TechTiera Corporation→
Senior Business Development Manager – IT… at TechTiera… · Hyderabad
Job Description
Senior Business Development Manager – IT Managed Services
Company: TechTiera
Function: Business Development – Managed Services
Experience: 8–15+ Years
Location: India – Remote / Hybrid
Preferred Locations: Hyderabad, Bengaluru, Noida/NCR, Pune, Chennai, Mumbai
Employment Type: Full-Time
About Opportunity:
- TechTiera is seeking an accomplished, entrepreneurial, and highly driven Senior Business Development Manager – IT Managed Services to accelerate the growth of our Managed Services business.
- This is primarily a new-logo acquisition and business development role for an experienced technology services sales professional who can identify opportunities, establish relationships with senior IT decision-makers, understand customer operational challenges, position appropriate managed services solutions, and convert opportunities into long-term engagements.
- We are looking for someone who understands that Managed Services selling is not simply selling resources or rate cards. The successful candidate must be capable of engaging customers around business outcomes, service levels, operating models, transformation, security, availability, cost optimization, governance, and continuous improvement.
- The primary objective is to bring new customers, new managed services opportunities, and recurring revenue to TechTiera.
TechTiera Managed Services Portfolio
The successful candidate will help take TechTiera's broad managed services capabilities to the market, including:
IT Infrastructure & End-User Managed Services
- End-User Computing (EUC) Support
- Service Desk / Help Desk
- Desktop and Endpoint Management
- Microsoft 365 Administration and Support
- Active Directory / Microsoft Entra ID
- Identity and Access Management
- Device and Application Management
- Network Administration and Support
- Server and Infrastructure Management
- Virtual Desktop / VDI Support
Cloud Managed Services
- Microsoft Azure
- Amazon Web Services (AWS)
- Google Cloud Platform (GCP)
- Oracle Cloud Infrastructure (OCI)
- Cloud Infrastructure Operations
- Monitoring and Administration
- Backup and Disaster Recovery
- Cloud Security
- Cloud Optimization and FinOps
- DevOps and Platform Operations
Cybersecurity Managed Services
- Security Operations
- SOC Services
- SIEM Monitoring and Management
- Endpoint Security / EDR
- Vulnerability Management
- Identity Security
- Security Monitoring and Incident Management
- Governance and Security Operations Support
Enterprise Application Managed Services
- SAP
- Microsoft Technologies
- Microsoft 365 / SharePoint
- Enterprise Content Management
- Hyland Alfresco / OnBase
- OpenText Documentum
- Intelligent Capture / IDP
- Automation / RPA
- CRM and other enterprise applications
- Application Support and Maintenance
Managed Application & Engineering Services
- Application Maintenance and Support
- Production Support
- Application Monitoring
- L2/L3 Technical Support
- Enhancement and Release Management
- DevOps / SRE Support
- Database and Integration Support
- Custom Application Managed Services
Key Responsibilities
New Logo & Business Acquisition
- Identify, pursue, and acquire new enterprise customers for TechTiera's Managed Services offerings.
- Build and maintain a strong pipeline of qualified managed services opportunities.
- Independently originate opportunities through professional relationships, networking, market intelligence, targeted prospecting, partners, and industry channels.
- Establish relationships with CIOs, CTOs, CISOs, Heads of Infrastructure, IT Operations Leaders, Application Leaders, Procurement executives, and other senior technology decision-makers.
- Position TechTiera as a long-term technology and managed services partner rather than a transactional service provider.
- Develop relationships across multiple stakeholders within target organizations.
- Drive opportunities from initial introduction through discovery, solutioning, proposal, commercial negotiation, contracting, and closure.
Consultative Managed Services Selling
- Understand the customer's current IT operating environment, business objectives, challenges, risks, service expectations, and transformation roadmap.
