Position Summary
We are seeking a senior Business Development Professional with 10+ years of experience in selling IT services and building offshore business for India-based delivery organizations. The role will focus on acquiring US clients, expanding strategic accounts, developing offshore and global delivery opportunities, and generating sustainable revenue.
The ideal candidate will have a proven track record of selling India-based offshore services, establishing executive relationships, creating qualified sales pipelines, negotiating complex commercial agreements, and consistently achieving revenue and client-acquisition targets.
Key Responsibilities
- Develop and execute a business development strategy for selling India-based offshore IT services to US clients.
- Identify, pursue, and acquire new enterprise and mid-market clients across targeted industries.
- Build offshore business from the ground up, including market positioning, account targeting, pipeline development, and revenue conversion.
- Sell IT staffing, application development, cloud, data and AI, cybersecurity, ERP, digital transformation, managed services, and project-based solutions.
- Articulate the value of offshore, nearshore, onsite, and hybrid delivery models to prospective clients.
- Work closely with India-based delivery, presales, recruitment, finance, and leadership teams to develop competitive solutions.
- Build and maintain relationships with CXOs, VPs, technology leaders, procurement teams, and other decision-makers.
- Develop account plans and expand existing relationships through cross-selling and upselling.
- Own the complete sales lifecycle, from lead generation and qualification through proposal development, negotiation, and closure.
- Build, manage, and accurately forecast a qualified sales pipeline.
- Lead responses to RFPs and RFIs, coordinating with offshore technical and delivery teams.
- Negotiate pricing, contracts, statements of work, master service agreements, and service-level agreements.
- Develop commercial models for fixed-price, time-and-materials, managed services, staff augmentation, and outcome-based engagements.
- Track market trends, competitors, offshore pricing, and emerging opportunities in the US market.
- Represent the organization at industry events, client meetings, conferences, and networking forums.
Required Qualifications
- 10+ years of business development, sales, account management, or client-partner experience within IT services or consulting.
- Demonstrated experience building and growing offshore IT services business supported by delivery teams in India.
- Strong experience selling technology services to US-based clients.
- Proven track record of meeting or exceeding revenue, margin, pipeline, and client-acquisition targets.
- Evidence of independently winning new logos and expanding strategic accounts.
- Established network of senior technology, business, sourcing, or procurement decision-makers in the US market.
- Experience selling offshore staffing, consulting engagements, managed services, and project-based solutions.
- Strong understanding of offshore delivery models, commercial structures, resource planning, and client governance.
- Ability to collaborate effectively with India-based delivery and leadership teams across time zones.
- Experience developing proposals, presentations, account plans, business cases, and executive-level pitches.
- Excellent communication, presentation, negotiation, and relationship-management skills.
- Bachelor's degree in Business, Marketing, Information Technology, Engineering, or a related field.
Preferred Skills
- Experience scaling an offshore business practice or opening a new US market, territory, or industry vertical.
- Existing relationships with enterprise and mid-market clients in the United States.
- Knowledge of cloud, data and AI, cybersecurity, ERP, digital transformation, application development, and managed services.
- Familiarity with Salesforce, HubSpot, Microsoft Dynamics, or comparable CRM platforms.
- Experience with account-based marketing, demand generation, channel partnerships, and strategic alliances.
- Understanding of India delivery-center capabilities, talent markets, rate cards, utilization, margins, and transition planning.
- Relevant industry certifications in sales, cloud, ai, cybersecurity, erp, or other technology domains are an advantage.
Why join Scalian?
International Growth: Be part of a growing global technology and engineering organization with opportunities to work across markets and geographies.
Innovative Projects: Work on complex, high-value projects spanning technology, engineering, digital, data, AI, and consulting.
Career Development: Access professional training, the Scalian Academy, career development programs, and internal mobility opportunities.
Collaborative Culture: Join an employee-focused organization that promotes trust, entrepreneurship, innovation, collaboration, and work-life balance.
Global Opportunities: Build relationships with international clients and teams while gaining exposure to diverse industries and business environments.
Performance & Recognition: Work in an environment that recognizes contribution, encourages initiative, and provides opportunities to grow with the business.
For this US Business Development role, Scalian offers the opportunity to represent a broad portfolio of technology and engineering capabilities while building strategic relationships with US clients and contributing directly to the company's growth.