Job Description

About the Role

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

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

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Presales to drive qualified pipeline creation and opportunity progression, primarily for the US

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market. This is a hunter-led role combining Business Development, Demand Generation, Inside

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Sales and Presales.

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

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

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Delivery, Capability and Marketing teams to shape differentiated propositions that progress toward

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commercial closure. A good understanding of AI, Data, Software Engineering and Digital/Product

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

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Key Responsibilities

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1. Business Development, Demand Generation & Account Intelligence

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● Drive targeted outbound business development across identified US accounts, industries

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and buyer personas; research business priorities, technology initiatives, leadership

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changes and buying signals.

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

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referrals and campaign/event follow-ups; build account-specific outreach rather than

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relying only on generic campaigns.

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

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Digital and relevant business leaders; partner with Marketing on targeted and

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account-based initiatives.

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

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→ SQL → Qualified Prospect → Proposal → Deal.

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2. Discovery & Opportunity Qualification

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

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

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stakeholders.

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● Map decision-makers, influencers, champions, technical evaluators and procurement

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stakeholders; apply BANT, MEDDICC or an internal qualification framework where

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appropriate.

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● Determine whether opportunities should be pursued, nurtured or disqualified and prepare

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clear chance briefs before engaging internal solution and delivery teams.

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3. Presales & Solution Positioning

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● Translate customer challenges into explicit business and technology problem statements

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and work with Solution Architects, Delivery Leaders, Capability teams and SMEs to shape

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relevant propositions.

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

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

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Platform Modernization.

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● Develop executive-level value propositions and presentations that connect technology to

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revenue impact, cost optimization, productivity, faster time-to-market and risk reduction;

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support workshops, demos and PoCs when required.

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4. Proposals, RFX & Deal Management

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

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Delivery, Engineering, Finance, Legal and Leadership teams.

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● Ensure proposals address the customer problem, articulate a differentiated Infocusp

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proposition, communicate business value and reflect realistic delivery capability; support

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bid/no-bid, pricing coordination and submission governance.

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● Maintain strong follow-through on active opportunities, capture win/loss insights and help

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progress qualified deals toward commercial discussion and closure.

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5. Account Mining, CRM & Pipeline Governance

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

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additional buying centres and expansion propositions within existing accounts.

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

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

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step.

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● Support weekly/monthly pipeline reviews, funnel analysis, forecasting and management

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reporting; identify stalled opportunities and improve pipeline hygiene and conversion

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discipline.

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Key Success Measures

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Demand & Meetings Target accounts engaged; qualified meetings;

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response rates; speed-to-lead

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Conversion MQL→SQL; SQL→Chance;

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Opportunity→Proposal; Proposal→Win

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

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

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effectiveness

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Account Growth

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Cross-sell and upsell opportunities; expansion pipeline

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Commercial / Governance

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

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Experience & Core Competencies

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

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

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● Proven ability to personally generate qualified enterprise opportunities through outbound

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prospecting and strong discovery / consultative selling skills.

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

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Software Engineering, Product Engineering or Cloud/Digital Engineering; US-market

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exposure strongly preferred.

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● Experience engaging senior business and technology stakeholders and coordinating

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complex proposals, RFPs and presales activities.

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● Strong written, verbal, presentation and business-storytelling skills with sound

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understanding of IT-services commercial models.

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● Experience with Zoho, Salesforce, HubSpot, Odoo or similar CRM platforms; familiarity

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with sales-intelligence, prospecting and sales-automation tools preferred.

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

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Indicative Role Focus – Model A

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60% Business Development, Demand Generation &

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Inside Sales

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20% Presales & Solution Positioning

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10% Proposals, RFX & Deal Management

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10% Account Mining, CRM & Governance

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Working Requirements

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

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US market.

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● Regular overlap with US business hours and flexibility for customer discussions outside

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standard India working hours.

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● Willingness to travel for customer meetings, industry events or business-development

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activities when required.

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Work Location: Ahmedabad/Pune

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Contact us to apply

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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