Field Sales BDM Managed IT Services India

Role overview

About the role

We are looking for a hunter-minded Field Sales BDM to grow our Managed IT Services business in India. You will own the full sales cycle: prospecting mid-market and enterprise accounts, meeting decision-makers in person, shaping solutions with our presales team, and closing multi-year recurring-revenue contracts.

Key responsibilities

•         Identify, target and win new customers for managed services such as managed infrastructure, helpdesk and service desk, end-user computing, network and security management, cloud and hybrid management, backup and DR, and AMC/FMS.

•         Build and manage a healthy pipeline through cold outreach, field visits, referrals, OEM and partner leads, industry events and networking.

•         Meet CXOs, IT Heads, CIOs/CISOs, Procurement and Finance stakeholders to understand business needs and position value-led solutions.

•         Work with presales and delivery teams on solution design, SLAs, commercials, proposals and RFP/RFQ/tender responses.

•         Lead negotiations and close deals with clear scope, pricing and contract terms (MSA, SOW, SLA).

•         Achieve quarterly and annual targets for new bookings, TCV/ACV and gross margin.

•         Maintain accurate pipeline, forecasts and activity in the CRM, with regular reviews with leadership.

•         Collaborate with OEMs and channel partners (e.g., Microsoft, Cisco, Dell, HP, Fortinet, AWS/Azure) on joint account plans.

•         Hand over won accounts smoothly to delivery and account management, and support renewals and upsell.

•         Track the competitive landscape, pricing trends and local market opportunities.

Requirements

Must have

•         Bachelors degree (MBA or PGDM in Sales/Marketing preferred).

•         3-8 years of B2B field sales experience in managed services, IT infrastructure, system integration, cloud or cybersecurity.

•         Proven record of meeting or exceeding targets, with a demonstrable closed-deal history.

•         Strong understanding of the Indian enterprise and SMB/mid-market IT buying cycle, including the roles of IT, procurement, finance and the CXO.

•         Excellent communication, presentation and negotiation skills in English and the local language of the territory.

•         Willingness to travel extensively within the territory (and occasionally outside it).

•         Comfort with a CRM (Salesforce, Zoho, HubSpot or similar) and MS Office.

Good to have

•         Experience in sectors such as BFSI, manufacturing, healthcare, education, retail/logistics or government/PSU.

•         Familiarity with tender portals (GeM, e-procurement) and public-sector procurement norms.

•         Working knowledge of ITIL, ISO 27001, SLA-based contracting and recurring-revenue models.

•         Existing relationships with IT decision-makers in the target region.

•         Sales or OEM certifications (e.g., Microsoft, AWS, Cisco, Sandler/Solution Selling).

Key competencies and KPIs

Hunter mindset and self-drive. Consultative, solution-led selling. Account planning and territory management. Resilience in long enterprise sales cycles. Commercial and contractual awareness. Collaboration across presales, delivery and finance.

KPIs

•         New logo acquisition and bookings vs. target (TCV/ACV)

•         Pipeline coverage (typically 3-4x of target)

•         Win rate and average deal size

•         Gross margin on deals

•         Number of qualified field meetings per week/month

•         Forecast accuracy and CRM hygiene