Role & responsibilities

1. Business Development & New Business
- Identify target accounts and generate new opportunities.
- Build senior-level client relationships and expand existing accounts.
- Drive opportunity pursuit from lead generation through closure.
- Accelerate sales cycles by understanding client buying processes.

2. Account Management
- Manage a portfolio of enterprise accounts.
- Develop account strategies, white-space analysis, and execution plans.
- Identify cross-selling and upselling opportunities.
- Conduct regular discussions with client and leadership teams to understand future business plans.

3. Sales & Pipeline Management
- Maintain accurate pipeline, forecasts, bookings, and revenue targets.
- Monitor conversion rates and sales performance.
- Map decision-makers and buying cycles for each opportunity.
- Conduct win/loss analysis and use insights to improve future conversions.

4. Proposal & Deal Management
- Lead proposal development and presentations.
- Position the firm's value proposition, differentiators, and win themes.
- Manage SOW development,



contract negotiations, procurement discussions, and risk management.

5. Stakeholder Management
- Build strong relationships with senior client stakeholders.
- Collaborate with Partners, Engagement Managers, Subject Matter Experts, and Service Line leaders.
- Coordinate internal teams to develop relevant solutions for clients.

6. Market & Competitive Intelligence
- Track industry trends, market developments, and competitor activity.
- Identify current opportunities based on market changes and account white spaces.
- Align account initiatives with market and global client service strategies.

Preferred candidate profile
- 8-15+ years of B2B / enterprise sales or business development experience.
- Strong experience in consulting, professional services, IT services, technology, or enterprise solutions.
- Proven enterprise account management experience.
- Experience selling to CXO / senior leadership

📌 Associate Director (Mumbai)
🏢 Selective Global Search
📍 Mumbai