Business Manager

Key Responsibilities

1. Named Account & GSI Relationship Ownership

Own and drive named GSI accounts, with full responsibility for revenue, pipeline, and partner engagement.

Build and manage deep, multi-level relationships within GSIs, including alliance leaders, practice heads, delivery leaders, sourcing teams, and account leadership.

Establish and expand entry points within GSIs, strengthening influence across India and global stakeholder groups.

Maintain a relationship heatmap across GSIs, covering India leadership, global practice leaders, account directors, and COEs.

Act as the single-point sales owner for all commercial and strategic engagements with assigned GSIs.

2. Pipeline Generation & Deal Orchestration

Drive sell-through and sell-to opportunities with strong emphasis on sell-through deal motions via GSIs.

Participate in global sales motions, working closely with SHI global sales teams to build, qualify, and close enterprise opportunities.

Run joint account planning with SHI global account teams to identify pursuits within top enterprise customers.

Own opportunity qualification using structured frameworks, ensuring alignment across SHI, GSIs, and OEM partners.

Drive deals through the entire sales lifecycle, from opportunity identification to closure.

3. Bid Management & Commercial Ownership

Support bid management activities, including RFPs, RFQs, and proposal responses.

Coordinate solutioning, commercials, and stakeholder inputs to deliver high-quality, compliant submissions.

Own deal structuring, pricing alignment, and commercial discussions in collaboration with internal stakeholders.

4. Joint Go-To-Market (GTM) & Partner Growth

Drive joint GTM initiatives with GSIs, focused on pipeline creation and revenue growth.

Support co-marketing and demand-generation activities such as partner-led events, customer meetings, roadshows, and executive engagements.

Work closely with internal stakeholders to align India and global GTM priorities with GSI partners.

5. Solution & Domain Exposure (Sales Context)

Candidates should have sales exposure across one or more of the following domains:

Device-centric solutions

Data-centric platforms

Security-centric offerings

IT Infrastructure solutions

Cloud-centric architectures

(Hands-on solutioning is not required; focus is on sales-led conversations and deal ownership.)

Additional Expectations

This role is part of the global sales ecosystem and requires close collaboration with international teams and stakeholders.

The role requires a professional who can deliver impact from day one, with strong ownership and minimal dependency on the team.

Strong understanding of SI-led selling models, partner ecosystems, and alliance-driven revenue motions is essential.