BUSINESS DEVELOPMENT

SENIOR MANAGER - BUSINESS DEVELOPMENT

New Logo Acquisition | External Customers

Location: Gurugram

Experience: 10-15 years

Work Mode: Work from Office

Role Overview

Outscale is expanding its business and is looking for an experienced, commercially driven business development professional to acquire external customers. The role will own & support the complete new-logo sales lifecycle, from market research and prospecting to solutioning, commercial negotiation and closure.

This is a hunter role. The successful candidate must be able to build pipeline from zero through structured outbound prospecting and account development, rather than relying primarily on inbound leads, existing accounts or referrals.

Key Responsibilities

• Work towards developing indepth knowledge and understanding of Outscale's solution and ways of operating
• Develop and execute targeted business development strategies to acquire new external customers and expand market presence.
• Identify opportunities across outsourcing, offshoring, shared services, managed services, GCC/GBS, BOTT and business transformation.
• Build a strong pipeline of qualified opportunities across target industries and geographies.
• Conduct account research to identify decision-makers, buying centres, business priorities and outsourcing triggers.
• Build relationships with CHROs, CFOs, COOs, Shared Services Leaders, GCC Heads and Operations Executives.
• Drive prospecting through LinkedIn, email, calls, executive networking, industry events and referrals.
• Lead discovery discussions to understand client operating models, pain points, transformation priorities and outsourcing readiness.
• Qualify opportunities based on a validated business need, identified decision-maker, indicative scope/value and agreed next action.
• Support the complete pursuit cycle, including solutioning, proposal/RFP response, business case, commercials, negotiation, contracting and closure
• Liason with US Sales team as needed for successful closing.
• Work with Operations, Solutioning, Finance, Technology/AI, Legal and leadership to develop commercially viable client solutions.
• Maintain accurate CRM data, pipeline visibility, forecasts and clear attribution of personally sourced opportunities.
• Maintain 20X vetted client pipeline against targets
  
  

Solutions in Scope

• BPO / BPM and Managed Services
• HR, Finance, Payroll and Procurement Shared Services
• GCC / GBS and BOTT models
• Business Transformation Services
• Technology-enabled Outsourcing Solutions
• Operations and Helpdesk Services
  
  

Required Experience

• 10-15 years of B2B business development experience, with a strong record of personally originating and closing net-new outsourcing/offshoring opportunities.
• Direct selling experience in BPM/BPO, Shared Services, Managed Services, GCC/GBS or technology-enabled outsourcing is strongly preferred.
• Proven experience managing opportunities from prospecting and qualification through deal closure.
• Demonstrated success building pipeline independently rather than primarily managing inbound, existing client or partner-generated opportunities.
• Experience engaging CXO and senior business stakeholders through consultative and solution selling.
• Experience selling into the US, UK, Europe, Middle East and/or APAC. Direct experience in the US, UK and Middle East is preferred.
• Working understanding of FTE-based, transaction-based and managed-services pricing, offshore/onshore economics, productivity assumptions, margins and client business cases.
  
  

Key Skills

• New logo hunting and account-based selling
• Consultative and solution selling
• Opportunity discovery and qualification
• Executive stakeholder management
• Sales pipeline and forecast management
• Proposal and RFP leadership
• Commercial negotiation and business case development
• Cross-functional pursuit management
• Strong written and verbal communication
  
  

Preferred Tools

Salesforce / HubSpot / Microsoft Dynamics; LinkedIn Sales Navigator; ZoomInfo / Apollo; Microsoft Office.

Must have skills

• Communication
• Presentation
• Sales
• Sales Pipeline
• ICP Research