- Conduct discovery conversations around:
- Current operating model
- Service desk and support environment
- Infrastructure and cloud operations
- Application landscape
- Cybersecurity requirements
- Current vendors and contracts
- Service-level challenges
- Cost optimization
- Automation opportunities
- Governance and compliance requirements
- Business continuity and disaster recovery
- Translate customer challenges into potential TechTiera managed services solutions.
- Work with technical architects, practice leaders, delivery teams, and SMEs to develop appropriate solutions and operating models.
- Participate in customer workshops, presentations, solution walkthroughs, proposal defenses, and executive discussions.
RFP / RFI & Proposal Management
- Identify and qualify Managed Services RFP, RFI, RFQ, and sourcing opportunities.
- Coordinate with TechTiera's technical, delivery, finance, legal, and leadership teams to develop competitive proposals.
- Contribute to:
- Solution strategy
- Service scope
- Delivery model
- Governance model
- SLA/KPI framework
- Staffing model
- Transition approach
- Commercial structure
- Pricing strategy
- Risk assessment
- Lead or actively participate in customer presentations and proposal-defense sessions.
- Drive opportunities through procurement, due diligence, contract negotiation, and final closure.
Commercial & P&L Responsibility
The successful candidate must approach Managed Services opportunities with a strong commercial mindset.
Responsibilities include:
- Develop commercially viable managed services opportunities with sustainable margins.
- Understand pricing models including:
- Fixed Monthly Fee
- Per-User / Per-Device Pricing
- Consumption-Based Pricing
- Dedicated Team Models
- Shared Services Models
- Offshore / Nearshore / Onshore Models
- Hybrid Managed Services Models
- Understand the relationship between staffing, utilization, service levels, delivery locations, tools, transition costs, and gross margins.
- Work with leadership and finance teams to develop pricing and commercial models.
- Negotiate commercials while protecting TechTiera's profitability and delivery commitments.
- Maintain visibility into pipeline value, expected revenue, gross margin, probability, and anticipated closure dates.
- Own defined targets for new logos, bookings, annual contract value, recurring revenue, and gross margin.
Transition from Sales to Delivery
Successful Managed Services selling does not end with contract signature.
The Business Development Manager will:
- Remain actively involved through contract finalization and transition.
- Ensure commitments made during the sales process are clearly communicated to delivery teams.
- Participate in customer kickoff and transition governance.
- Support relationship development during the initial stages of the engagement.
- Work with Account Management and Delivery teams to identify opportunities for expansion after successful stabilization.
Market Development
- Monitor trends in Managed Services, cloud, cybersecurity, AI-enabled operations, automation, infrastructure modernization, and enterprise application support.
- Identify organizations undergoing:
- IT outsourcing initiatives
- Vendor consolidation
- Cloud transformation
- Data-center modernization
- Cybersecurity transformation
- Mergers and acquisitions
- Rapid organizational growth
- Cost optimization
- Global expansion
- Build relationships with technology partners and ecosystem participants that can generate joint opportunities.
- Represent TechTiera at relevant industry conferences, customer events, partner forums, and executive networking opportunities.
Ideal Candidate Profile
The successful candidate should have:
- 8–15+ years of business development / enterprise sales experience within IT Services or Managed Services.
- Demonstrated success personally acquiring new enterprise customers and new logos.
- Proven experience selling multi-year Managed Services engagements.
- Experience working for an established IT services, managed services, cloud services, cybersecurity, infrastructure services, or digital transformation organization.
- Existing relationships with enterprise IT decision-makers.
- Strong understanding of IT infrastructure, cloud, cybersecurity, applications, and enterprise technology operations.
- Experience selling solutions involving SLAs, KPIs, governance, transitions, and recurring services.
- Experience managing complex sales cycles involving technology, procurement, finance, legal, and executive stakeholders.
- Strong understanding of Managed Services pricing, delivery economics, gross margins, and profitability.
- Experience with RFP/RFI processes and enterprise procurement.
