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

• Bachelor's 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