Identify and develop new logo opportunities within large enterprise organizations
Build and maintain trusted relationships with senior client stakeholders, including CIO-level and business leaders
Lead early-stage opportunity shaping, including discovery, qualification, and value definition
Apply a consultative sales approach, understanding client business challenges and translating them into differentiated proposals
Articulate compelling business cases, supported by financial, cost, and value models (e.g., ROI, TCO, business impact)
Manage and maintain a healthy pipeline, ensuring accurate forecasting and visibility
Collaborate closely with solution architects, consult teams, delivery experts, and partners to co-create solutions
Engage with the partner ecosystem (cloud, infrastructure, and technology partners) to strengthen value propositions
Lead proposal contributions and support commercial discussions and negotiations in coordination with the deal team
Ensure effective handover of qualified opportunities while maintaining continuity with the customer

Proven experience in business development, consultative sales, or complex B2B selling in enterprise environments
Strong commercial and financial acumen
Ability to structure and defend value-based business cases
Ability to engage confidently with senior client stakeholders
Solid understanding of technology landscape, particularly: Hybrid infrastructure, Cloud and cloud migration, IT and application modernization, Managed services and transformation programs
Experience collaborating across cross-functional teams and partner organizations
Strong communication, negotiation, and stakeholder management skills
Structured, resilient, and comfortable working in ambiguous or evolving situations
Fluent English; additional languages are a plus

Business Development

Key skills