Business Development

Virtusa Corporation is a global provider of digital business strategy, digital engineering, and information technology (IT) services and solutions that help clients change, disrupt, and unlock new value through innovation. We serve Global 2000 companies in Technology, Information Services, Media & Entertainment, Financial Services, Insurance, Healthcare, Communications, Media, Entertainment, Travel, Manufacturing, Technology, Consumer Packaged Goods, and Retail industries.

Summary of Position

Responsible for identifying and acquiring new clients, building strong relationships, selling our IT services tailored to the unique needs of the Information Services, Publishing and Education industries. The target market is large enterprise or upper mid-market, with an industry focus selling into the Information Services segment. This role is a direct sales position that will report into the head of Information Services Sales and also work closely with the segment leadership team. This is a quota carrying, commissioned sales role, with emphasis on developing pipeline, meeting order booking targets and developing partner channels. Experience of working within a structured sales operations environment will be important.

Responsibilities

Lead Generation:

• Identify and research potential clients within the Information Services sector.
• Create and maintain a robust pipeline of qualified leads.
• Partner with internal ISR teams and utilize various channels (cold calling, email, networking, industry events) to generate new business opportunities.
• Develop domain specific targeted campaigns and collaborate with Hyperscalers (Cloud providers) and Digital platform partners partner channels to develop pipeline.

Client Engagement:

• Develop and maintain strong relationships with key decision-makers, stakeholders, and influencers in target organizations.
• Conduct in-depth client needs assessments to understand their IT challenges and objectives.
•  Collaborate with our offerings, solution and technical teams to craft customized IT solutions tailored to client needs.

Sales Negotiation:

• Lead negotiations, pricing discussions, and contract terms.
• Work closely with legal and finance teams to ensure contract compliance. 

Partner Relationships:

• Identify, establish, and maintain partnerships with relevant organizations in the Information Services industry.
• Collaborate with partners to create joint solutions and expand market reach.
• Nurture and grow existing partner relationships.

Craft Proposals and Deal Closure:          

• Own the sales process to ensure the creation of world class, differentiated, pro-active proposals that position our services to win over our competition
• Prepare and deliver compelling sales presentations and proposals that showcase our IT services' value proposition.
• Articulate client pain points, describe the overall opportunity and lead and orchestrate oral presentations.
• Structure complex deals, negotiate commercial terms, and have a history of closing deals.
• Lose new business deals to achieve or exceed quarterly and annual sales targets.

Market Intelligence:

• Stay current with industry trends, competitive landscapes, and emerging technologies within the Information Services sector.
• Share insights and market feedback with internal teams to help shape service offerings.

Qualifications

• Experience in a “Hunter” role with a quota carrying position.
• Proven track record of selling IT services, particularly within the Information Services industry .
• Ability to speak with ease about IS Industry trends and business challenges.
• Experience working with partnerships and channels to drive new business.
• Experience in selling IT services across the Digital Transformation (DT) and Cloud Transformation (CT) marketplace, including digital & domain consulting, UX, mobility, digital marketing, digital engineering, cloud migration, cloud modernization, Application development, data/analytics, AI/ML, Digital Assurance and more.
• Ability to work independently and thrive in a target-driven environment.
• Ability to drive marketing campaigns.
• Excellent relationship and networking capabilities to manage speaking with CXO level executives, senior level technology, and non-technology buyers
• Creative thinker and deal maker and able to structure complex, strategic deals with an annuity component.
• Detailed oriented and able to drive a sales process to closure.
• Demonstrated successful proposal development and presentation skills to include strong oral and written communication skills.
• Capable of selling at a C-level and developing sponsorship to drive deal closure.
• Comfortable working in a hands-on environment and possesses an entrepreneurial spirit.
• Ability to travel (up to 50%) if required.
• You should have a proven track record of being an over-performer/exceeding quota, and should be self-motivated, detail oriented, and a good multitasker. 

Virtusa was founded on principles of equal opportunity for all, and so does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided based on qualifications, merit, and business need.