Business Development Manager (BDM)

Job Description

The Business Development Manager (BDM) will focus on winning new clients through sales pipeline development, deal pursuit and deal closure for the Industry Vertical in Qatar. The BDM role is customer facing and accountable for origination-to-closure of IT and consulting service deals in Qatar. The BDM will build credibility to gain market share for LTM and is the go-to point of contact for the end-to-end sales cycle with clients for must win and other assigned accounts. Additionally, the BDM collaborates with relevant LTM service lines, pre-sales and delivery teams to structure value proposition proposals and negotiate contracts for clients. The ideal candidate would have successful sales experiences and proven ability to build long term rewarding relationships across all levels of an organization including CXO levels.

Key Responsibilities

• A significant amount of your time will focus on identifying and generating new business leads and expanding the client base through active networking and relationship building with new clients in your assigned area. This includes generating new business with existing active clients and strategic partners. In order to achieve in this role, you will need to be a successful with establishing strategic partnerships and relationships to leverage on their network and cold calling into the C Suite level of organizations.
• Follow-up and close client leads assigned to you. This includes client management, contract management, and offer negotiation.
• Regularly prepare sales plans for your area, including actions, to meet and exceed identified sales goals
• Thoroughly understands client needs to provide the right solution and resolve client problems
• Promote and sell LTM portfolio for digital transformation and IT services.
• Communicate and demonstrate the value LTM brings in solving business and IT problems for clients. Understand client requirements and expectations.
• Generate business from campaigns and plans to penetrate new accounts and build a platform to scale accounts into multimillion-dollar engagements.
• Achieve net new revenue, profitability, collection targets and quarterly and annual targets across the mix of LTM service lines.
• Achieve high customer satisfaction, references and case studies to support future sales.
• Partner with pre-sales teams to develop in-depth understanding of LTM products, related solutions and knowledge of the BFSI/Public Sector domain to craft client solutions to drive a successful sales engagement.
• Liaise closely with the LTM delivery teams to provide pre-and post-sales support and assistance to client to build a foundation for growth.

Experience Required

• Proven experience of selling into across Industry
• Existing relationships at CXO level
• Proven track record in opening and winning business at new client’s accounts and in winning new business from existing accounts
• Proven track record of successful deals in the $5m to $50m range
• Demonstrated history of regularly achieving multi-million sales quotas
• Excellent communication skills, confidence and demonstrated ability to build relationships at all levels including at the CxO level
• Strong experience establishing relationships with the highest level of an organization, such as CEOs, Presidents and/or Owners
• Excellent communication, presentation, negotiation, persuasion and professional skills with high integrity and aptitude for business development
• High energy, self-starter – comfortable working remotely for a fast-paced and dynamic business
• Results orientated and highly organised
• Experience selling a broad IT service portfolio encompassing consulting, applications development and maintenance, testing and infrastructure management services into new accounts
• Consultative sales style, creative thinking with a pragmatic approach
• Experience working collaboratively with marketing teams and internal key stakeholders
• Analytical and keeps up to date with market and technology trends

Experience with onsite/offshore model and working in a multi-cultural environment