product Engineering capabilities to client requirements.
- Identify and pitch additional services, upgrades, and enhancements to increase contract size and revenue per account.
- Drive expansion across multiple service lines by identifying new use cases in current accounts.
Relationship Management (Farming Focus)
- Build and maintain strong, long-term relationships with decision-makers and influencers within assigned accounts.
- Conduct regular check-ins, review meetings, and on-site visits when needed to understand evolving needs.
Stakeholder Coordination
- Serve as the single point of contact between clients and internal teams (Delivery, Tech Leads, Product, Finance).
- Ensure seamless communication, alignment on expectations, and smooth execution of engagements.
CRM Ownership
- Maintain accurate, up-to-date CRM entries for all activitiesconversations, opportunity stages, forecasts, and revenue projections.
- Use CRM insights to support leadership with data-driven business intelligence.
Account Insights & Reporting
- Track and report account status, competitor behavior, client feedback, and potential new business drivers.
- Share insights with leadership and product teams to improve offerings and client satisfaction.
Representation at Events (Optional / As Needed)
- Attend key client or industry events when required to strengthen relationships and represent BigStep Technologies professionally.
Required Skills & Qualifications
- Bachelor's or Master's degree in IT, Business, Marketing, Communications, or a related technical field.
- 26 years of experience in Sales, Account Management, or Farming roles within IT services, SaaS, Cloud, or Digital Engineering domains.
- Proven track record of converting leads, upselling, cross-selling, and growing revenue from existing accounts.
- Strong communication and presentation skills for articulating complex solutions virtually and in-person.
- Expertise in CRM tools (Salesforce, HubSpot, etc.) with disciplined pipeline and account activity tracking.
- Ability to manage multiple stakeholders and navigate complex account structures.
