Business Development Specialist
Location: Chennai, India (Onsite)
Target Markets: US/Canada and UK/Europe
Function: Sales & Business Development
Employment Type: Full-time
Experience: 17 years
About DSRC
DSRC is a global IT services company with over five decades of experience delivering IT consulting, custom application development, product engineering, and digital transformation services. We work closely with mid-market and enterprise customers across the US, UK, and Europe, enabling them to scale and modernize their technology platforms.
Role Overview
As part of our growth plans, we are looking to add Business Development Specialists with experience in IT consulting and custom software development services. This is a hands-on role with ownership of the full sales cycle, from ICP-led lead sourcing through opportunity qualification and customer conversion across international markets. The role demands structured sales execution, disciplined pipeline management, and direct engagement with senior customer stakeholders.
Key Responsibilities
- Source, build, and manage a qualified sales pipeline aligned to defined Ideal Customer Profiles (ICP) for the assigned geography (UK/Europe or US/Canada).
- Execute outbound prospecting using multiple touchpoints including email, LinkedIn, calls, and structured follow-ups.
- Research target accounts, industry context, and key stakeholders to enable relevant and personalized engagement.
- Initiate, qualify, and progress opportunities through the sales funnel, leading to account and customer conversion.
- Own early-stage sales activities end-to-end, from initial outreach through discovery and opportunity handover.
- Independently handle introductory and discovery calls, including high-level capability presentations to CxO stakeholders (CEO, COO, CTO, Head of Engineering).
- Conduct structured discovery conversations to understand customer business objectives, technology landscape, and delivery challenges.
- Position DSRC's IT consulting, custom application development, and delivery services effectively based on customer needs.
- Collaborate closely with Account Managers, Sales Leaders, Marketing, and Delivery teams to ensure smooth opportunity transition and progression.
- Maintain accurate pipeline visibility, activity tracking, and forecasting within HubSpot CRM.
- Consistently achieve defined activity, pipeline, and opportunity conversion targets.
Required Skills & Experience
- 17 years of experience in B2B business development within IT consulting, custom software development, or technology services.
- Proven experience owning early-to-mid stages of the sales cycle in international markets.
- Strong outbound prospecting and multi-touch engagement experience.
- Ability to conduct structured discovery and present capabilities credibly to CxO-level stakeholders.
- Experience using CRM platforms, preferably HubSpot, with strong pipeline discipline.
- Solid understanding of custom application development, digital transformation, or offshore delivery models.
- Highly organized, self-driven, and performance oriented.
Key Competencies
- ICP-led prospecting and qualification
- Discovery-driven selling
- Executive communication and presentation
- Pipeline ownership and forecasting accuracy
- CRM hygiene and reporting discipline
- Collaborative, cross-functional working style
Success Measures
- Qualified pipeline generated and progressed within assigned geography
- Number and quality of discovery conversations and opportunities created
- Lead-to-opportunity and MQL-to-SQL conversion rates
- Accuracy and consistency of CRM data and forecasting
- Contribution to customer conversions and revenue growth
Qualifications:
- Bachelors or Post-graduate in Business, Marketing, or a related field.
- Proven, relevant experience in B2B business development particularly focusing on new business development in the respective markets.
- Excellent communication and relationship-building skills.
- A self-starter with a strong sense of ownership and accountability.
- Familiarity with marketing data platforms, sales automation and CRM tools and lead generation strategies.
Compensation and Benefits:
- Competitive base salary with performance-based bonuses.
- Comprehensive health insurance.
- Opportunities for growth and professional development.
