Business Development Executive
Must Have Skills
Preferred Skills
Business Development Executive – Modern Infrastructure Services
Location: Kochi, Kerala Territory: Kerala Work Mode: Field-Oriented / On-Site Customer Engagement Experience: 2–3 Years Employment Type: Full-Time Role Type: Business Development / New Business Sales
About the Company
We are hiring on behalf of an established Indian IT services and digital solutions organization, a wholly owned subsidiary of a large conglomerate. The company leverages modern technology capabilities and a strong institutional foundation to deliver comprehensive cloud, infrastructure, managed services, digital transformation, software, and technology solutions to businesses. This is an opportunity to join its Modern Infrastructure Services (MIS) business and directly contribute to expanding its presence within Kerala's dynamic private-sector technology ecosystem.
About the Role
We are seeking a target-oriented Business Development Executive to drive new business for the company's Modern Infrastructure Services (MIS) portfolio across Kerala. This is primarily a hunting and new-customer acquisition role. You will be responsible for identifying prospects, generating qualified opportunities, engaging decision-makers, positioning technology solutions, coordinating with pre-sales teams, negotiating commercials, and converting opportunities into revenue. The role will focus particularly on Small and Medium Businesses (SMBs), IT/ITES companies, mid-market businesses, corporate customers, and organizations located in Infopark, Technopark, Cyberpark, and other business/technology clusters across Kerala.
Key Responsibilities
New Business Development
- Identify and develop new business opportunities for the complete Modern Infrastructure Services portfolio.
- Build and continuously expand a prospect base across Kerala, with a primary focus on Kochi and major IT/business locations.
- Identify organizations with requirements around cloud, infrastructure modernization, managed services, hosting, disaster recovery, DevOps, and related services.
- Generate leads through:
- Cold calling
- Email outreach
- Networking
- Referrals
- Field visits
- Industry events
- Target-account campaigns
- Engage CXOs, Founders, CIOs, CTOs, IT Heads, Infrastructure Heads, Procurement teams, and other key decision-makers.
- Convert prospects into qualified opportunities and ultimately into revenue-generating customers.
Solution Selling
Understand customer requirements and position relevant solutions across:
- Cloud Services: AWS, OCI, Cloud migration, Cloud hosting, Cloud optimization and cost management.
- Managed Infrastructure Services: Cloud operations, Infrastructure operations, DevOps support, Database operations (DBOps), Managed hosting, Application infrastructure support.
- Modernization Services: Application modernization, Infrastructure modernization, VMware / traditional infrastructure modernization, Kubernetes / KubeVirt-related modernization.
- Business Continuity & Resilience: Disaster Recovery, Backup solutions, Business Continuity (BCP), Infrastructure resilience.
- Other Services: Managed cloud services, Infrastructure transformation, Hosting and support, Cloud assessment and migration, Technology optimization.
While deep technical expertise is not expected, you should be able to understand customer pain points and confidently position technology solutions with support from technical/pre-sales teams.
Sales Cycle Ownership
Own opportunities through the complete sales cycle: Prospecting → Lead Qualification → Customer Meeting → Requirement Understanding → Solution Coordination → Proposal → Commercial Discussion → Negotiation → Closure → Order / Contract.
- Coordinate with technical, pre-sales, project, and management teams as required.
- Ensure customer requirements and commercial commitments are clearly documented.
- Coordinate effectively through proposal and negotiation stages.
- Maintain ownership until successful closure and handover.
Pipeline & Revenue Management
Pipeline generation is a key responsibility.
- Build a healthy and continuously replenished sales pipeline.
- Create sufficient pipeline coverage to support quarterly revenue targets.
- Continuously add new qualified opportunities.
- Maintain accurate opportunity stages, expected closure dates, and probabilities.
- Track and improve opportunity conversion rates.
- Provide regular pipeline and sales forecasts to management.
- Maintain accurate CRM and sales records.
- Consistently work toward assigned quarterly revenue targets.
