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Business Development Manager

Business Development Manager

TecSightbangalore, karnataka, in
1 day ago
Job description

Business Development Manager (Outbound Lead Generation)

Location : Bangalore / Pune / Navi Mumbai / Noida

Function : New-business pipeline generation for Digital Workplace (DWP / End-User Computing) , Managed IT Services , Cybersecurity , and Staffing / Augmentation offerings

Reports to : Head of Sales / Growth Lead

Seniority : Mid-level (individual contributor) with a path to Team Lead

Role Summary

You’ll be the engine of our top-of-funnel growth—researching accounts, building highly targeted prospect lists, and running multi-channel outbound (calls, email, LinkedIn, Apollo) that converts into qualified meetings and sales opportunities with global clients.

What You’ll Do

1) Outbound Lead Generation

  • Own a weekly prospect list (ICPs : CIO, IT Director, Head of Infrastructure, CISO, IT Manager, Procurement; for staffing : TA / HR Leads, Delivery Managers).
  • Use Apollo (plus LinkedIn / Sales Navigator, company sites, events) to source contacts, verify emails, and enrich data.
  • Craft personalized outreach aligned to each service line (DWP, Managed IT, Cybersecurity, Staffing) and buyer pain points (uptime, cost, compliance, skills gaps).

2) Campaign Execution & Cadence

  • Run structured multi-step cadences across phone, email, and LinkedIn with clear hypotheses and A / B tests.
  • Maintain daily activity targets (see KPIs) and adjust sequences based on reply and meeting rates.
  • Leverage trigger events (funding, leadership changes, hiring spikes, tech stack changes, compliance deadlines) to time outreach.
  • 3) Qualification & Handoff

  • Qualify using BANT / CHAMP (business pain, authority, need, timing / budget).
  • Book discovery meetings for Account Executives or Practice Leads; provide context packs (notes, call recordings, stakeholder map, pain summary).
  • Log all interactions cleanly in CRM; create opportunities with accurate stage / next steps.
  • 4) CRM, Reporting & Hygiene

  • Keep 100% data cleanliness : contacts, accounts, activities, dispositions, and meeting notes.
  • Produce weekly reports : activity, meetings booked, SQLs , pipeline created, conversion funnel, and insights.
  • 5) Market Intelligence & Messaging

  • Track competitor moves, pricing, and common objections.
  • Collaborate with Marketing on micro-segments (industry, region, company size) and provide message feedback; contribute short case-study blurbs.
  • 6) Compliance & Etiquette

  • Follow GDPR / PECR / CAN-SPAM best practices, regional do-not-call lists, and LinkedIn outreach etiquette.
  • Use opt-out language and manage suppression lists.
  • Key Performance Indicators (KPIs)

    Weekly activity (guideline) :

  • 150–200 dials
  • 150–200 emails (multi-step sequences; 15–25% personalization)
  • 50–80 LinkedIn touchpoints (connects, messages, comments)
  • 8–12 first meetings booked (Accepted / Completed)
  • Monthly outcomes :

  • 8–15 SQLs (sales-qualified meetings)
  • $200k–$500k qualified pipeline created (services & staffing), depending on segment
  • Meeting acceptance rate ≥ 70% ; No-show rate ≤ 15%
  • Reply rate ≥ 8–12% across sequences; Call connect rate ≥ 5–8%
  • (Targets may flex by region and service line.)

    What You’ll Bring

    Must-haves

  • 3–6 years in SDR / BDR / Business Development for IT services / MSP, cybersecurity, or staffing.
  • Proven success booking meetings with mid-market / enterprise buyers globally.
  • Hands-on with Apollo , LinkedIn Sales Navigator , and a modern CRM (HubSpot / Salesforce).
  • Excellent cold-calling, copywriting, and objection-handling skills.
  • Understanding of Managed IT (MSP / SLA, NOC / SOC), DWP / EUC (Intune / MDM, endpoint mgmt, collaboration suites), Cybersecurity (SOC / MDR, SIEM, ISO 27001 / NIST basics).
  • Willingness to work shifted hours for EMEA / US outreach blocks.
  • Nice-to-haves

  • Experience selling staff augmentation / contract staffing (rate cards, MSA / SOW basics).
  • Familiarity with email deliverability (domain warm-up, DKIM / SPF, list hygiene).
  • Exposure to Outreach / Reply / Woodpecker or similar sequencers; Loom for video prospecting.
  • Tools You’ll Use

  • Prospecting : Apollo, LinkedIn Sales Navigator, company websites, events lists
  • Engagement : Apollo sequences, email, dialer, LinkedIn
  • Enablement : Case studies, one-pagers, ROI calculators, Loom
  • Ops : CRM (HubSpot / Salesforce), Calendly / booking links, dashboards
  • 30-60-90 Day Plan

    Days 1–30 (Ramp)

  • Master ICPs and value props by service line; memorize top 10 objections & rebuttals.
  • Build 2–3 core sequences per service line; assemble first 800–1,200 enriched contacts.
  • Shadow calls; start calling by week 2; book 6+ meetings in month 1.
  • Days 31–60 (Productive)

  • Establish repeatable cadence and A / B tests (subject lines, first lines, CTAs).
  • Deliver 12–20 SQLs and $300k+ pipeline created.
  • Present a competitive intel brief and a “what’s working” playbook update.
  • Days 61–90 (Own the Motion)

  • Hit steady-state KPIs; propose micro-segment campaigns (e.g., UK mid-market finance, US healthcare).
  • Mentor junior reps; pilot video + gifting or event-follow-up campaigns.
  • #tecsight #itservices

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    Development Manager • bangalore, karnataka, in

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