Website:
ampirio.in
Job details:
ABOUT AMPIRIO PRIVATE LIMITED
AMPIRIO Private Limited is the India-based subsidiary of NAVMEDA, a German-Indian digital transformation company combining German leadership with Indian engineering and delivery capabilities.
We help businesses design, build, and operate digital products and technology capabilities through custom software development, SaaS and platform engineering, dedicated engineering teams, and Build-Operate-Transfer (BOT) models.
Engineering Infrastructure. Not Just Development.
BUSINESS DEVELOPMENT MANAGER – B2B TECHNOLOGY & IT SERVICES
Location: Gurugram, Haryana (Spaze I-Tech Park, Sector 49)
Workplace: Hybrid
Employment Type: Full-time, Permanent
Experience: 3–6 years
Reports To: CEO (Germany)
Compensation: Fixed salary + commission on gross margin of won business
ABOUT THE ROLE
We are looking for a Business Development Manager to build AMPIRIO’s commercial engine from the ground up.
This is not a traditional business development role where you inherit an established pipeline, CRM, collateral library, partner network, or sales process. You will help build these capabilities — and then use them to win business.
You will have significant freedom to determine which markets, customer segments, service lines, and commercial channels should be pursued first.
India, ASEAN, the UK, Nordics, continental Europe, system-integrator subcontracting, and other commercially credible routes may all be considered.
The expectation is not to pursue everything. It is to determine where we can win fastest and sustainably, prove your reasoning, and build a repeatable commercial motion around it.
One principle is non-negotiable: Sell only what we can deliver.
KEY RESPONSIBILITIES
Market Selection & Go-to-Market
• Identify and prioritize markets, customer segments, and service lines with strong commercial potential.
• Build and defend a go-to-market strategy based on market accessibility, delivery capabilities, and revenue potential.
• Define how our services should be positioned, packaged, priced, and taken to market.
• Test commercial channels and discontinue approaches that do not demonstrate credible potential.
• Continuously refine the strategy based on real market feedback.
Pipeline Development – From Zero
• Build the target-account universe from the ground up.
• Identify relevant decision-makers and buying committees.
• Design and execute outreach through direct prospecting, LinkedIn, referrals, events, partners, and other relevant channels.
• Own qualification against commercial potential, delivery capacity, strategic fit, and expected margin.
• Carry opportunities from first contact through discovery, solutioning, proposal, negotiation, and close.
Tenders, RFPs & Bids
• Identify and qualify opportunities across public procurement portals, enterprise sourcing suites, and IT project marketplaces.
• Manage supplier registrations and prequalification processes.
• Own RFP, RFQ, and tender submissions end to end — including requirements analysis, technical coordination, compliance, deadlines, and submission.
• Build a reusable bid library covering capability statements, references, team profiles, security and data-protection responses, and win/loss insights.
• Ensure every completed submission makes the next one faster and stronger.
Partner, Broker & Subcontractor Channels
• Build relationships with IT staffing companies, vendor brokers, MSP/VMS programmes, system integrators, and consultancies that subcontract engineering capacity.
• Pursue supplier listings, framework agreements, preferred-supplier programmes, and strategic partnerships.
• Own supplier onboarding and associated commercial documentation.
• Develop partner and intermediary relationships into sustainable sources of qualified opportunities and repeat demand.
Commercial Infrastructure
• Select and implement the CRM and prospecting technology stack.
• Define pipeline stages, qualification standards, forecasting methodology, and reporting.
• Establish win/loss tracking and use the results to improve commercial strategy.
• Provide concise reporting that gives the CEO clear visibility into pipeline health, risks, and opportunities.
• Create the initial sales collateral required, including presentations, one-pagers, capability material, and proposal content.
Delivery & Engineering Interface
• Work directly with engineering leadership during discovery and solution development.
• Validate technical feasibility, staffing requirements, timelines, and delivery capacity before making client commitments.
• Coordinate commercial and technical stakeholders during proposal development.
• Ensure commercial commitments support sustainable delivery margins.
• Stay involved after contract signature until the engagement is stable.
REQUIRED QUALIFICATIONS
• 3–6 years of experience in B2B enterprise sales, business development, or pre-sales within technology, IT services, software, or related industries.
• Demonstrated ownership of B2B deals beyond lead qualification.
• Proven experience building a market, territory, channel, or pipeline from zero.
• Hands-on, end-to-end experience with RFPs, RFQs, bids, or tenders.
• Strong understanding of multi-stakeholder enterprise sales cycles and procurement processes.
• Technical fluency sufficient to conduct discovery conversations around software platforms, integrations, architecture, engineering capabilities, and delivery models.
• Strong commercial judgement and negotiation skills.
• Fluent business English with excellent written and verbal communication skills.
• High degree of independence, ownership, and self-direction.
• Ability to work effectively across India-Germany time zones.
PREFERRED QUALIFICATIONS
• Experience selling offshore/nearshore software engineering services, dedicated engineering teams, ODC, or BOT engagements.
• Existing relationships with IT staffing firms, vendor brokers, MSP programmes, system integrators, or partner managers.
• Experience selling into European or other international markets.
• German or another European language.
• Working knowledge of GDPR for European B2B prospecting.
• Domain experience in financial services, real estate, or energy.
• Experience implementing or configuring a CRM.
• Experience securing supplier relationships, framework agreements, or preferred-vendor status.
WHAT SUCCESS LOOKS LIKE
First 90 Days
• Market and customer segment selected with clear commercial reasoning.
• CRM and prospecting stack operational.
• Target-account universe established.
• Initial outreach running.
• Priority tender and supplier-platform registrations completed.
• First intermediary and partner relationships initiated.
Within 6 Months
• At least one commercial channel demonstrably working.
• Recurring opportunities emerging through partners, brokers, supplier networks, or direct business development.
• Relevant supplier or partner listings secured.
• Qualified second meetings occurring consistently.
• Bid library v1 established.
• Clear evidence of which channels should be scaled and which should be discontinued.
The six-month checkpoint is about structure and commercial traction — not simply closed revenue.
Within 12 Months
• First business closed.
• Repeatable business-development motion documented.
• Reliable pipeline and forecasting established.
• Commercial channels prioritized based on demonstrated results.
• Forecast credible enough to support engineering capacity planning.
WHAT WE OFFER
• Direct ownership of building the commercial function.
• Direct reporting to the CEO in Germany.
• Freedom to select target markets, channels, and commercial tools.
• A real operating budget for building the function.
• Fixed salary plus commission based on the gross margin of business won.
• Direct access to engineering and company leadership.
• An international German-Indian working environment with significant autonomy and responsibility.
WHAT THIS ROLE IS NOT
• Not an account-management role — there is no established portfolio of accounts.
• Not a lead-follow-up role — there is no existing pipeline being handed over.
• Not a role backed by a mature marketing or SDR organization — initially, you will create much of the material and infrastructure you need.
• Not a role where someone hands you a sales playbook — you are expected to help build it.
WHO WILL SUCCEED
We are looking for a builder who can also sell.
You should be comfortable moving between strategy and execution: selecting a market, prospecting accounts, developing partner relationships, working through an RFP, discussing feasibility with engineering, improving proposals, and reviewing the pipeline with the CEO.
We want to understand what you have built before:
What existed on your first day? What did you personally build? What worked? What failed? What existed when you were finished?
If you want ownership rather than a predefined sales process — and have the judgement and discipline to build one — we would like to hear from you.
Join AMPIRIO Private Limited and help build the commercial engine behind our next stage of international growth.
Click on Apply to know more.