Job Type: Full-time

About the RoleROLE PROFILE: Hunter First → Consultative Seller Second → Presales Orchestrator ThirdInfocusp is looking for a hands-on Manager / Senior Manager – Business Development &Presales; to drive qualified pipeline creation and opportunity progression, primarily for the USmarket. This is a hunter-led role combining Business Development, Demand Generation, InsideSales 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 towardcommercial closure. A good understanding of AI, Data, Software Engineering and Digital/ProductEngineering services is expected. Regular overlap with US business hours is required.Key Responsibilities1. Business Development, Demand Generation & Account Intelligence● Drive targeted outbound business development across identified US accounts, industriesand buyer personas; research business priorities, technology initiatives, leadershipchanges 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 thanrelying 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 andaccount-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 keystakeholders.● Map decision-makers, influencers, champions, technical evaluators and procurementstakeholders; apply BANT, MEDDICC or an internal qualification framework whereappropriate.● Determine whether opportunities should be pursued, nurtured or disqualified and prepareclear opportunity briefs before engaging internal solution and delivery teams.3.



Presales & Solution Positioning● Translate customer challenges into clear business and technology problem statementsand work with Solution Architects, Delivery Leaders, Capability teams and SMEs to shaperelevant 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 torevenue 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 Infocuspproposition, communicate business value and reflect realistic delivery capability; supportbid/no-bid, pricing coordination and submission governance.● Maintain strong follow-through on active opportunities, capture win/loss insights and helpprogress 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 nextstep.● Support weekly/monthly pipeline reviews, funnel analysis,



forecasting and managementreporting; identify stalled opportunities and improve pipeline hygiene and conversiondiscipline.Key Success MeasuresDemand & Meetings Target accounts engaged; qualified meetings;response rates; speed-to-leadConversion MQL→SQL; SQL→Opportunity;Opportunity→Proposal; Proposal→WinPipeline: Qualified pipeline generated; new-logo opportunities; progression velocity; ageingPresales / RFX: Discovery quality; proactive pitches; proposal quality; turnaround; RFXeffectivenessAccount GrowthCross-sell and upsell opportunities; expansion pipelineCommercial / GovernanceRevenue or bookings influenced; CRM accuracy; next-action compliance; forecast qualityExperience & Core Competencies● 10+ years of relevant experience across Business Development, Inside Sales, EnterpriseSales, Demand Generation, Presales, Solution Consulting or Technology Services Sales.● Proven ability to personally generate qualified enterprise opportunities through outboundprospecting and strong discovery / consultative selling skills.● Robust preference for experience in IT Services, AI/ML, Data Engineering/Analytics,Software Engineering, Product Engineering or Cloud/Digital Engineering; US-marketexposure strongly preferred.● Experience engaging senior business and technology stakeholders and coordinatingcomplex proposals, RFPs and presales activities.● Strong written, verbal, presentation and business-storytelling skills with soundunderstanding of IT-services commercial models.● Experience with Zoho, Salesforce, HubSpot, Odoo or similar CRM platforms; familiaritywith sales-intelligence, prospecting and sales-automation tools preferred.● Bachelor's degree required; MBA or relevant postgraduate qualification is an advantage.Indicative Role Focus – Model A60% Business Development, Demand Generation &Inside; Sales20% Presales & Solution Positioning10% Proposals, RFX & Deal Management10% Account Mining, CRM & GovernanceWorking Requirements● Full-time, work-from-office role based in Ahmedabad or Pune, with primary focus on theUS market.● Regular overlap with US business hours and flexibility for customer discussions outsidestandard India working hours.● Willingness to travel for customer meetings, industry events or business-developmentactivities when required.Work Location: Ahmedabad/PuneContact us to applyIf you would like to apply for this role, send your resume to [email protected].

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