Role Summary:
As a Business Development Manager, you will drive relationship-based consultative selling within the commercial sector, focusing on Banking, Logistics, Shipping, and Manufacturing. Leveraging their expertise in AI, digital twin, and emerging technologies, you will act as a trusted advisor, engaging with senior technology and business leaders to identify value creation opportunities that address their strategic IT and business needs.
This role targets new logos and strategic accounts in the commercial sector, requiring a strong industry presence and active participation in relevant forums and networks. While an individual contributor (IC) role, it demands a strong leader with deep technology knowledge, the ability to articulate ROI stories, and extensive market connections. Reporting directly to the Managing Director, you will collaborate closely with the Commercial Sell Team, Solutioning Team, Business Services, Practice Leads, and Innovation Lab to drive growth.
Key Responsibilities:
Build and nourish trust-based relationships: Be the person the client seeks out for advice and whom the client makes time to hear their perspectives and ideas
- Establish self as a trusted advisor with the client senior technology and business leadership through an in-depth understanding of the client and proactively sharing distinctive and relevant ideas, insights and experience
- Effectively research, prepare and communicate tailored perspectives, learnings and use cases to deepen client engagement
- Inspire clients to consider and award the firm new and meaningful work (opportunities >$5M)
- Build and leverage networks at the organization and with alliance partners to be able to bring the best to clients
Drive client value creation
- Proactively engage and collaborate with the Account Executive and key client executives to understand the client's business and IT strategy, most important priorities and leadership agenda
- Engage and co-create with the client, e.g., validate and shape ideas to help drive their business value and transformation journey
- Create business cases that show the measurable business value expected from recommended actions/initiatives
- As appropriate, transition these qualified opportunities to Sales Professionals and Solution Architects and consult with them to ensure proposed solution aligns with customer needs
Grow the account/portfolio
- Drive account or portfolio sales and revenue growth and profitability improvement
- Develop value creation ideas into qualified opportunity pipeline to grow the business
- Selectively own and drive delivery excellence on key engagements, e.g. value targeting, strategic assessments and/or pilots
- Actively participate in and contribute to account planning sessions
EA License No.: 11C5502
EA Reg No.: R23114633
