Business Development Manager – Enterprise Vertical, India

India·Bangaloremid

SalesBusiness Development Manager

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Technical Tools

SalesBusiness Development Manager

Business Development Manager – Enterprise Vertical

Department	Sales – Enterprise Vertical
Reporting To	Head of Sales
Base Location	Bangalore
Travel	Regular travel required across Bangalore and other enterprise hubs across India for client meetings and account management
Experience Required	10+ years of overall sales experience, with a significant part in the enterprise vertical
Industry Background	Audio-Visual (AV) products, Pro-AV, unified communications & collaboration (UC&C), or allied/adjacent technology industries preferred
Joining Time	Immediate to within 45 days of offer
Employment Type	Full-time, Permanent

KramerAV is a global provider of professional audio-visual and collaboration solutions, delivering technology for presentation, connectivity and control across enterprise, education, government, Defense and broadcast environments. As we continue to grow our enterprise business out of Bangalore, we are looking for an experienced business development professional to drive growth across corporate and enterprise accounts.

The Business Development Manager – Enterprise Vertical will be responsible for driving revenue growth by identifying, developing and closing business opportunities with corporate enterprises, IT/ITES companies, BFSI, GCCs/captive centres and other large organizations based out of Bangalore and the surrounding enterprise ecosystem. Should have an established network within the enterprise/corporate segment, a strong understanding of enterprise procurement and IT/facilities decision-making processes, and a proven track record of selling technology solutions – ideally audio-visual, Pro-AV, UC&C or allied technology products – into this vertical.

Responsibilities

~1 min read

→Own and drive the sales strategy and revenue targets for the enterprise vertical
→Identify, map and build relationships with key stakeholders across corporate enterprises, IT/ITES companies, BFSI, GCCs/captive centres, and other large organizations.
→Generate and manage a healthy sales pipeline through direct engagement, channel partners, systems integrators and consultants active in the enterprise space.
→Present and position KramerAV's audio-visual and collaboration solutions to technical, facilities and business decision-making stakeholders, tailoring proposals to enterprise use cases (boardrooms, huddle rooms, video conferencing, collaboration spaces, campus-wide AV networks, etc.).
→Negotiate commercial terms and contracts in line with enterprise procurement norms, ensuring compliance with vendor empanelment and documentation requirements.
→Collaborate with pre-sales, product and technical teams to develop solution proposals, respond to RFPs/RFQs and support proof-of-concept demonstrations.
→Monitor competitor activity, pricing and positioning within the enterprise vertical, and provide market intelligence to leadership.
→Build and maintain relationships with consultants , PMC , Architects to expand market reach.
→Achieve quarterly and annual sales targets, accurately forecast pipeline, and maintain up-to-date account and opportunity records in CRM.
→Represent KramerAV at enterprise/corporate industry events, exhibitions and seminars to build brand visibility and generate leads.

10+ years of total sales/business development experience, with substantial and demonstrable experience selling into the enterprise vertical.
Prior experience selling audio-visual (AV/Pro-AV), UC&C, IT hardware, or other allied/adjacent technology products is strongly preferred.
Established network and working relationships with enterprise IT, facilities and procurement decision-makers.
Strong understanding of enterprise procurement cycles, vendor empanelment/registration and RFP/RFQ processes.
Proven track record of consistently meeting or exceeding sales targets in a relationship-driven, consultative sales environment.
Willingness and readiness to travel regularly for client meetings and account management.
Available to join within 45 days of offer.

Strong consultative and solution-selling skills, with the ability to translate technical AV capabilities into enterprise use cases.
Excellent relationship-building, networking and stakeholder management skills.
Strong commercial and negotiation acumen.
Self-driven, target-oriented and comfortable operating with a high degree of autonomy.
Good communication and presentation skills; ability to engage confidently with senior corporate leadership and IT/facilities decision-makers.
Working knowledge of CRM tools and MS Office; ability to prepare proposals, forecasts and account plans.