Business Development (Inside Sales)

Job Description

About the Company

Industry Preference: IT Services, IT Infrastructure Services, Digital Transformation, Managed Services

About the Role

We are looking for a highly driven and results-oriented Demand Generation Manager to join our Business Development Group (BDG). The ideal candidate will be responsible for creating and nurturing demand within target accounts through a multi-channel outreach strategy, helping accelerate pipeline growth across strategic industry segments and geographies. This role requires a well-rounded demand generation professional who can combine market research, account intelligence, digital outreach, LinkedIn engagement, email campaigns, event-led demand creation, and direct prospect engagement to generate qualified opportunities for the sales organization. The successful candidate will work closely with Marketing, Sales, Pre-Sales, and Account Teams to identify high-potential prospects, engage key stakeholders, and drive measurable business outcomes.

Responsibilities

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• Demand Generation & Pipeline Development
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• Develop and execute integrated demand generation programs to create awareness, engagement, and qualified opportunities within target accounts.
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• Identify and prioritize target accounts and buying centers through proactive market and account research.
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• Build and manage outreach campaigns across multiple channels including:
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• Email marketing
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• LinkedIn and social selling
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• Events and webinars
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• Industry forums and communities
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• Targeted calling and follow-ups (when required)
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• Generate and nurture marketing-qualified leads (MQLs) and sales-qualified opportunities (SQLs).
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• Account-Based Marketing (ABM) Support
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• Support account-based marketing initiatives by identifying key decision-makers, influencers, and buying committees.
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• Develop account-specific engagement strategies and messaging.
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• Partner with sales teams to drive penetration into strategic named accounts.
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• Research & Market Intelligence
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• Conduct detailed account, industry, competitor, and stakeholder research.
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• Identify business initiatives, technology priorities, organizational changes, and trigger events that can be leveraged for outreach.
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• Utilize sales intelligence and marketing technology platforms to improve targeting and conversion rates.
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• Campaign Execution
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• Design and execute targeted outbound campaigns.
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• Collaborate with content, digital marketing, and sales teams to create compelling messaging and campaign assets.
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• Manage lead follow-up processes and ensure timely engagement with prospects.
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• Event-Based Demand Generation
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• Support pre-event, during-event, and post-event demand generation activities.
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• Drive attendee engagement and conversion from webinars, trade shows, executive roundtables, and customer events.
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• Coordinate follow-up campaigns to maximize event ROI.
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• Performance Management
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• Track campaign performance, lead quality, pipeline contribution, and conversion metrics.
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• Provide regular reporting and insights to marketing and sales leadership.
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• Continuously optimize outreach strategies based on performance data and market feedback.
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• Key Success Metrics
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• Qualified pipeline created.
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• Number of meetings and opportunities generated.
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• Conversion rates across outreach channels.
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• Engagement within target accounts.
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• Support to sales teams in opening and expanding strategic accounts.
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• Why Join Us?
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• This role offers the opportunity to work at the intersection of marketing and sales, directly influencing business growth across strategic accounts and markets.
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• You will play a critical role in building pipeline, enabling sales success, and shaping the organization's demand generation strategy.
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Qualifications

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• Bachelor’s degree in marketing, Business Administration, Engineering, or related field.
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• 7–10 years of experience in Demand Generation, Business Development, Lead Generation, Inside Sales, or Account-Based Marketing.
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• Prior experience in IT Services, IT Infrastructure Services, Cloud, Cybersecurity, Managed Services, Digital Workplace, Data & Analytics, or similar technology domains is strongly preferred.
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• Demonstrated experience in generating enterprise-level opportunities through outbound and account-based approaches.
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• Strong understanding of B2B buying cycles and enterprise sales processes.
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Required Skills

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• Functional Skills
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• Demand Generation
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• Account-Based Marketing (ABM)
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• Lead Generation & Lead Nurturing
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• Enterprise Prospecting
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• Market Research & Account Intelligence
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• Campaign Management
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• Event Marketing Support
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• Sales Pipeline Development
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• Stakeholder Mapping
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• Tools & Platforms
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• Experience with one or more of the following:
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• LinkedIn Sales Navigator
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• ZoomInfo, Draup, Demand base or similar platforms
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• CRM platforms such as Salesforce, Dynamics CRM, HubSpot, etc.
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• Marketing automation platforms such as Marketo, HubSpot, Eloqua, or Pardot
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• Personal Attributes
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• Strong written and verbal communication skills.
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• High level of initiative and ownership.
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• Analytical mindset with strong attention to detail.
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• Ability to engage confidently with senior business and technology stakeholders.
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• Strong collaboration and stakeholder management skills.
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• Results-oriented and comfortable working in a fast-paced environment.
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