Role & responsibilities

Key Responsibilities Business Development

- Identify, qualify, and develop recent business opportunities across enterprise, SME, institutional, and government customers.

- Generate leads through market mapping, networking, referrals, outbound engagement, strategic partnerships, and account-based planning.
- Build and maintain a healthy pipeline of opportunities for IT infrastructure, cybersecurity, cloud, backup, DR, networking, and managed services solutions.
- Meet prospective customers, understand organizational priorities, and position suitable technology solutions aligned with business goals.
- Engage CXOs, IT heads, procurement teams, compliance stakeholders, and project owners to drive opportunity progression.
- Prepare account plans, opportunity trackers, and sales forecasts for management review.
- Support commercial negotiations, deal structuring, closure planning, and handover to delivery teams.

Pre-Sales & Solution Consulting

- Conduct discovery sessions, requirement-gathering workshops, and technical discussions with customers.
- Analyze current environments, identify technology gaps, and recommend appropriate IT and cybersecurity solutions.
- Design end-to-end solution approaches covering architecture, scope, sizing, OEM selection, commercials, and implementation strategy.
- Prepare solution documents including BOM, BOQ, compliance matrix, technical write-up, scope of work, assumptions, exclusions, and effort estimates.
- Create customer presentations, solution decks, technical demonstrations, use cases, and proof-of-concept support material.
- Support the full bid lifecycle for RFP, RFI, RFQ, tenders, and enterprise proposal submissions.
- Ensure recommended solutions are technically sound, commercially viable, scalable, secure, and aligned with customer expectations.

Proposal Management

- Prepare professional technical and commercial proposals with clear value articulation and competitive positioning.

- Coordinate with procurement, finance, OEMs, distributors, and implementation teams to obtain pricing, compliance inputs, and supporting documents.
- Develop detailed response documents such as technical compliance statements, solution comparisons, implementation methodology, project timelines, and risk considerations.
- Review proposal quality for completeness, accuracy, profitability, and submission readiness.
- Maintain reusable proposal content, case studies, credential decks, and response templates to improve turnaround time and consistency.

Customer & Partner Engagement

- Present solutions confidently in customer meetings, workshops, and executive discussions.
- Translate technical concepts into business-friendly language for non-technical stakeholders.
- Build trusted relationships with customers by acting as a solution advisor rather than only a product seller.




- Coordinate with OEMs and technology partners for solution validation, special pricing, technical support, and joint customer engagement.
- Stay aligned with partner programs, certifications, product updates, and licensing changes.

Market & Practice Development

- Track market trends, customer demand patterns, competitor positioning, and emerging cybersecurity and infrastructure technologies.
- Contribute to go-to-market planning for new services, offerings, and strategic solution bundles.
- Provide field feedback to leadership on pricing sensitivity, win-loss patterns, and service improvement opportunities.
- Support brand building through participation in customer events, webinars, partner sessions, and industry networking initiatives.

Functional Coverage

The role is expected to support opportunities across one or more of the following solution areas:

- IT infrastructure modernization

- Network and wireless solutions
- Firewall and perimeter security
- Endpoint, XDR, and managed detection capabilities
- Identity and access management
- Backup, disaster recovery, and business continuity
- Cloud adoption and migration
- Microsoft 365 and Entra environments
- Data protection and email security
- SOC, SIEM, vulnerability management, and compliance-aligned security solutions
- Managed services and annual support engagements

Required Technical Competencies IT Infrastructure

- Windows Server and core infrastructure services
- Active Directory and identity administration basics
- Virtualization platforms such as VMware or Hyper-V
- Storage, backup, and disaster recovery concepts
- Server, endpoint, and infrastructure lifecycle understanding

Networking

- TCP/IP, routing, switching, VLANs, VPN, DNS, DHCP, and wireless technologies
- Basic understanding of network design, segmentation, redundancy, and access control

Cybersecurity

- Firewalls and network security architecture
- Endpoint security, EDR/XDR, email security, web security, and DLP concepts
- SIEM, SOC, vulnerability assessment, IAM, MFA, Zero Trust, and NAC awareness

- General knowledge of security best practices, risk reduction, and compliance-oriented controls

Cloud & Productivity Platforms

- Microsoft Azure, Microsoft 365, and Entra ID
- Working knowledge of AWS and cloud security fundamentals is desirable

Preferred OEM / Vendor Exposure

Hands-on pre-sales or solution exposure with multiple OEMs will be an advantage,



especially in the following ecosystem areas:

- Microsoft
- Cisco
- Fortinet
- Palo Alto Networks
- Sophos
- CrowdStrike
- Trend Micro
- SentinelOne
- Check Point
- VMware
- Veeam
- Acronis

Candidate Profile

The ideal candidate should be commercially mature, technically credible, and capable of independently handling customer discussions from first contact to solution submission. A proactive attitude, ownership mindset, strong documentation ability, and comfort in a fast-moving growth environment are essential for success in this role.

Qualifications

- Bachelors degree in Computer Science, Information Technology, Electronics, Engineering, Business, or related discipline.
- MBA or equivalent exposure in sales, marketing, or business management will be an added advantage.
- Relevant certifications in Microsoft, Cisco, Fortinet, Palo Alto, VMware, AWS, Azure, ITIL, or cybersecurity technologies will be preferred.

Essential Skills

- Strong business development, lead generation, and pipeline-building capability
- Excellent presentation, communication, and consultative selling skills
- Ability to understand customer pain points and convert them into solution-led opportunities
- Strong proposal writing, bid management, and techno-commercial documentation skills
- Experience in RFP, RFI, RFQ, and tender response management
- Strong analytical, commercial, and problem-solving ability
- Good stakeholder coordination across sales, technical, procurement, finance, OEM, and leadership teams
- Ability to manage multiple active opportunities with structured follow-up and deadline discipline
- Professional email communication, reporting, and client relationship management skills

Preferred Experience

- 7+ years of experience in business development, pre-sales, or techno-commercial roles in IT infrastructure or cybersecurity
- Experience with system integrators, value-added resellers, MSPs, MSSPs, or technology solution providers
- Experience in enterprise solution selling and consultative B2B sales
- Exposure to government, BFSI, smart city, manufacturing, pharma, or regulated-sector opportunities will be an advantage
- Experience in managed services, AMCs, cloud subscriptions, support contracts, or recurring revenue models is desirable

Key Performance Indicators

- Qualified pipeline generated and maintained
- Opportunity-to-proposal conversion ratio
- Proposal quality and turnaround time
- Technical and commercial win rate
- Revenue contribution from direct and supported opportunities
- Number of new customer meetings, presentations, and solution workshops conducted
- Accuracy of scope, pricing, and solution design
- OEM engagement effectiveness and partner-driven opportunity development
- Customer satisfaction during pre-sales and proposal stages

📌 Business development cum presales (Gandhinagar)
🏢 RK HR Management
📍 Gandhinagar