Business Development Manager (BDM) – IT Services

Location: India – Remote
Employment Type: Full-Time
Experience: 5+ years in Business Development in IT Services Sales
Market: International / US Market Preferred

About this Profile

OpenSource Technologies (OST) is an IT services company providing web and mobile application development and technology solutions to clients globally.

We are looking for an experienced and results-driven Business Development Manager (BDM) – IT Services to lead new business acquisition and revenue growth. This is a hands-on, revenue-focused sales role for an individual who can independently identify opportunities, build relationships with decision-makers, generate and qualify leads, prepare winning proposals, conduct client discussions, negotiate commercials, and successfully close business.

The ideal candidate will have a proven track record in IT services/software development sales and the ability to build business through direct client acquisition, outbound sales, referrals, professional networking, industry events, and other business development channels.

Key Responsibilities

1. Business Development & Revenue Generation

• Own and drive the end-to-end business development and sales cycle, from prospecting and lead generation to negotiation and closure.
• Identify and acquire new direct clients and build a sustainable sales pipeline.
• Generate qualified business opportunities through LinkedIn, referrals, networking, industry events, existing contacts, and other relevant channels.
• Drive lead-to-opportunity and opportunity-to-client conversion.
• Build a strong pipeline of qualified opportunities and maintain accurate sales forecasts.

2. Direct Client Acquisition & Sales

• Develop relationships with all stakeholders.
• Conduct discovery calls and client meetings to understand business requirements, pain points, budgets, timelines, and decision-making processes.
• Present and position OST's IT services and technology solutions based on client requirements.
• Conduct sales presentations, solution discussions, demos, and commercial negotiations independently.
• Own the sales conversation through proposal → negotiation → closure → handover.
• Build long-term relationships with newly acquired clients and identify opportunities for repeat business, upselling, and cross-selling.

3. IT Services / Solution Selling

• Sell and promote technology services including, but not limited to:
  • Custom Software Development
  • Web Application Development
  • Mobile Application Development
  • CRM / Business Applications
  • E-commerce Solutions
  • CMS Solutions
  • AI / Automation Solutions
  • Dedicated Development Teams / IT Consulting
• Understand client requirements and translate business needs into suitable technology solutions.
• Work closely with technical, pre-sales, and delivery teams to develop appropriate solutions and commercial proposals.

4. Proposal & RFP Management

• Prepare customized proposals, presentations, quotations, SOWs, RFP/RFI responses, and commercial documents.
• Understand the client's requirements and develop compelling solution proposals aligned with their business objectives.
• Coordinate with internal technical teams for solution estimation, timelines, scope, and pricing.
• Present proposals directly to clients and lead proposal-related discussions through closure.
• Ensure proposals are commercially competitive while protecting business margins.

5. Networking & Market Development

• Build and leverage a strong professional network within the IT, software, technology, startup, and business ecosystem.
• Proactively identify opportunities through professional associations, business communities, conferences, meetups, networking events, referrals, and industry events.
• Represent OST at relevant business networking events, conferences, exhibitions, and client meetings.
• Develop relationships that can generate qualified opportunities and long-term business partnerships.
• Identify new markets, industries, service opportunities, and potential strategic partnerships.

6. International / US Market Engagement

• Develop and manage relationships with international clients (US/UK Preferably)
• Be comfortable communicating with clients and decision-makers during US business hours / overlapping time zones when required.
• Understand international client expectations, sales cycles, communication styles, and business practices.
• Willingness to travel domestically or internationally for client meetings, networking events, conferences, and business development activities, as required.

7. Sales Pipeline & Reporting

• Maintain an updated sales pipeline and client information in CRM or relevant sales tools.
• Track leads, opportunities, proposals, follow-ups, conversion rates, deal values, and closures.
• Provide regular reports on sales activity, pipeline health, forecast, revenue, and target achievement.
• Monitor market trends, competitors, client needs, and emerging technology opportunities.

Required Skills & Experience

• 5+ years of proven experience in Business Development / B2B Sales, preferably within an IT services, software development, technology consulting, or digital solutions company.
• Demonstrated experience in new client acquisition and Lead generation.
• Proven track record of converting leads into paying clients and closing IT services/software development deals.
• Strong experience in end-to-end sales cycle management.
• Experience dealing directly with international clients; US/UK market
• Strong understanding of software development and IT services.
• Excellent business communication, presentation, negotiation, and relationship-building skills.
• Strong proposal writing and RFP/RFI response experience.
• Ability to independently conduct discovery calls, presentations, negotiations, and client meetings.
• Strong networking and relationship-building capabilities.
• Experience using tools such as LinkedIn Sales Navigator, Apollo, ZoomInfo, HubSpot, Salesforce, Zoho CRM, or similar lead-generation/CRM platforms is preferred.
• Strong commercial understanding with the ability to discuss pricing, scope, timelines, and contracts.
• Comfortable working with targets and performance-based incentives.
• Comfortable working with US time-zone overlap / flexible working hours when required.
• Willingness to travel for client meetings and business development/networking activities.

What We Are Looking For

We are looking for a hunter and closer, not someone whose role is limited to lead generation.

The ideal candidate should be able to demonstrate:

• New clients acquired
• Lead Generation
• Deals successfully closed
• Average / largest deal value handled
• Lead-to-client conversion experience
• Existing professional/business network
• Experience with direct clients and decision-makers
• Experience selling IT/software services
• Ability to independently manage the complete sales cycle

Candidates with a proven record of bringing new business and generating revenue will be strongly preferred.

Qualification

• Bachelor's degree in Business, Marketing, IT, Management, or a related field preferred.
• MBA / PGDM in Sales, Marketing, or Business Management is an advantage but not mandatory.
• Strong English communication skills, both verbal and written.