Develop and manage a qualified pipeline of mid-market and enterprise clients within targeted industries
Lead outreach and relationship-building across 50–100 target accounts, leveraging your industry network and insights
Work closely with AIS marketing, solution leaders, and delivery teams to shape go-to-market strategies
Identify and qualify opportunities across AIS’s core offerings: Cloud Infrastructure & Managed Services (Azure, M365, Data, SOC), AI & Intelligent Solutions, GenAI-powered business applications and copilots, AI-driven automation and analytics platforms, Voice AI and conversational solutions, Product Engineering (MVPs, platforms, innovation builds), Microsoft Licensing (CSP) + Services Bundles
Collaborate with Microsoft field teams where applicable to drive co-sell alignment (optional, not mandatory)
Conduct client discovery, orchestrate solutioning discussions, and coordinate proposal development
Maintain pipeline discipline, forecasting accuracy, and CRM hygiene
Serve as the voice of the customer, sharing insights to shape AIS offerings and go-to-market priorities
Engage prospects through outbound efforts, events, social selling, and tailored messaging

10+ years in business development, account executive, or sales roles selling IT services, consulting, or digital/AI transformation solutions
Proven success building new client relationships in one or more of our target industries (Power & Utilities | Manufacturing | Insurance | Capital Markets | Defense Industrial Base)
Track record of hunting and closing net-new business in mid-market and/or enterprise segments
Strong consultative selling, storytelling, and stakeholder engagement skills
Experience collaborating cross-functionally with marketing, solutioning, and delivery teams
Familiarity with modern cloud-based delivery models and ability to articulate business value/ROI
Excellent communication, presentation, and executive engagement skills
Proficiency in CRM tools (Hubspot) with strong pipeline hygiene and forecasting discipline

Business Development Manager

Key skills