Business Development Representative

About the Role

We are seeking a relationship-driven

Business Development Manager (BDM)

with 2–6 years of experience in converting business opportunities, nurturing client relationships, and driving revenue growth through

upselling and cross-selling

.
This role is

not responsible for new lead generation

. Instead, the BDM will focus exclusively on

converting inbound or internal leads

, strengthening existing accounts, and maximizing revenue potential across BigStep Technologies’ AI and Digital Product Engineering offerings.

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Roles and Responsibilities

1. Lead Conversion (No New Lead Generation)

• Take ownership of

all incoming leads

, primarily from existing accounts, marketing, referrals, and internal teams.

• Understand client needs, qualify the opportunity thoroughly, and

convert leads into active deals

through structured engagement.

2. Upselling & Cross-Selling

• Strategically map BigStep’s AI, Digital Transformation, Cloud, and Product Engineering capabilities to client requirements.
• Identify and pitch

additional services

, upgrades, and enhancements to increase

contract size and revenue per account

.

• Drive expansion across multiple service lines by identifying new use cases in current accounts.

3. Relationship Management (Farming Focus)

• Build and maintain strong, long-term relationships with decision-makers and influencers within assigned accounts.
• Conduct regular check-ins, review meetings, and on-site visits when needed to understand evolving needs.

4. Stakeholder Coordination

• Serve as the

single point of contact

between clients and internal teams (Delivery, Tech Leads, Product, Finance).

• Ensure seamless communication, alignment on expectations, and smooth execution of engagements.

5. CRM Ownership

• Maintain accurate, up-to-date CRM entries for all activities—conversations, opportunity stages, forecasts, and revenue projections.
• Use CRM insights to support leadership with data-driven business intelligence.

6. Account Insights & Reporting

• Track and report account status, competitor behavior, client feedback, and potential new business drivers.
• Share insights with leadership and product teams to improve offerings and client satisfaction.

7. Representation at Events (Optional / As Needed)

• Attend key client or industry events when required to strengthen relationships and represent BigStep Technologies professionally.

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Required Skills & Qualifications

• Bachelor’s or Master’s degree in

IT, Business, Marketing, Communications

, or a related technical field.

2–6 years

of experience in

Sales, Account Management, or Farming roles

within IT services, SaaS, Cloud, or Digital Engineering domains.

• Proven track record of

converting leads

, upselling, cross-selling, and growing revenue from existing accounts.

• Strong communication and presentation skills for articulating complex solutions virtually and in-person.
• Expertise in CRM tools (Salesforce, HubSpot, etc.) with disciplined pipeline and account activity tracking.
• Ability to manage multiple stakeholders and navigate complex account structures.

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• Bachelor’s or Master’s degree in IT, Business, Marketing, Communications, or a related technical field.
• 2–6 years of experience in Sales, Account Management, or Farming roles within IT services, SaaS, Cloud, or Digital Engineering domains.
• Proven track record of converting leads, upselling, cross-selling, and growing revenue from existing accounts.
• Strong communication and presentation skills for articulating complex solutions virtually and in-person.
• Expertise in CRM tools (Salesforce, HubSpot, etc.) with disciplined pipeline and account activity tracking.
• Ability to manage multiple stakeholders and navigate complex account structures.