Role OverviewWe are seeking an experienced and results-driven Business Development and Relationship Manager to lead and expand Clover Infotech's presence in the US (New York / New Jersey region). This high-impact, client-facing role focuses on driving new business, building strategic client relationships, and growing revenue across Managed Services, Cybersecurity, ServiceNow, and Oracle Suite offerings. In this role, you will work closely with customers, pre-sales, delivery, and leadership teams to identify opportunities, position differentiated IT solutions, and accelerate business growth across enterprise accounts.
The role requires close collaboration with Sales, Pre-Sales, Delivery, Practice Leaders, and Customers to develop account strategies, build a strong sales pipeline, create winning proposals, and support complex enterprise sales engagements. The ideal candidate holds a Bachelor's or Master's Degree in Business Administration, Information Technology, or a related field, possesses extensive experience in IT services sales and consultative solution selling, and demonstrates the commercial acumen, relationship-building skills, and strategic mindset required to drive new logo acquisition, expand existing accounts, and achieve sustained revenue growth across the US market.
Key Responsibilities1. Business Development & Revenue Growth- Drive new logo acquisition and expand existing accounts within the assigned geography.
- Achieve and exceed sales targets, pipeline growth, and revenue goals.
- Identify and pursue opportunities across:
- Managed Services (Application & Infrastructure)
- Cybersecurity Services
- ServiceNow implementation and support
- Oracle (EBS & Fusion Cloud) solutions
- Build and manage a strong sales pipeline with accurate forecasting.
2. Client Relationship Management- Establish and nurture relationships with CXOs, CIOs, CTOs, and senior IT stakeholders.
- Lead client discussions, presentations, and solution positioning at the executive level.
- Act as a trusted advisor to customers on digital transformation and IT modernization initiatives.
3. Sales Strategy & Account Planning- Develop account plans and territory strategies for the New York / New Jersey region.
- Identify cross-selling and upselling opportunities across service lines.
- Collaborate with Delivery, Pre-Sales, and Solution teams to craft winning proposals.
4. Proposal & Deal Management- Own the end-to-end sales lifecycle: lead generation qualification proposal negotiation closure.
- Lead participation in RFPs, RFIs, and proactive proposal development.
- Structure deals, including pricing, commercial terms, and contract negotiations.
5. Market Intelligence & Positioning- Track industry trends across Managed Services, Cybersecurity, ServiceNow, and Oracle ecosystems.
- Analyze competitor strategies and position Clover Infotech's offerings effectively.
- Represent Clover Infotech at industry events, networking forums, and client meetings.
6. Collaboration & Internal Alignment- Work closely with:
- Delivery teams for solution feasibility
- Pre-Sales teams for technical proposals
- Leadership teams for strategic alignment
- Provide insights to leadership on market demand, client expectations, and growth opportunities.
Required Skills & CompetenciesSales & Business Skills- Strong hunting mindset with a proven track record of opening new accounts.
- Experience in IT services sales within the US market, particularly in the New York / New Jersey region.
- Strong understanding of consultative selling and solution-based sales.
- Ability to manage large deals and complex sales cycles.
Domain Expertise- Good understanding of at least two of the following:
- Managed Services (AMS, Infrastructure, and Cloud Support)
- Cybersecurity (SOC, GRC, Identity & Access Management, Risk & Compliance)
- ServiceNow (ITSM, ITOM, CSM)
- Oracle (EBS and Fusion Cloud ERP)
Other Requirements- Existing client network within the BFSI, Retail, or Pharma sectors is preferred.
- Familiarity with onshore-offshore delivery models.
- Willingness to travel across the US as required.
KPIs / Success Metrics- Quarterly and annual new business revenue achievement.
- Number of new logos acquired.
- Pipeline value and conversion rate.
- Growth of existing accounts through cross-selling and upselling.
- Client satisfaction and retention.