Key Performance Indicators (KPIs)
- Quarterly MIS revenue achievement
- New customer acquisition
- Qualified pipeline generated
- Pipeline coverage
- Opportunity conversion rate
- Number of customer meetings
- New opportunities created
- Forecast accuracy
- Average deal value
- Sales cycle / closure time
- Collection and payment coordination for closed business
Customer Relationship Management
- Build strong relationships with customer decision-makers and influencers.
- Understand customer business and infrastructure challenges.
- Maintain consistent engagement with prospects.
- Identify cross-sell and up-sell opportunities.
- Develop long-term business relationships.
- Ensure smooth handover to delivery/project teams after closure.
Market Development
Actively develop the MIS market across Kerala through:
- Customer visits
- IT park networking
- Industry events
- Business associations
- Referrals
- Customer references
- Partner/OEM relationships
- LinkedIn and professional networks
- Target-account campaigns
- Customer workshops and awareness sessions
Primary Market Focus
- Technology & IT Ecosystem: Infopark, Technopark, Cyberpark, other technology parks and IT clusters, IT/ITES companies.
- Private Sector: SMBs, Mid-market companies, Corporate customers across Healthcare, Manufacturing, BFSI, Education, Hospitality, and Professional Services.
Must-Have Skills & Experience
- 2–3 years of experience in B2B Business Development / Sales.
- Proven experience in new customer acquisition / hunting sales.
- Experience selling IT services, technology solutions, cloud, infrastructure, managed services, system integration, or related services.
- Strong lead-generation and prospecting capabilities.
- Experience managing the complete B2B sales cycle from prospecting to closure.
- Strong consultative and solution-selling skills.
- Experience engaging business and/or IT decision-makers.
- Ability to build and manage a qualified sales pipeline.
- Strong negotiation and closing skills.
- Basic understanding of:
- Cloud computing
- IT infrastructure
- Managed services
- Hosting
- Backup & Disaster Recovery
- DevOps
- Infrastructure / application modernization
- Strong communication and presentation skills.
- Highly target-oriented and comfortable working toward quarterly revenue targets.
- Comfortable with field sales and regular customer visits.
- Valid two-wheeler and four-wheeler driving licenses are mandatory.
- Willingness to travel across Kerala.
Good-to-Have Skills
- Experience selling AWS, OCI, Azure, or other cloud services.
- Experience selling managed cloud/infrastructure services.
- Experience with SMB and mid-market customers.
- Existing network within Infopark, Technopark, Cyberpark, or other IT/business parks.
- Experience selling:
- Cloud migration
- Managed services
- Disaster Recovery
- Backup
- DevOps
- Kubernetes
- Infrastructure modernization
- Hosting
- Experience working with technical/pre-sales teams.
- MBA / PG qualification in Sales, Marketing, or a related field.
- Experience using CRM and sales forecasting tools.
Education
- Bachelor's degree in any relevant discipline.
- MBA / postgraduate qualification in Sales or Marketing will be an advantage but is not mandatory.
Ideal Candidate Profile
We are looking for someone who is comfortable with hunting for business, opening new accounts, meeting customers, creating opportunities, and taking ownership of revenue. This is not primarily an account-maintenance or lead-follow-up role. The successful candidate should be self-driven, proactive, commercially aware, strong in prospecting, comfortable with field sales, persistent in follow-ups, strong at relationship building, confident with decision-makers, results-oriented, willing to travel, and capable of independently building a sales pipeline.
Compensation & Benefits
- Fixed compensation as per the organization's approved structure.
- Performance-linked variable pay based on quarterly revenue achievement.
- Applicable travel expenses/allowances as per company policy.
- Other benefits as applicable under company policy.
Key Success Measure
Success in this role will primarily be measured by your ability to build a sustainable MIS sales pipeline, acquire new private-sector customers, convert opportunities, and consistently deliver quarterly revenue targets.
Screening questions
Asked of every applicant before they can apply.