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Senior Manager — Business Development & Enterprise Sales
Own new-business acquisition and strategic account growth for IICL's AI, automation, enterprise technology and technology team expansion portfolio. The role combines consultative enterprise selling, solution shaping, commercial ownership and team leadership. Success means converting complex customer priorities into well-qualified, profitable and deliverable engagements.
What you will do
Develop and execute a focused go-to-market plan across selected industries, territories and enterprise account segments.
Own the full sales cycle from account strategy and first conversation through discovery, solution alignment, proposal, commercial negotiation, closure and structured handover.
Build relationships with C-suite leaders, business heads, technology leaders, procurement teams, HR and talent leaders, and functional decision-makers.
Diagnose customer priorities and position the right IICL combination of AI solutions, automation products, project teams, managed services or technology capability expansion.
Create account plans, stakeholder maps, pursuit strategies and mutual action plans for priority opportunities.
Work with solution, product, delivery, finance and legal teams to shape credible scope, timelines, commercials, assumptions, risks and governance.
Lead capability presentations, discovery workshops, product demonstrations, RFP and RFI responses, and executive-level proposals.
Maintain a healthy, evidence-based pipeline with clear qualification, stage discipline, next actions, probability and forecast dates.
Negotiate commercials and contractual positions within approved authority while protecting margin, delivery feasibility and long-term account value.
Identify expansion opportunities within existing relationships and build referral, partner and ecosystem channels where strategically relevant.
Coach junior Business Development resources on research, messaging, qualification, CRM hygiene and professional follow-up.
Provide leadership with accurate forecasts, market intelligence, win/loss insight and recommendations to improve proposition-market fit.
What we are looking for
Demonstrated success in B2B enterprise sales for IT services, AI and automation, SaaS, digital transformation, cloud and data services, or technology solutions.
Evidence of owning complex, multi-stakeholder sales cycles and closing new-logo business.
Strong discovery, consultative selling, proposal writing, commercial negotiation and executive presentation capability.
Ability to translate technical capabilities into business outcomes without making unsupported product or delivery claims.
Working knowledge of CRM-based pipeline management, forecasting, account planning and sales governance.
High ownership, sound judgement, ethical selling standards and the resilience to manage long enterprise decision cycles.
Preferred background
Existing relationships across enterprise technology centres, global capability operations, BFSI, retail, healthcare, manufacturing, IT and ITES, or growth-stage product companies.
Experience selling both services and products, including cross-functional solution creation with pre-sales and delivery teams.
Experience mentoring or managing junior sellers and building a repeatable sales operating rhythm.
MBA or relevant postgraduate qualification is useful but not mandatory where experience demonstrates equivalent capability.
How success will be measured
Final targets are agreed by role and review period. Core measures include:
Revenue, bookings and gross-margin contribution against agreed targets.
Qualified pipeline creation, pipeline coverage and progression quality.
New-logo wins, strategic account expansion and partner-sourced opportunities.
Win rate, sales-cycle discipline and forecast accuracy.
Quality of commercial handover and early customer alignment after closure.
Improvement in junior team productivity, messaging quality and qualification standards.
First 90 days
Confirm priority sectors, account segments, propositions and a measurable territory plan with leadership.
Build a qualified target-account pipeline and establish active executive conversations in priority accounts.
Implement a consistent opportunity-review, forecasting and coaching cadence across the Business Development function.