[Hiring] Regional Business Development Manager @India Market Entry

Role Description

We are looking for a strategically driven Regional Business Development Manager who can expand business in the assigned territory through structured channel development, institutional acquisition, and a strong consultative selling approach. This role is not transactional. The RBDM is expected to diagnose school needs, align solutions to institutional priorities, and build long-term value-based partnerships with Channel Partners and Schools.

Key Responsibilities

• Channel Development & Management (Consultative Partner Enablement)
  • Identify and appoint suitable Channel Partners and Resellers based on market mapping
  • Evaluate partner capability, territory strength, and alignment with solution portfolio
  • Onboard and enable partners through consultative sales training and value-based positioning
  • Conduct joint sales visits using consultative discovery frameworks
  • Maintain long-term strategic relationships with Channel Partners
  • Guide partners in needs analysis, stakeholder mapping, and solution presentation
  • Monitor partner pipeline and revenue performance
• Institutional Acquisition (Consultative Institutional Selling)
  • Acquire Chain Schools, International Schools, and Targeted Institutions
  • Conduct structured discovery meetings with Principals, Directors, and Management
  • Understand institutional pain points (academic outcomes, NEP alignment, differentiation, implementation challenges, etc.)
  • Position solutions based on school goals rather than product features
  • Develop customized proposals aligned to school priorities
  • Lead negotiations and close strategic partnerships
• Revenue & Target Management
  • Achieve quarterly and annual regional revenue targets
  • Build and maintain a strong consultative sales pipeline
  • Maintain disciplined CRM updates with detailed discovery insights
  • Forecast revenue based on realistic consultative stage progression
  • Ensure healthy conversion ratios through value-driven selling
• Relationship Management
  • Build long-term strategic relationships with school leadership
  • Maintain continuous engagement with Channel Partners and Resellers
  • Act as a solution advisor rather than a product seller
  • Ensure alignment between institutional expectations and internal delivery teams
  • Support retention and renewal through ongoing consultative engagement
• Market Intelligence & Strategic Insights
  • Track competitor positioning and solution strategies
  • Identify emerging academic or policy-driven opportunities
  • Share structured insights to refine GTM and solution positioning
  • Recommend regional strategy improvements based on consultative field feedback

Qualifications

• Graduate in Business, Marketing, Education, or related field
• MBA preferred

Requirements

• 10+ years of experience in B2B, Channel, or Institutional Sales
• Experience in Education / EdTech preferred
• Demonstrated experience in consultative selling and solution-based sales
• Strong consultative selling skills (discovery, needs analysis, value mapping)
• Ability to sell solutions across multiple domains and product categories
• Strong stakeholder mapping and decision-making process understanding
• Ability to train and guide channel partners in consultative approach
• Strong negotiation and strategic closing ability
• Territory planning and revenue forecasting capability
• CRM proficiency
• Excellent communication and relationship-building skills
• Immediate joiner

Key Competencies

• Strategic thinking
• Diagnostic questioning skills
• Value-based positioning
• Long-term relationship orientation
• Analytical and solution-oriented mindset
• High ownership and accountability

Note: Preferring Candidates from Mumbai, Pune locations