About the Role

ROLE PROFILE: Hunter First → Consultative Seller Second → Presales Orchestrator Third

Infocusp is looking for a hands-on Manager / Senior Manager – Business Development &

Presales to drive qualified pipeline creation and opportunity progression, primarily for the US market. This is a hunter-led role combining Business Development, Demand Generation, Inside

Sales and Presales.

The individual will identify target accounts, initiate enterprise conversations, qualify opportunities,

understand customer business and technology priorities, and work with Sales, Solutioning,

Delivery, Capability and Marketing teams to shape differentiated propositions that progress toward commercial closure. A good understanding of AI, Data, Software Engineering and Digital/Product

Engineering services is expected. Regular overlap with US business hours is required.

Key Responsibilities

1. Business Development, Demand Generation & Account Intelligence

● Drive targeted outbound business development across identified US accounts, industries and buyer personas; research business priorities, technology initiatives, leadership changes and buying signals.

● Personally engage prospects through cold/warm calls, email, LinkedIn, social selling,

referrals and campaign/event follow-ups; build account-specific outreach rather than relying only on generic campaigns.

● Generate qualified conversations with CIOs, CTOs, CDOs, Engineering, Data/AI, Product,

Digital and relevant business leaders; partner with Marketing on targeted and account-based initiatives.

● Track and improve funnel progression: Target Account → Engagement → Meeting → MQL

→ SQL → Qualified Opportunity → Proposal → Deal.

2. Discovery & Opportunity Qualification

● Conduct first-level discovery to understand the business problem, desired outcomes,

technology landscape, decision criteria, budget, timelines, procurement process and key stakeholders.

● Map decision-makers, influencers, champions, technical evaluators and procurement stakeholders; apply BANT, MEDDICC or an internal qualification framework where appropriate.

● Determine whether opportunities should be pursued, nurtured or disqualified and prepare clear opportunity briefs before engaging internal solution and delivery teams.

3. Presales & Solution Positioning





● Translate customer challenges into clear business and technology problem statements and work with Solution Architects, Delivery Leaders, Capability teams and SMEs to shape relevant propositions.

● Support positioning across AI / GenAI / Agentic AI, Machine Learning, Data Engineering &

Analytics, Cloud & Platform Engineering, Software & Product Engineering, and Digital /

Platform Modernization.

● Develop executive-level value propositions and presentations that connect technology to revenue impact, cost optimization, productivity, faster time-to-market and risk reduction;

support workshops, demos and PoCs when required.

4. Proposals, RFX & Deal Management

● Coordinate proactive pitches, proposals, RFIs, RFPs and RFQs with Sales, Solutioning,

Delivery, Engineering, Finance, Legal and Leadership teams.

● Ensure proposals address the customer problem, articulate a differentiated Infocusp proposition, communicate business value and reflect realistic delivery capability; support bid/no-bid, pricing coordination and submission governance.

● Maintain strong follow-through on active opportunities, capture win/loss insights and help progress qualified deals toward commercial discussion and closure.

5. Account Mining, CRM & Pipeline Governance

● Work with Sales and Delivery to identify whitespace, cross-sell and upsell opportunities,

additional buying centres and expansion propositions within existing accounts.

● Maintain accurate CRM data for opportunity stage, deal value, stakeholders, next actions,

expected closure and ageing; ensure every active opportunity has a clear owner and next step.

● Support weekly/monthly pipeline reviews, funnel analysis, forecasting and management reporting; identify stalled opportunities and improve pipeline hygiene and conversion discipline.

Key Success Measures

Demand & Meetings Target accounts engaged; qualified meetings;

response rates; speed-to-lead





Conversion MQL→SQL; SQL→Opportunity;

Opportunity→Proposal; Proposal→Win

Pipeline: Qualified pipeline generated; new-logo opportunities; progression velocity; ageing

Presales / RFX: Discovery quality; proactive pitches; proposal quality; turnaround; RFX effectiveness

Account Growth

Cross-sell and upsell opportunities; expansion pipeline

Commercial / Governance

Revenue or bookings influenced; CRM accuracy; next-action compliance; forecast quality

Experience & Core Competencies

● 10+ years of relevant experience across Business Development, Inside Sales, Enterprise

Sales, Demand Generation, Presales, Solution Consulting or Technology Services Sales.

● Proven ability to personally generate qualified enterprise opportunities through outbound prospecting and strong discovery / consultative selling skills.

● Strong preference for experience in IT Services, AI/ML, Data Engineering/Analytics,

Software Engineering, Product Engineering or Cloud/Digital Engineering; US-market exposure strongly preferred.

● Experience engaging senior business and technology stakeholders and coordinating complex proposals, RFPs and presales activities.

● Strong written, verbal, presentation and business-storytelling skills with sound understanding of IT-services commercial models.

● Experience with Zoho, Salesforce, HubSpot, Odoo or similar CRM platforms; familiarity with sales-intelligence, prospecting and sales-automation tools preferred.

● Bachelor’s degree required; MBA or relevant postgraduate qualification is an advantage.

Indicative Role Focus – Model A

60% Business Development, Demand Generation &

Inside Sales

20% Presales & Solution Positioning

10% Proposals, RFX & Deal Management

10% Account Mining, CRM & Governance

Working Requirements

● Full time, work-from-office role based in Ahmedabad or Pune, with primary focus on the

US market.

● Regular overlap with US business hours and flexibility for customer discussions outside standard India working hours.

● Willingness to travel for customer meetings, industry events or business-development activities when required.

Work Location: Ahmedabad/Pune

Contact us to apply

If you would like to apply for this role, send your resume to [email protected].

📌 Senior Manager - Pre Sales and Business Development (Pune)
🏢 InFoCusp Innovations
📍 Pune