Business Development Manager (BDM)

Mid / Senior

Hybrid

The Business Development Manager (BDM) role is accountable for business growth and profitability in the Higher Education industry vertical covering State and Private Universities. The goal would be to close high quality deals each year to achieve sales targets and setup a sustainable foundation for business growth. As part of this role, the BDM will develop a business development plan, generate leads using various techniques including marketing campaigns and professional networks, collaborate with the relevant technology service lines and pre-sales teams to develop client-centric value propositions and offers. The role is target driven and assessed on achieving net new revenue, profitability, and payment collection targets.

Areas of Responsibility:

Identify opportunities, target and acquire new clients in the Higher Education industry segment using Mindtree’s portfolio of value propositions, offerings and services
Achieve or exceed quarterly and annual targets across the mix of Mindtree services.
Develop a business development plan including but not limited to target client list, penetration strategy & contact plan, revenue achievement plan, and go-to-market plan.
Own the full pursuit cycle for new client acquisition and drive client specific sales pitches in collaboration with the pre-sales teams, service lines, enabling functions, peers, senior Mindtree executives and other Mindtree teams as necessary
Conduct research on target prospects including incumbent competitor analysis and define sales strategies and tactics to help win business
Drives active nurturing of leads and deals, moving opportunities towards closure, and achieving compliance in opportunity management
Conduct client presentations, workshops, pricing and contract negotiations with the client
Forging and managing relationships with client CXOs, key client stakeholders to promote Mindtree’s positioning and value propositions to the industry and ensuring high customer satisfaction for future business growth.
Build credibility as a trusted advisor in the region for technology transformation in the Higher Education industry through roadshows, marketing events and campaigns, industry and community events.
Review sales pipeline and forecast, revenue achievement plan and business plan progress with leadership to ensure target achievement
Keep up-to-date with new partner products and releases. Develop and manage excellent working partnerships with individual partner and alliances’ executives (e.g. Microsoft, Salesforce and other products/platforms relevant to the client base and/or industry)
Liaise closely with the Mindtree delivery team(s), to provide pre-and-post sales support and assistance to clients as required
Complete necessary internal administration (regular reports) and prepare appropriate letters/proposals/sales visits documentation for clients

Skills, Capabilities & Credentials:

A successful and strong track record in winning business with net new clients in the Higher Education industry for Digital Transformation across Student Experience, Student Success, Academic research, Smart Campus, Cloud Migration and other key higher education priorities.
Strong knowledge of the industry and its sub-segments (e.g. key drivers of change and disruption, trends, challenges, relevant standards & regulations, outsourcing spends, IT competitive landscape, partner ecosystem, relevant products and solutions, innovative start-ups)
Proven experience of success selling bundled deals greater than $10M TCV and a history of regularly achieving multi-million sales quotas.
Ability to introduce Mindtree’s point-of-view and expertise to facilitate choice and decision making with the client environment
Experience of working in an onsite/offshore model and working in a multi-cultural, multi-stakeholder environment
A deep understanding of the sales life cycle including demonstrated ability to build/close a funnel/pipeline over an extended period
Natural ability to build client rapport and relationships
Comfort and confidence calling on the CXO levels of target institutions
Excellent communication skills and proven capability to build relationships at all levels especially at the CXO and Dean level.
Consultative selling style, creative thinking with a pragmatic approach, details and results orientated and organised
Expert big management skills, negotiation skills and knowledge of MSA/contract process & standards.

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The goal would be to close high quality deals each year\nto achieve sales targets and setup a sustainable foundation for business\ngrowth. As part of this role, the BDM will develop a business development plan,\ngenerate leads using various techniques including marketing campaigns and\nprofessional networks, collaborate with the relevant technology service lines\nand pre-sales teams to develop client-centric value propositions and offers.\nThe role is target driven and assessed on achieving net new revenue,\nprofitability, and payment collection targets. 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Develop and manage excellent\nworking partnerships with individual partner and alliances’ executives (e.g.\nMicrosoft, Salesforce and other products/platforms relevant to the client base\nand/or industry) </li><li class=\"align-justify\" style=\"text-align: justify\">Liaise\nclosely with the Mindtree delivery team(s), to provide pre-and-post sales\nsupport and assistance to clients as required </li><li class=\"align-justify\" style=\"text-align: justify\">Complete\nnecessary internal administration (regular reports) and prepare appropriate\nletters/proposals/sales visits documentation for clients </li></ul>Skills,\nCapabilities & Credentials: <ul><li class=\"align-justify\" style=\"text-align: justify\">A\nsuccessful and strong track record in winning business with net new clients in\nthe Higher Education industry for Digital Transformation across Student\nExperience, Student Success, Academic research, Smart Campus, Cloud Migration\nand other key higher education priorities.  </li><li class=\"align-justify\" style=\"text-align: justify\">Strong\nknowledge of the industry and its sub-segments (e.g. key drivers of change and\ndisruption, trends, challenges, relevant standards & regulations,\noutsourcing spends, IT competitive landscape, partner ecosystem, relevant\nproducts and solutions, innovative start-ups) </li><li class=\"align-justify\" style=\"text-align: justify\">Proven\nexperience of success selling bundled deals greater than $10M TCV and a history\nof regularly achieving multi-million sales quotas. </li><li class=\"align-justify\" style=\"text-align: justify\">Ability\nto introduce Mindtree’s point-of-view and expertise to facilitate choice and\ndecision making with the client environment </li><li class=\"align-justify\" style=\"text-align: justify\">Experience of working in an onsite/offshore model and working in a\nmulti-cultural, multi-stakeholder environment </li><li class=\"align-justify\" style=\"text-align: justify\">A deep\nunderstanding of the sales life cycle including demonstrated ability to build/close\na funnel/pipeline over an extended period </li><li class=\"align-justify\" style=\"text-align: justify\">Natural\nability to build client rapport and relationships </li><li class=\"align-justify\" style=\"text-align: justify\">Comfort\nand confidence calling on the CXO levels of target institutions </li><li class=\"align-justify\" style=\"text-align: justify\">Excellent\ncommunication skills and proven capability to build relationships at all levels\nespecially at the CXO and Dean level. </li><li class=\"align-justify\" style=\"text-align: justify\">Consultative selling style, creative thinking with a pragmatic approach,\ndetails and results orientated and organised </li><li class=\"align-justify\" style=\"text-align: justify\">Expert big management\nskills, negotiation skills and knowledge of MSA/contract process & standards. </li></ul><div class=\"align-justify\" style=\"text-align: justify\"> </div> ","isHybridJob":true,"isRemoteJob":false,"noOfOpenings":1,"maxExperience":"10","minExperience":"8","isOnPremiseJob":false,"onBehalfOfName":"Mindtree","otherlocations":[],"zohoCurrencyIn":"USD","experienceLevel":"Mid / Senior","zohoNoOfOpenings":{"noOfOpenings":1,"fulfillmentIds":["557706000005122941-1"]},"otherJobReference":null,"sharpenedJobTitle":"Business Development Manager (BDM)","job_category_group":3,"portalLocationDisplay":"New York/ New Jersey/ Chicago/ Pennsylvania","expertise_coreskill_or_product":["Other"],"job_id":"2098"}

Business Development Manager (BDM)

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