Job Title: AVP - Business Development

SHIFT : 1PM to 10:30PM shift

Role Overview

The AVP - Business Development will be responsible for driving business growth, managing client relationships, and executing go-to-market (GTM) strategies in the B2B services industry. This role requires a strategic thinker with extensive experience in lead generation, consulting, delivery, presales, and partnerships, particularly within the analytics, digital transformation, and digital operations domains. The ideal candidate will have a deep understanding of the sales cycle, from prospecting to deal closure, and will play a crucial role in expanding EXL's market presence. Experience in the communication, media, and entertainment industry will be a plus.

Key Responsibilities

- Act as the primary point of contact for clients and prospects, ensuring strong relationship management.

- Drive business growth by identifying and engaging potential clients, with a focus on analytics, digital transformation, and digital operations.

- Develop and execute GTM strategies to drive revenue and market expansion.

- Lead lead-generation efforts, leveraging multiple channels including networking, outbound prospecting, and partnerships.

- Collaborate with consulting and delivery teams to align sales strategies with organisation's service offerings.

- Identify and implement best practices in sales and account management.

- Organize and conduct client meetings to understand their needs and provide tailored solutions.

- Monitor and report on sales performance, pipeline management, and revenue forecasts.

- Manage budgets and client invoices to ensure financial accountability.

- Suggest and implement innovative strategies to increase sales and improve client experiences.

- Develop compelling sales pitches based on market research and industry trends, particularly in analytics and digital transformation.

- Own the end-to-end sales cycle, from lead nurturing to contract negotiations and closure.

- Present and demonstrate the value and solutions in a persuasive manner.

- Identify trends and market opportunities through data analysis.

- Maintain a comprehensive database of key client and prospect information.

- Drive upsell and cross-sell opportunities to enhance revenue from existing accounts.

- Represent the company at industry events, conferences, and networking opportunities.

- Handle negotiations and proactively address potential client concerns.

Background and Experience

- 10 to 12 years of experience in business development, sales, consulting, delivery, and partnerships within the B2B services industry, with a strong focus on analytics, digital transformation, and digital operations.

- Proven experience in lead generation and pipeline development for high-value accounts.

- Strong experience in managing and expanding client relationships across multiple industry verticals, with a preference for communication, media, and entertainment sectors.

- Bachelor's degree required; MBA highly preferred.

- Extensive experience working in a global delivery model and with international clients.

- Deep understanding of account management and project delivery methodologies.

- Knowledge of CRM software, MS Office, and industry-specific solutions.

- Strong leadership, interpersonal, communication, and presentation skills.

- Expertise in sales strategy development, market research, and negotiation.

Preferred Skills

- Ability to develop and manage strategic partnerships for business growth.

- Experience in presales, solutioning, and working closely with consulting and delivery teams.

- A strong network within the industry to drive business opportunities.

- Ability to work in a fast-paced, results-oriented environment.

- Analytical mindset with a focus on data-driven decision-making.