Senior Business Development Manager

Overview

Lead inside sales and business development across North America, driving pipeline generation, enterprise prospecting, and go-to-market execution for ProArch's Cloud, Data & AI, Cybersecurity, and Digital Transformation offerings, in partnership with Microsoft.

What you'll do

• Drive inside sales and business development initiatives across North America markets.
• Develop territory plans, account penetration strategies, target account lists, and enterprise prospecting programs.
• Identify new business opportunities across Microsoft Cloud, Azure, Fabric, Data & AI, Cybersecurity, and Digital Transformation services.
• Build relationships with business leaders, technology executives, and C-level stakeholders to identify business challenges and transformation opportunities.
• Drive qualified pipeline creation, opportunity progression, account acquisition, and revenue contribution.
• Develop and execute quarterly GTM strategies aligned with company offerings, revenue objectives, industry verticals, and market opportunities.
• Partner with Marketing to plan and execute outbound campaigns, Account-Based Marketing (ABM), Contact-Based Marketing (CBM), and targeted demand-generation initiatives.
• Develop compelling value propositions, industry-specific messaging, email sequences, call scripts, and multichannel prospecting plays.
• Translate ProArch's technical capabilities into business-focused messaging that resonates with enterprise buyers.
• Identify new market segments, buying triggers, technology trends, and cross-selling opportunities to improve campaign effectiveness.
• Lead, mentor, and coach SDRs, BDMs, and inside sales professionals to achieve pipeline and business development targets.
• Establish sales development processes, operating cadences, productivity benchmarks, and performance management frameworks.
• Build repeatable prospecting methodologies, qualification frameworks, objection-handling guides, and sales playbooks.
• Train teams to engage enterprise buyers and position complex technology services through consultative selling.
• Monitor individual and team performance, identify execution gaps, and implement corrective action plans to improve productivity and conversion.
• Develop co-sell strategies and campaigns around Azure, Microsoft 365, Data & AI, Security, and other relevant Microsoft technologies.
• Identify opportunities to leverage partner relationships, customer transformation initiatives, and eligible funding programs to accelerate sales conversations.
• Align outbound campaigns with Microsoft priorities, customer needs, and ProArch's service capabilities.
• Own pipeline reviews, opportunity inspections, forecasting, CRM hygiene, and sales performance reporting.
• Establish KPIs for prospecting activity, qualified opportunities, pipeline value, stage progression, conversion rates, and revenue contribution.
• Review campaign performance and lead-to-opportunity conversion to improve targeting and sales effectiveness.
• Provide leadership with regular visibility into pipeline health, forecast accuracy, deal risks, and growth opportunities.
• Drive accountability through structured weekly reviews, monthly performance assessments, and quarterly business reviews.
• Work closely with Marketing, Account Executives, Solution Architects, Delivery, and Customer Success teams to ensure alignment across the sales lifecycle.
• Provide market feedback, buyer insights, competitive intelligence, and campaign performance inputs to refine GTM strategies.
• Ensure effective handoffs between demand generation, sales qualification, opportunity management, and account teams.
• Contribute to the development of scalable sales processes, enablement assets, and technology-driven sales operations.

What you'll need

• 8-15 years of experience in inside sales, business development, demand generation, enterprise sales, or technology services sales.
• Proven experience leading inside sales or business development teams serving international markets, preferably North America.
• Strong understanding of IT services and enterprise technology solutions, particularly Cloud, Azure, Data & AI, Cybersecurity, Microsoft technologies, or Digital Transformation.
• Demonstrated success in building qualified sales pipelines, developing GTM strategies, and improving opportunity conversion.
• Experience in ABM, outbound prospecting, enterprise account targeting, and consultative selling.
• Experience working with CRM platforms and sales engagement tools, with strong forecasting and pipeline management capabilities.
• Excellent communication, executive engagement, stakeholder management, and team leadership skills.
• Experience with platforms such as HubSpot, Salesforce, LinkedIn Sales Navigator, ZoomInfo, or equivalent tools.
• Exposure to AI-led sales enablement, sales automation, and data-driven demand generation.
• Experience working with Microsoft or other major technology partner ecosystems.

Details

• Location: Hyderabad, Telangana, India.