- Excellent presentation, communication, negotiation, and closing capabilities.
- Ability to work effectively with technical architects and translate technical solutions into customer business value.
- Strong entrepreneurial mindset, persistence, ownership, and sense of urgency.
Critical Success Profile
We are specifically looking for a Managed Services business creator and new-logo hunter.
Candidates should be able to demonstrate concrete examples of:
- Enterprise customers personally acquired
- Managed Services contracts personally originated
- New relationships developed rather than inherited
- Multi-year contracts successfully closed
- Annual Contract Value (ACV) / Total Contract Value (TCV) generated
- Recurring revenue generated from new customers
- Gross margins achieved
- RFPs/RFIs successfully converted
- Executive-level customer relationships developed
- Complex sales cycles personally managed from initial introduction through contract execution
Candidates should be prepared to discuss their new-logo and Managed Services sales performance during the previous 3–5 years.
First 90–180 Days – Expected Impact
The successful candidate will be expected to rapidly understand TechTiera's capabilities and translate existing market relationships into qualified opportunities.
Initial expectations include:
- Develop a prioritized list of target enterprise customers.
- Identify immediate opportunities within the candidate's professional network.
- Establish an actionable Managed Services sales pipeline.
- Secure meetings with relevant enterprise IT decision-makers.
- Identify upcoming outsourcing, transformation, vendor-consolidation, and Managed Services initiatives.
- Introduce TechTiera to prospective customers.
- Bring qualified RFP/RFI and direct-sourcing opportunities.
- Progress qualified opportunities toward proposals, negotiations, and closure.
- Establish a measurable pipeline capable of producing new recurring revenue.
TechTiera will provide technical, solutioning, delivery, commercial, and leadership support. However, this position requires an individual capable of independently opening doors and originating business from the outset.
Entrepreneurial & Commercial Mindset:
We value professionals who operate with an owner's mindset.
The successful candidate should naturally ask:
- Where is the next Managed Services opportunity?
- Which customers are reconsidering their current operating model?
- Who controls the decision and budget?
- What business or operational problem are we solving?
- Why should the customer select TechTiera?
- Can we deliver the proposed SLAs sustainably?
- What is the ACV/TCV and recurring revenue opportunity?
- What gross margin will the engagement generate?
- How can technology, automation, AI, and offshore delivery improve the operating model?
- How can an initial engagement develop into a strategic customer relationship?
Education:
- Bachelor's or Master's degree in Engineering, Computer Science, Information Technology, Business Administration, Management, Commerce, or a related discipline.
- Demonstrated success in enterprise Managed Services sales and new-logo acquisition will be given significant weight.
Work Location:
The position can be based remotely or in a hybrid model from major technology markets across India, including Hyderabad, Bengaluru, Noida/NCR, Pune, Chennai, and Mumbai.
Location is secondary to the candidate's ability to develop customer relationships, originate opportunities, travel for customer meetings when required, and consistently generate new business.
Compensation:
TechTiera offers a competitive compensation package consisting of a base salary plus a significant performance-based incentive/commission structure aligned with:
- New-logo acquisition
- Managed Services bookings
- Annual Contract Value (ACV)
- Recurring revenue
- Gross-margin performance
Exceptional performers will have significant earning and career-growth potential as TechTiera expands its global Managed Services business.
Why TechTiera?
TechTiera brings together Managed Services capabilities across infrastructure, cloud, Microsoft technologies, cybersecurity, enterprise applications, content management, automation, DevOps, data, AI, and custom applications.
This breadth enables the Business Development Manager to engage customers beyond a single technology or service tower and develop broader, long-term relationships.
For an entrepreneurial Managed Services sales professional, this provides an opportunity not merely to sell an individual service, but to build strategic enterprise accounts, recurring revenue streams, and long-term technology partnerships for TechTiera.
Pay: ₹402,020.29 - ₹1,520,358.16 per year
Work Location: In person