Senior Business Development Professional - Offshore IT Services (India Delivery)

Company Description

Who are we?

Scalian is an international engineering and consulting group specializing in critical software, systems engineering, digital transformation, data & AI, and operational performance. With 6,000+ employees across 12 countries, Scalian works with leading organizations across multiple industries.

Job Description

Position Summary

We are seeking a senior Business Development Professional with 10+ years of experience in selling IT services and building offshore business for India-based delivery organizations. The role will focus on acquiring US clients, expanding strategic accounts, developing offshore and global delivery opportunities, and generating sustainable revenue.

The ideal candidate will have a proven track record of selling India-based offshore services, establishing executive relationships, creating qualified sales pipelines, negotiating complex commercial agreements, and consistently achieving revenue and client-acquisition targets.

Key Responsibilities

• Develop and execute a business development strategy for selling India-based offshore IT services to US clients.
• Identify, pursue, and acquire new enterprise and mid-market clients across targeted industries.
• Build offshore business from the ground up, including market positioning, account targeting, pipeline development, and revenue conversion.
• Sell IT staffing, application development, cloud, data and AI, cybersecurity, ERP, digital transformation, managed services, and project-based solutions.
• Articulate the value of offshore, nearshore, onsite, and hybrid delivery models to prospective clients.
• Work closely with India-based delivery, presales, recruitment, finance, and leadership teams to develop competitive solutions.
• Build and maintain relationships with CXOs, VPs, technology leaders, procurement teams, and other decision-makers.
• Develop account plans and expand existing relationships through cross-selling and upselling.
• Own the complete sales lifecycle, from lead generation and qualification through proposal development, negotiation, and closure.
• Build, manage, and accurately forecast a qualified sales pipeline.
• Lead responses to RFPs and RFIs, coordinating with offshore technical and delivery teams.
• Negotiate pricing, contracts, statements of work, master service agreements, and service-level agreements.
• Develop commercial models for fixed-price, time-and-materials, managed services, staff augmentation, and outcome-based engagements.
• Track market trends, competitors, offshore pricing, and emerging opportunities in the US market.
• Represent the organization at industry events, client meetings, conferences, and networking forums.

Qualifications

Required Qualifications

• 10+ years of business development, sales, account management, or client-partner experience within IT services or consulting.
• Demonstrated experience building and growing offshore IT services business supported by delivery teams in India.
• Strong experience selling technology services to US-based clients.
• Proven track record of meeting or exceeding revenue, margin, pipeline, and client-acquisition targets.
• Evidence of independently winning new logos and expanding strategic accounts.
• Established network of senior technology, business, sourcing, or procurement decision-makers in the US market.
• Experience selling offshore staffing, consulting engagements, managed services, and project-based solutions.
• Strong understanding of offshore delivery models, commercial structures, resource planning, and client governance.
• Ability to collaborate effectively with India-based delivery and leadership teams across time zones.
• Experience developing proposals, presentations, account plans, business cases, and executive-level pitches.
• Excellent communication, presentation, negotiation, and relationship-management skills.
• Bachelor's degree in Business, Marketing, Information Technology, Engineering, or a related field.

Preferred Skills

• Experience scaling an offshore business practice or opening a new US market, territory, or industry vertical.
• Existing relationships with enterprise and mid-market clients in the United States.
• Knowledge of cloud, data and AI, cybersecurity, ERP, digital transformation, application development, and managed services.
• Familiarity with Salesforce, HubSpot, Microsoft Dynamics, or comparable CRM platforms.
• Experience with account-based marketing, demand generation, channel partnerships, and strategic alliances.
• Understanding of India delivery-center capabilities, talent markets, rate cards, utilization, margins, and transition planning.
• Relevant industry certifications in sales, cloud, ai, cybersecurity, erp, or other technology domains are an advantage.

Additional Information

Why join Scalian?

• International Growth: Be part of a growing global technology and engineering organization with opportunities to work across markets and geographies.

• Innovative Projects: Work on complex, high-value projects spanning technology, engineering, digital, data, AI, and consulting.

• Career Development: Access professional training, the Scalian Academy, career development programs, and internal mobility opportunities.

• Collaborative Culture: Join an employee-focused organization that promotes trust, entrepreneurship, innovation, collaboration, and work-life balance.

• Global Opportunities: Build relationships with international clients and teams while gaining exposure to diverse industries and business environments.

• Performance & Recognition: Work in an environment that recognizes contribution, encourages initiative, and provides opportunities to grow with the business.

• For this US Business Development role, Scalian offers the opportunity to represent a broad portfolio of technology and engineering capabilities while building strategic relationships with US clients and contributing directly to the company's growth.