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Role: Business Development Leader – Cloud & IT Infrastructure Services
Duration: Full Time with Yash Technologies
Location: Chicago, IL / Midwest
Primary Skills : Business Development Leader – Cloud & IT Infrastructure Services
Role Overview
The Business Development Leader drives pipeline growth, deal conversion, and revenue acceleration for the Cloud & IT Infrastructure Services line, encompassing Core Infrastructure, Cloud Infrastructure, Digital Workplace, Enterprise Monitoring, IT Service Desk, and DevOps. As the commercial face of the Service Line, the BD Leader partners with regional business development teams, service line (SL) heads, alliances, and delivery leaders to execute GTM and GTC strategies, shape demand, and lead opportunities from identification through closure. This role requires a strategic hunter with a proven ability to develop multi-million-dollar opportunities, influence stakeholders at CXO level, and convert complex outsourcing and transformation deals into long-term business relationships.
Key Responsibilities
1. GTM & GTC Strategy and Execution
• Define and execute GTM and GTC strategies aligned with SL priorities and regional growth goals.
• Co-develop field plays, value propositions, and campaigns with SL leaders, regional BD teams, marketing, and alliances.
• Translate technical capabilities into business value through targeted outreach, events, and campaigns.
2. Pipeline Generation and Account Hunting
• Build a robust qualified pipeline by identifying, pursuing, and developing new client relationships in target geographies and industries.
• Drive MQL-to-SQL conversion and shape opportunities with regional BD teams and delivery units.
• Leverage analyst relations, deal advisors, and industry connects to secure participation in large, multi-year outsourcing opportunities.
3. Opportunity-to-Closure (O2C) Leadership
• Own the full O2C lifecycle: opportunity qualification, win strategy definition, pursuit team formation, stakeholder alignment, bid management, and negotiation through closure.
• Collaborate with presales, solution architects, and delivery teams to develop compelling solution tenets and value-based proposals.
• Ensure commercial and delivery feasibility, P&L alignment, and risk mitigation.
4. Market & Client Engagement
• Partner with account teams to support strategic account planning, executive connects, and large deal pursuits.
• Build Service Line visibility and relevance within key enterprise accounts.
• Bring voice-of-customer and competitor insights to influence Service Line investments, GTM messaging, and capability roadmaps.
5. Ecosystem & Brand Leadership
• Represent the Service Line at key industry events, partner forums, and client engagements.
• Act as a brand ambassador, promoting organizational capability, differentiation, and thought leadership in the market.
• Foster trusted relationships with Hyperscaler alliances OR internal alliances leaders and strategic technology partners.
Success Metrics
• Pipeline Growth: Quality and volume of qualified opportunities generated.
• Win Rate: Conversion rate across the O2C lifecycle.
• Revenue Impact: Bookings and wins sourced or influenced.
• Field Engagement: Service Line integration into BD and account planning processes.
• Brand Visibility: Participation and recognition in industry forums and campaigns.
Leadership Attributes
• Accountable Deal Owner: Drives disciplined pursuit management end-to-end.
• Strategic Deal Shaper: Crafts winning propositions aligned to client needs and business goals.
• Collaborative Executor: Unites BD, delivery, and alliances under a common pursuit plan.
• Commercially Savvy: Balances pricing, value positioning, and risk management.
• Customer-Centric: Anchors every engagement in business outcomes and transformation impact.
• Voice of the Field: Brings regional insights into GTM strategy and investment prioritization.
• Technically Fluent: Understands service offerings and market trends to engage credibly with clients.
Qualifications and Experience
• Bachelor’s degree in business administration, Engineering, or related field (Master’s preferred).
• 10–15 years of experience in enterprise business development, sales, or pursuit management in IT Services and Cloud Infrastructure Services domain.
• Proven track record of hunting and closing multi-year multi-million-dollar Cloud, Infra, and Digital Workplace deals.
• Good understanding of IT Infrastructure and Cloud solutions, outsourcing models, and bid campaign management.
• Demonstrated ability to engage with senior client stakeholders, analysts, and deal advisors.
• Strong commercial acumen, negotiation, and P&L management capabilities.
• Excellent presentation, communication, and relationship-building skills.
• High energy, outcome-focused, and motivated to exceed growth targets.
