TECEZE
Website:
teceze.com
Job details:
BUSINESS DEVELOPMENT MANAGER
Field Services •Outbound Sales & Lead Conversion
Job Title
Business Development Manager (BDM) – Field Services
Division / Tower
Field Services (FS) Tower
Function
Sales & Business Development
Location
Chennai, Bangalore, Hyderabad, Pune, Delhi
Reports To
Head of Sales – Field Services
Target Segments
GSIs, Direct Enterprise Clients, ISPs/Telecom
Travel
Up to 25% (domestic; occasional international)
Role Overview
The Business Development Manager (BDM) – Field Services is a quota-carrying, hunter-profile sales role responsible for outbound lead generation, prospecting, and converting qualified opportunities into revenue for the Field Services Tower. The BDM will target organisations—including Global Systems Integrators (GSIs), direct enterprise clients, and Internet Service Providers (ISPs)/Telecom operators—who require IT field services such as break-fix, IMAC, smart hands, digital workplace support, IT infrastructure services, wireless, and data centre on-site engineering. This is a high-energy, results-driven role for a self-starter who thrives on building pipeline from scratch and closing deals.
Key Responsibilities
1. Outbound Lead Generation
- Execute a structured outbound prospecting programme to generate a consistent flow of qualified leads for Teceze’s field services portfolio.
- Utilise multi-channel outreach: cold calling, personalised email campaigns, LinkedIn engagement, industry events, and referral networks.
- Research and build target account lists within assigned territory/segment, identifying key decision-makers (IT Directors, Procurement Heads, VP Infrastructure, CTO/CIO).
- Leverage sales intelligence tools (ZoomInfo, LinkedIn Sales Navigator, Apollo, Lusha) to identify buying signals, trigger events, and account insights.
- Achieve weekly and monthly activity targets: outbound calls, emails sent, meetings booked, and demos/presentations delivered.
- Qualify inbound marketing leads (MQLs) and convert them into Sales Qualified Leads (SQLs) through discovery calls and needs assessments.
- Maintain a disciplined CRM hygiene practice—logging all activities, updating opportunity stages, and maintaining accurate contact records in Salesforce/HubSpot.
2. Client Targeting – GSIs, Direct Clients & ISPs
- Develop and execute account penetration plans for assigned GSI accounts—positioning Teceze as a preferred sub-contracting partner for field engineering services globally.
- Build relationships with GSI vendor management, procurement, and delivery teams to secure master service agreements (MSAs) and rate card approvals.
- Target direct enterprise clients across key verticals (BFSI, healthcare, retail, manufacturing, technology, government) who require dedicated, designated, or dispatch field engineering support.
- Engage ISPs, telecom operators, and managed connectivity providers who need last-mile installation, network maintenance, CPE deployment, and wireless site support services.
- Develop tailored value propositions and pitch decks for each segment, addressing specific pain points, SLA expectations, and commercial models.
- Manage the full sales cycle from initial outreach through discovery, proposal, negotiation, and close.
- Collaborate with Pre-Sales and Solutions teams to develop technical proposals, scope documents, and commercial bids for complex opportunities.
3. Pipeline Management & Deal Conversion
- Build and maintain a personal pipeline of ≥3x quota coverage, with balanced distribution across early-stage, mid-stage, and late-stage opportunities.
- Progress opportunities through defined sales stages with clear exit criteria at each gate: prospecting → discovery → qualification → proposal → negotiation → close.
- Prepare and deliver compelling proposals, presentations, and commercial offers—including pricing models (per-ticket, per-engineer, managed service), SLA frameworks, and coverage commitments.
- Negotiate contract terms, pricing, and SLAs in collaboration with Legal and Commercial teams to close deals at or above target margins.
- Accurately forecast monthly and quarterly revenue using opportunity-level probability weighting and commit/upside categorisation.
- Manage deal risks proactively—identifying stalled opportunities, competitive threats, and decision-maker changes early and implementing recovery strategies.
4. Market Intelligence & Reporting
- Provide regular market intelligence to the Head of Sales on competitive landscape, pricing trends, emerging client needs, and industry developments within assigned territory.
- Share client feedback on Teceze’s value proposition, service quality, and competitive positioning to inform GTM strategy refinements.
- Participate in weekly pipeline reviews, monthly deal clinics, and quarterly strategy sessions with sales leadership.
- Prepare and present individual sales performance reports covering pipeline health, conversion rates, revenue forecast, and activity metrics.
Qualifications & Experience
Required:
- Bachelor’s degree in Business, Marketing, Engineering, IT, or related discipline.
- 5–10 years of experience in B2B technology sales, IT services sales, or IT staffing/sub-contracting sales with a demonstrable track record of quota achievement.
- Experience selling IT field services, managed services, IT infrastructure services, or IT outsourcing to enterprise clients or GSIs.
- Proven outbound prospecting skills—ability to generate pipeline from cold outreach and build relationships from scratch.
- Strong understanding of field services delivery models: break-fix, IMAC, smart hands, dedicated/designated/dispatch engineering.
- Proficiency with CRM platforms (Salesforce, HubSpot) and sales engagement tools (Outreach, SalesLoft, LinkedIn Sales Navigator).
- Excellent communication, presentation, and negotiation skills.
- Self-motivated, target-driven, and comfortable operating in a fast-paced, high-growth environment.
Preferred:
- MBA or postgraduate qualification in Sales/Marketing.
- Existing network of contacts within GSIs, enterprise IT procurement, or ISP/telecom operators.
- Experience in a global IT services provider, MSP, or staffing/sub-contracting environment.
- Familiarity with field services technologies and ITSM platforms.
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