Field Sales BDM, Managed IT Services (India)

8 years of relevant experience ideally

Hyderabad

FTE

General Shift 11 AM - 8 PM IST

Role overview

Item

Detail

Job title

Business Development Manager, Field Sales (Managed IT

Services)

Department

Sales

Location

• Hyderabad, India, with field travel across the assigned
• territory
• Reports to
• Regional Sales Head / Head of Sales
• Employment type
• Full-time, permanent

Experience

3-8 years in B2B IT services or infrastructure sales

(adjust to your seniority band)

About the role

• We are looking for a hunter-minded Field Sales BDM to grow
• our Managed IT Services business in India. You will own the full sales cycle:
• prospecting mid-market and enterprise accounts, meeting decision-makers in
• person, shaping solutions with our presales team, and closing multi-year
• recurring-revenue contracts.

Key responsibilities

• •Identify, target and win new customers for managed
• services such as managed infrastructure, helpdesk and service desk, end-user
• computing, network and security management, cloud and hybrid management, backup
• and DR, and AMC/FMS.
• •Build and manage a healthy pipeline through cold
• outreach, field visits, referrals, OEM and partner leads, industry events and
• networking.
• •Meet CXOs, IT Heads, CIOs/CISOs, Procurement and
• Finance stakeholders to understand business needs and position value-led
• solutions.
• •Work with presales and delivery teams on solution
• design, SLAs, commercials, proposals and RFP/RFQ/tender responses.
• •Lead negotiations and close deals with clear scope,
• pricing and contract terms (MSA, SOW, SLA).
• •Achieve quarterly and annual targets for new bookings,
• TCV/ACV and gross margin.
• •Maintain accurate pipeline, forecasts and activity in
• the CRM, with regular reviews with leadership.
• •Collaborate with OEMs and channel partners (e.g.,
• Microsoft, Cisco, Dell, HP, Fortinet, AWS/Azure) on joint account plans.
• •Hand over won accounts smoothly to delivery and account
• management, and support renewals and upsell.
• •Track the competitive landscape, pricing trends and
• local market opportunities.

Requirements

• Must have
• •Bachelor's degree (MBA or PGDM in Sales/Marketing
• preferred).
• •3-8 years of B2B field sales experience in managed
• services, IT infrastructure, system integration, cloud or cybersecurity.
• •Proven record of meeting or exceeding targets, with a
• demonstrable closed-deal history.
• •Strong understanding of the Indian enterprise and
• SMB/mid-market IT buying cycle, including the roles of IT, procurement, finance
• and the CXO.
• •Excellent communication, presentation and negotiation
• skills in English and the local language of the territory.
• •Willingness to travel extensively within the territory
• (and occasionally outside it).
• •Comfort with a CRM (Salesforce, Zoho, HubSpot or
• similar) and MS Office.
• Good to have
• •Experience in sectors such as BFSI, manufacturing,
• healthcare, education, retail/logistics or government/PSU.
• •Familiarity with tender portals (GeM, e-procurement)
• and public-sector procurement norms.
• •Working knowledge of ITIL, ISO 27001, SLA-based
• contracting and recurring-revenue models.
• •Existing relationships with IT decision-makers in the
• target region.
• •Sales or OEM certifications (e.g., Microsoft, AWS,
• Cisco, Sandler/Solution Selling).

Key competencies and KPIs

• Hunter mindset and self-drive. Consultative, solution-led
• selling. Account planning and territory management. Resilience in long
• enterprise sales cycles. Commercial and contractual awareness. Collaboration
• across presales, delivery and finance.

KPIs

• •New logo acquisition and bookings vs. target (TCV/ACV)
• •Pipeline coverage (typically 3-4x of target)
• •Win rate and average deal size
• •Gross margin on deals
• •Number of qualified field meetings per week/month
• •Forecast accuracy and CRM hygiene