Thursday, July 26

Manager- BD(F&A)

Objective: Win Business for Client
Reports To: VP Business Development
Lead a qualified opportunity end to end to create a winning quality proposal with visible differentiators:
o Ensure adherence to Bid Qualification criteria o Work with various teams – SD, Support, Solutions, Pricing & Sales to design a highly customized solution
o Research accounts to understand customer requirements
o Create a Value proposition, o Raise red flags, counter objections & competition
o Support all other activities like creation of collaterals Respond to RFP’s/RFI’s/RFQ’s:
o Ensure that all RFP’s/RFI’s/RFQ’s meet the customer timelines and quality standards
o Understand the need of the customer from the Salesperson. Research responses to RFP’s/RFI’s/RFQ’s so that they are in synch with the customers requirements Lead Client Visits & Ensure a WOW Experience:
o Lead client visits in India and international locations: capability assessments/ due diligence
o Plan & create a highly focused & customized agenda
o Build a client visit team
o Prepare presentation material focused on the client needs,
o Coordinate logistics & key messages to be driven Adherence to MIS & Reports:
o Track all expenditure and keep updated accounts
o Document all client activities
o Generate periodic reports for analysis and planning Networking
o Build relationship with all functional experts and strategic individuals for understanding the assigned vertical and what it has to offer the client Knowledge Management:
o Ensure all Documents are versioned & protected
o Ensure Compliance to all IBM policies
o Keep an up-to-date Pre-Sales and Marketing database related to Case Studies Collect & analyze Market Intelligence:
o Map industry trends
o Create competition counter strategies
o Track and report best practices in the industry
o Track and report competition activities Competencies: High sense of responsibility Excellent verbal communication & presentation Skills:
o Ability to speak confidently and convincingly in front of senior management Excellent written skills:
o Ability to write proposals or user documentation that conform to prescribed style and format
o Excellent language – ability to write in simple yet powerful English
o Ability to correspond with all levels of management effectively Excellent interpersonal & influencing skills:
o Ability to persuade individuals
o Capable of being assertive with out being demeaning or condescending Excellent computer Skills:
o Capable of working with ease in MS Office applications Fast & keen learning ability:
o Ability to grasp questions quickly
o Ability to understand complex functions and use them appropriately
o Hunger for learning o Approach to tasks – solution orientation Self Motivated and High on Initiative:
o Keen to take ownership of assignment given, o Deadline driven
o Proven skills in bringing innovative solutions and ability to leverage the organization to win Professional Integrity & a Team worker Experience: o Familiarity with Pre-Sales & Marketing Support o Relevant Domain experience (Telecom, BFI, Travel, Distribution, Technology)
o Experience in Operations and Project transitioning - Good understanding of various functions- HR, Training, Operations and how they integrate. Has sound understanding of Commercials involved in Costing
o Experience in offshore process transition/management/training, Program/Project Management and Client Reporting o 2-4 years of work experience in IT enabled services, Financial Services, Telecom, business development, sales & marketing would be essential

Qualifications: Engineer or MBA with 6-8 Years of total Experience Primary Interactions: External o Client: Managing initial queries, handling due diligence visit etc Internal

o HR: Information on compensation and policies, Finance Pricing:, IT Information on IT systems to answer client queries:, VP BD: Review Operating Environment: Unsupervised The role is responsible for Business Development (Pre sales) support for the sales team in the “Business Process Outsourcing” or “Business Transformation Outsourcing” space. This includes analyzing market space, identifying potential targets for sales/acquisitions and business opportunities, researching targets, assessment of potential targets, interfacing between the offshore operations & solution development teams and on-site sales teams, taking initiative/assisting in lead generation, presales and sales, pipeline building, partnership/channel building, relationship building, facilitating creation of customized and focused solutions and creating deal winning proposals. If the above is line with what you are looking at, kindly forward your profile to

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Internal Opportunities @ IKYA

Internal Opportunities @ IKYA
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