10+ years in business development or sales within IT services or consulting.
Experience building offshore IT services business with India-based teams.
Strong track record of selling technology services to US clients.
Proven ability to meet or exceed revenue and client-acquisition targets.
Established network of senior decision-makers in the US market.
Experience with offshore staffing and project-based solutions.
Strong understanding of offshore delivery models and client governance.
Responsibilities
Develop and execute a business development strategy for India-based offshore IT services.
Identify and acquire new enterprise and mid-market clients across targeted industries.
Build offshore business, including market positioning and revenue conversion.
Sell a range of IT services including cloud, data, and cybersecurity solutions.
Articulate the value of various delivery models to prospective clients.
Collaborate with India-based teams to develop competitive solutions.
Maintain relationships with CXOs and other decision-makers.
Benefits
Be part of a growing global technology and engineering organization.
Work on complex, high-value projects across various domains.
Access professional training and career development programs.
Join a collaborative culture that promotes work-life balance.
Build relationships with international clients and teams.
Work in an environment that recognizes contributions and encourages growth.
Full Job Description
Job Description
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.
Qualifications
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.
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.
Additional Information
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.
