Business Development Manager - Mumbai, India - Archer Integrated Risk Management

Description

Job Title – Business Development Manager

Experience years

Job Location - Mumbai

About Archer:

Archer ) is the industry-leading vendor of enterprise software for integrated risk management (IRM). Over a thousand customers worldwide harness the Archer GRC platform and its comprehensive suite of solutions to automate the compliance process, meet their risk objectives, and optimize business.

Archer's goal is to deliver value to customers as rapidly as possible. To support this, we are increasing the efficiency and speed of software engineering and deployment. We are adding staff to our SRE team to support transformation of our Development and Operations teams. This is an exciting opportunity for an engineer who has a passion for automation of our rapidly growing cloud infrastructure.

Is this you?

You have a passion for GRC, IRM and/or ESG?

You have great insights about the needs of organisations in India - especially Enterprises and Commercial organisations?

You see the potential for risk technology to not only solve risk challenges, but to set companies up for growth and competitive advantage?

You want to work with SaaS solutions and be part of a rapidly growing company?

You have a passion for finding, progressing and closing new business opportunities, while leveraging channel and alliance resources?

If it is...

"Come join our dynamic sales team driving the Integrated Risk solution, consistently recognized as a leader in every Gartner Magic Quadrant in its category. We're currently in search of a skilled Archer Business Development Manager to join our dedicated and high-achieving team. This role offers an opportunity to leave your mark, leveraging an established brand and growing alongside seasoned professionals.

As the Archer Business Development Manager, you'll be tasked with expanding our Archer business within your designated territory. This involves collaborating with our partners to pinpoint, assess, pursue, and secure new business prospects, while laying the groundwork for future growth in these accounts.

We're seeking individuals with a proven track record in Enterprise solution sales, particularly in closing net new business opportunities. Experience (preferred) in areas such as risk, compliance, ESG, or cyber, coupled with a background in selling SaaS solutions, is highly desirable. Additionally, familiarity with selling into Financial Services and IT/IS sectors is a significant asset."

Key Responsibilities

The Business Development Manager is responsible for identifying and developing new business opportunities to grow within a defined market. Key to success in this role will be the ability to grow a business by building new relationships, building trust, helping customer's evaluate and select Archer's GRC, IRM and ESG technology offerings, ultimately to drive growth within the defined territory.

The Business Development Manager must develop and execute a targeted sales plan to identify new opportunities for Archer's offerings within a territory through target identification, prospecting, organizing resources, leading meetings and demonstrations with prospects, closing deals and facilitating contract negotiations with RSA procurement personnel.

The individual must be capable of leverage all channels available to them – marketing, sales development representatives, partnerships, alliances, pre-sales, their own network, and their own hard work.

The individual must be capable of understanding a customer's business drivers, business issues and objectives so they can translate and articulate Archer's value propositions at all levels, and across multiple domains including:

• Enterprise & Operational Risk
• Regulatory & Corporate Compliance
• Environment, Social & Governance
• IT & Security Risk
• Third Party Risk
• Operational & Business Resilience
• Audit

Knowledge of the local market., local relationships, along with creativity, hunger, urgency and intensity are must have qualities.

Responsibilities:

• Cultivate, foster, and uphold relationships with new customers.

• Explore fresh contacts and initiatives by deeply understanding market dynamics, challenges, and needs, aligning them with Archer's capabilities.

• Develop a robust pipeline in alignment with territory requirements.

• Attain quarterly and annual sales targets.

• Collaborate with in-country, in-region, and global resources as a virtual team, engaging professional services, System Integrators, value-added resellers, product management, technical consultants, and Archer resources as necessary to meet customer needs.

• Identify and pursue sales prospects within assigned territories.

• Implement a value-driven, discovery-based sales approach.

• Forge value-added relationships within the territory, positioning oneself as a trusted advisor.

• Lead sales campaigns with a focus on understanding customer challenges, desired outcomes, and minimum requirements, while demonstrating Archer's value.

• Craft business cases and proposals tailored to identified issues, problems, and desired outcomes.

• Take ownership of opportunities from initiation to closure, mobilizing company resources for timely outcomes.

• Establish and nurture relationships with key advisory partners, System Integrators, and channel partners influencing current and future business within accounts.

• Maintain active involvement in deployments within the territory until agreed transition occurs.

Desired Skills & Experience

• Goal-orientated with an innovative approach to solving problems
• Proven enterprise sales experience
• Experience with discovery-based, value-oriented sales framework
• Experience in the fields of Enterprise & Operational Risk, IT Security, Cyber, Business Resiliency, Regulatory Compliance, ESG, Audit and related GRC areas would be highly valued.
• Passion for IRM, GRC and ESG topics
• Experience working in a channel-oriented sales model
• Experience selling SaaS and on-premise solutions
• Ability to effectively communicate with high level business executives
• Ability to assist organizations to develop a business case
• Ability to analyse information and draw accurate conclusions
• Ability to think on your feet and pivot conversations based on changing requirements
• Ability to work independently while also collaborating as part of both local, regional and global teams
• Ability to effectively persuade stakeholders across a range of roles – from executives, to front line managers, to administrators and officers - to realize the benefit and value of your proposals

Again - knowledge of the local market., local relationships, along with creativity, hunger, urgency and intensity are all must have qualities.

We're currently in search of a skilled Archer Business Development Manager for our Mumbai location to join our dedicated and high-achieving team.

IF

You have a passion for GRC, IRM and/or ESG?

You have great insights about the needs of organisations in India - especially Enterprises and Commercial organisations?

You want to work with SaaS solutions and be part of a rapidly growing company?

You have a passion for finding, progressing and closing new business opportunities, while leveraging channel and alliance resources?

Then, come join our dynamic sales team driving the Integrated Risk solution, consistently recognized as a leader in every Gartner Magic Quadrant in its category.