Job description
At Thoucentric, we work on various problem statements. The most popular ones are
- Building capabilities that address a market need, basis our ongoing research effort. Solving a specific use case for a current or potential client based on challenges on-ground. Developing new systems that help be a better employer and a better partner to clients. All of these need the best of minds to work on them day-to-day; and we do exactly that! Your contribution to organization development is as important as outward facing consulting. We are invested in both, employee growth and client success Job Description – Business Development | Solutioning & Sales Operations Experience: 5–7 Years Location: Pune | Function: Business Development Role Overview We are looking for a highly analytical and customer-focused professional with 5–7 years of experience in Business Development, Presales, Solution Consulting, and Sales Operations. The ideal candidate will drive opportunity qualification, solution development, proposal management, sales operations, pipeline governance, and revenue forecasting while working closely with sales, delivery, finance, marketing, and technology teams. This role requires a strong understanding of enterprise business processes, consultative selling, commercial models, and digital transformation solutions. The candidate should be capable of translating customer requirements into compelling business solutions while ensuring operational excellence through CRM discipline, pipeline management, forecasting accuracy, and process optimization.
Key Responsibilities
Business Development & Presales Qualify inbound and outbound business opportunities through effective discovery and needs assessment. Conduct customer discovery workshops to understand business challenges, functional requirements, and transformation objectives. Develop solution approaches in collaboration with technical, delivery, and domain teams.
Prepare proposals, RFP/RFI responses, commercial offers, quotations, presentations, and Statements of Work (SOWs). Support customer meetings, executive presentations, product demonstrations, and solution discussions. Build compelling business cases, value propositions, and solution narratives tailored to customer needs.
Maintain proposal repositories, bid documentation, and knowledge assets. Solutioning & Consulting Design solution frameworks aligned with customer business objectives and enterprise transformation initiatives. Collaborate with delivery, architecture, and engineering teams to define solution scope, effort estimates, and implementation approaches.
Recommend appropriate commercial engagement models including Time & Material (T&M), Fixed Price, and Outcome-based engagements. Support digital transformation proposals involving Consulting, Data Engineering, AI/ML, Cloud, Analytics, and Product Engineering capabilities. Demonstrate understanding of enterprise functions including Supply Chain, Sales & Distribution, Finance, and related business processes.
Sales Support & Account Management Manage the complete sales pipeline from qualified opportunity through closure. Ensure timely follow-ups with prospects and customers throughout the sales lifecycle. Coordinate commercial discussions, contracts, approvals, and documentation. Identify cross-sell and upsell opportunities within existing customer accounts.
Support strategic account planning and customer relationship management. Sales Operations Maintain high-quality CRM data with complete opportunity, account, and activity tracking. Monitor lead progression through every stage of the sales funnel. Prepare daily, weekly, and monthly sales reports and dashboards. Coordinate with finance for quotations, purchase orders, invoicing, revenue tracking, and payment follow-ups.
Standardize sales processes and recommend automation to improve operational efficiency. Ensure adherence to defined sales governance and compliance processes. Forecasting & Analytics Prepare accurate weekly, monthly, and quarterly revenue forecasts. Track pipeline health, conversion rates, sales performance, and opportunity progression.
Monitor deal probability, expected closure timelines, and forecast risks. Develop management dashboards, MIS reports, and executive presentations. Analyze sales trends, customer insights, and operational metrics to recommend process improvements. Ensure forecast accuracy through disciplined pipeline reviews and CRM hygiene.
Requirements
Required Skills Business Development & Presales Consultative Selling Solution Selling Enterprise Solution Consulting Requirement Gathering Proposal & RFP Response Management Commercial Negotiation Customer Relationship Management Executive Presentation & Storytelling. Sales Operations CRM Management (Salesforce preferred) Pipeline Management Sales Reporting & MIS Documentation & Process Governance Cross-functional Collaboration Process Improvement & Sales Automation Solution & Domain Knowledge (experience atleast in 2. Enterprise Business Processes Supply Chain Sales & Distribution Finance & ERP Processes Digital Transformation Forecasting & Analytics Revenue Forecasting Pipeline Analytics Sales Performance Analysis KPI Reporting Business Analytics Advanced Microsoft Excel Data Interpretation Preferred Software Knowledge Salesforce CRM Microsoft Excel (Advanced Functions, Pivot Tables, Dashboards) Microsoft PowerPoint Sharepoint Key Performance Indicators (KPIs) Monthly and Quarterly Revenue Achievement Forecast Accuracy (Target: ≥90%) CRM Data Accuracy (Target: ≥95%) Qualified Pipeline Generation (Minimum 3× Monthly Revenue Target) Proposal Turnaround Time Lead-to-Opportunity Conversion Rate Opportunity-to-Win Conversion Rate Weekly Reporting Compliance Solution Proposal Quality & Timeliness Preferred Qualifications B.E./B.Tech in Engineering or a related discipline. MBA in Strategy, Operations, Marketing, Technology Management, or a related field is preferred. 5–7 years of experience in Business Development, Presales, Solution Consulting, Pursuit Management, or Sales Operations within consulting, technology, or digital transformation organizations. Strong understanding of enterprise business functions, commercial engagement models, and global delivery constructs. Experience working with Data Engineering, AI/ML, Cloud, Analytics, or Digital Transformation solutions. Excellent communication, analytical thinking, stakeholder management, presentation, and storytelling skills. Experience in industries such as CPG, Retail, Manufacturing, BFSI, or Enterprise Technology will be an added advantage. Ability to work independently while collaborating effectively across sales, delivery, marketing, finance, and leadership teams.
Benefits
What a Consulting role at Thoucentric will offer you? Opportunity to define your career path and not as enforced by a manager A great consulting environment with a chance to work with Fortune 500 companies and startups alike. A dynamic but relaxed and supportive working environment that encourages personal development.
Be part of One Extended Family. We bond beyond work - sports, get-togethers, common interests etc. Work in a very enriching environment with Open Culture, Flat Organization and Excellent Peer Group. Be part of the exciting Growth Story of Thoucentric!