Sr. Director, Business Development – Manufacturing (Americas)

About ITC Infotech:

ITC Infotech is a wholly owned subsidiary of ITC Limited, one of India's foremost private sector companies and a diversified conglomerate. The ITC Group, with a market capitalization of $65 billion, is globally recognized as a leader in sustainability. The group's vision is to achieve world-class performance and create growing value for both the Indian economy and its stakeholders. This vision is supported by core values such as Trusteeship, where professional managers hold the company in "trust" for its stakeholders; a strong Customer Focus; Respect for People; a commitment to Excellence; a pursuit of Innovation; and a strong Nation Orientation.

ITC Infotech's business philosophy is that business is at the center and technology is an enabler, as reflected in its tagline, "Business-friendly Solutions." The company offers a wide range of services and solutions across key business areas, including CIO Services (Automation, Digital Workplace, ERP), Digital Experience (Experience Transformation), and Product 4.0 (Product Lifecycle Management, Digital Manufacturing). In the last seven years, ITC Infotech has successfully doubled its revenue from $250 million to $500 million annually, with its EBIT improving from 8% to over 18%.

With this strong growth momentum, ITC Infotech is now embarking on its next journey, known as 'Next Orbit,' with the ambitious goal of reaching $1 billion in annual revenue within the next four years. The Americas region is a critical part of this charter and is expected to increase its contribution to total revenue from the current 35% to a range of 40% to 50%. Manufacturing is a key vertical for the group and ITC Infotech with BFSI, Retail, CPG, Travel, Transportation & Hospitality being others.

Position Details:

This pivotal role within our sales organization focuses on expanding ITC Infotech’s footprint in the Manufacturing industry in US. The successful candidate will be responsible for account-level revenue growth, client satisfaction, and commercial governance by applying industry context to client-specific execution. The individual will be responsible for identifying and securing new business opportunities with new and existing clients and increasing revenue through strategic client partnerships. The ideal candidate will possess deep industry knowledge, will have a background in solution-based selling and a consultative approach to client engagement.

Areas of Responsibilities:

• As a senior member within the Business Development team, you will spearhead strategic growth by forging and sustaining high‑impact client relationships, strengthening engagement across existing accounts, securing new logos, and expanding portfolios across diverse business groups.
• High focus on customer mapping, business value articulation, and deal support. Foster a culture of excellence, collaboration, and continuous learning to achieve team goals.
• Active involvement in proposal and SoW creation, ensuring collaboration across pre-sales, SMEs, delivery, service lines, procurement, and legal. Ensure teams conduct quantitative analysis to recommend win-pricing, including service line splits and competitive benchmarking, market analysis to identify trends, opportunities, and maintain a robust pipeline of strategic opportunities.
• Analyze client goals, pain points, and transformation agendas to create tailored customer maps. Identify opportunities for differentiated value delivery and influence client decision-making.
• Serve as the primary point of contact for client escalations and strategic discussions.

What You Will Do

1. Account Revenue Ownership

• Delivery revenue and margin targets
• Drive cross-sell and renewals
• Maintain forecast discipline

2. Account Planning & Pipeline

• Develop annual account plans
• Identify incremental growth opportunities
• Maintain CRM accuracy

3. Client Relationship Management

• Maintain strong working relationships
• Monitor satisfaction signals
• Escalate risks appropriately

4. Operational & Commercial Discipline

• Ensure billing realization
• Protect pricing integrity
• Maintain contract hygiene

5.New Logo Origination & Pipeline Creation

• Build and maintain a high-quality new business pipeline (3x coverage minimum)
• Identify priority accounts aligned to vertical strategy
• Develop multi-threaded entry strategy into target organizations

6. Applied Industry Fluency (Explicit Requirement)

Must demonstrate:

• Understanding of client’s business model
• Awareness of industry-specific KPIs relevant to account
• Ability to identify industry-aligned whitespace
• Fluency in industry terminology

Required Qualifications & Experience:

• 15 years of progressive experience in IT professional services sales, demonstrating consistent growth and achievement.
• 5 years of recent experience selling Digital Solutions, Cloud offerings, GenAI solutions, and large‑scale transformation projects and services to clients within the manufacturing vertical.
• Domain expertise in the Manufacturing & Med Devices industry, with an understanding of industry trends, challenges, and buying behaviors.
• Strong internal stakeholder management skills, including experience operating in a global onsite–offshore delivery model.
• Willingness to travel is needed to support client opportunities, relationship development, and business expansion.
• Experience supporting deal structuring and pricing, including performing business value analysis and negotiating pricing for proactive bids and proposals.

Who You Are:

• Entrepreneurial mindset
• Domain & AI led selling style
• Awareness of relevant platforms and transformation themes
• Ability to map services to business outcomes
• Ability to spot, shape and win large deals

Education Qualification:

Bachelor’s or master’s degree in engineering, Business Administration, Sales Management, or an equivalent combination of education and experience.

ITC Infotech is an Equal Opportunity Employer. We believe that no one should be discriminated against because of their differences, such as age, disability, ethnicity, gender, gender identity and expression, religion, or sexual orientation. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. ITC infotech is committed to providing veteran employment opportunities to our service men and women.