Descriptions

The Business Development Executive will be responsible for driving revenue growth by identifying, engaging, and converting prospects across the company’s Lines of Business (LOBs). The role requires a strong understanding of sector-specific value propositions, consultative selling skills, and the ability to work closely with internal subject matter experts to move opportunities from initial engagement through to deal closure.

Responsibilities

1. Understanding Value Proposition & Market Segmentation

• Develop a strong understanding of the company’s Lines of Business (LOBs) and their value propositions across key industry sectors.
• Translate technical and functional capabilities of LOBs into clear business value for prospects.
• Stay informed on industry trends, competitor offerings, and customer challenges relevant to each sector.

2. Prospect Identification & Qualification

• Identify and profile appropriate prospects aligned to each LOB and target sector.
• Conduct market research to build and maintain a robust sales pipeline.
• Qualify leads based on business needs, decision-making authority, budget, and readiness.

3. Stakeholder Mapping & Relationship Building

• Identify key stakeholders within prospect organizations, including business, technical, and executive decision-makers.
• Develop and execute stakeholder engagement strategies tailored to each LOB.
• Build and maintain strong, trust-based relationships with prospects over the full sales cycle.

4. Engagement, Presentations & Demos

• Engage prospect stakeholders and effectively position LOB offerings to generate interest.
• Secure meetings, presentations, and product demonstrations.
• Collaborate closely with LOB Subject Matter Experts (SMEs) to prepare and deliver compelling presentations and demos aligned to prospect needs.

5. Needs Discovery & Value Alignment

• During engagements, identify the prospect’s business requirements, challenges, and pain points.
• Map prospect needs to relevant LOB capabilities and articulate how the solutions address those needs.
• Contribute to refining value propositions based on real market feedback.

6. Opportunity Advancement & Deal Closure

• Manage opportunities from post-presentation stage through Proof of Concept (PoC), where applicable.
• Work with internal teams to define PoC scope, success criteria, and timelines.
• Lead prospects from PoC to proposal development, negotiation, and deal closure.
• Ensure accurate sales forecasting and pipeline reporting.

Requirements

Required Qualifications & Experience

• Bachelor’s degree in Business, Marketing, IT, or a related field.
• 3–5 years of experience in B2B business development, enterprise sales, or consultative selling.
• Experience selling technology, data, cybersecurity, analytics, or professional services solutions is an advantage.
• Proven track record of managing complex sales cycles involving multiple stakeholders.

Key Skills & Competencies

• Strong understanding of consultative and value-based selling
• Excellent stakeholder engagement and relationship-building skills
• Ability to understand and articulate technical solutions in business terms
• Strong presentation, communication, and negotiation skills
• Ability to work collaboratively with technical and delivery teams
• High level of initiative, organization, and result orientation

Personal Attributes

• Strategic thinker with strong commercial acumen
• Customer-centric and solution-oriented
• Confident engaging senior-level stakeholders
• Resilient and persistent in complex sales environments

• Develop a strong understanding of the company’s Lines of Business (LOBs) and their value propositions across key industry sectors.
• Translate technical and functional capabilities of LOBs into clear business value for prospects.
• Stay informed on industry trends, competitor offerings, and customer challenges relevant to each sector.
• Identify and profile appropriate prospects aligned to each LOB and target sector.
• Conduct market research to build and maintain a robust sales pipeline.
• Qualify leads based on business needs, decision-making authority, budget, and readiness.
• Identify key stakeholders within prospect organizations, including business, technical, and executive decision-makers.
• Develop and execute stakeholder engagement strategies tailored to each LOB.
• Build and maintain strong, trust-based relationships with prospects over the full sales cycle.
• Engage prospect stakeholders and effectively position LOB offerings to generate interest.
• Secure meetings, presentations, and product demonstrations.
• Collaborate closely with LOB Subject Matter Experts (SMEs) to prepare and deliver compelling presentations and demos aligned to prospect needs.
• During engagements, identify the prospect’s business requirements, challenges, and pain points.
• Map prospect needs to relevant LOB capabilities and articulate how the solutions address those needs.
• Contribute to refining value propositions based on real market feedback.
• Manage opportunities from post-presentation stage through Proof of Concept (PoC), where applicable.
• Work with internal teams to define PoC scope, success criteria, and timelines.
• Lead prospects from PoC to proposal development, negotiation, and deal closure.
• Ensure accurate sales forecasting and pipeline reporting.

• Strong understanding of consultative and value-based selling
• Excellent stakeholder engagement and relationship-building skills
• Ability to understand and articulate technical solutions in business terms
• Strong presentation, communication, and negotiation skills
• Ability to work collaboratively with technical and delivery teams
• High level of initiative, organization, and result orientation
• Strategic thinking
• Communication Skills

• Bachelor’s degree in Business, Marketing, IT, or a related field.
• 3–5 years of experience in B2B business development, enterprise sales, or consultative selling.
• Experience selling technology, data, cybersecurity, analytics, or professional services solutions is an advantage.
• Proven track record of managing complex sales cycles involving multiple stakeholders.