Role & responsibilities

1. Business Development &
- New Business

- Identify target accounts and generate recent 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.

1. 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.

1. 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.

1. 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.

1. 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.

1. 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 / business heads.

- Strong exposure to large deal pursuit, RFP/RFQ, proposals, SOW and contract negotiation.

- Strong pipeline ownership and revenue target experience.

- Ability to manage multiple strategic accounts.

- Experience in cross-selling / upselling / account expansion.

- Strong stakeholder management and relationship-building skills.

- Candidates who have worked with Big 4, global consulting firms, IT services companies, or large enterprise solution providers would be particularly relevant

📌 Associate Director - ARD - Markets (Mumbai)
🏢 Selective Global Search
📍 Mumbai