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Principal Business Development Manager

4 hours ago

Jersey City, New Jersey, United States SOTATEK., JSC Full time

Job Title: Principal Business Development Manager (Hunter – IT Services , Data Analytics & AI)

Location: United States (Remote / North Carolina, New Jersey, Tri-State Preferred)

Reporting To: Head of Sales / CEO Type: Full-Time Compensation: Competitive Base + Bonus + Uncapped Commission Career Path: Head of Sales / Chief Sales Officer (CSO)

About the Role
We are seeking a true hunter — a business development leader who knows how to create opportunities from scratch, leverage personal relationships and partnership ecosystem, and close high-value services deals without relying on RFPs or big-brand marketing. This is not a role for career "Client Partners" who have succeeded under the shadow of a large system integrator or consulting company. This is a role for someone who can sell based on personal credibility, hustle, and execution. You will be expected to:


• Prospect and hunt aggressively


• Open doors using your own network


• Run discovery sessions, workshop, lunch and learns and shape deals independently


• Leverage partnerships (AWS, Microsoft, GCP, Oracle, etc.) to source leads and cosell


• Close revenue across IT outsourcing, managed services, legacy modernization and AI/digital transformation programs If you need a large marketing and inbound leads to function, this is not the right role.

Key Responsibilities

New Logo Hunting (70%)


• Proactively prospect and acquire net-new enterprise or upper mid-market clients


• Use personal connections with CIOs, CTOs, and Heads of Engineering to drive access


• Build and qualify a sustainable pipeline of staff augmentation, managed services, and project-based deals
• Represent and sell SotaTek's services in IT outsourcing, digital engineering, data, cloud, and AI

Full-Cycle Deal Ownership


• Run discovery sessions, shape solution strategy with delivery, and lead proposal creation


• Own pricing, deal commercials, and contract negotiations


• Drive MSAs, SoWs, and renewals with internal support (not dependency)


• Ensure alignment with delivery and customer success post-sale

Strategic Partner Engagement


• Build and grow relationships with AWS, Microsoft, Google Cloud, Oracle, and / or other strategic partners
• Co-sell into joint accounts and leverage partner channels to drive pipeline


• Respond to partner-originated opportunities and referrals


• Represent SotaTek in partner ecosystems and field events

Go-to-Market Execution


• Identify key ICPs and GTM plays across BFSI, fintech, healthcare, and high-tech


• Develop messaging and sales narratives from real-world pain points


• Execute fast-cycle, lean sales motions with agility

Future Sales Leadership


• Set the standard for high-performance sales within the organization


• Help build a repeatable GTM playbook


• Grow into a leadership role such as Head of Sales or CSO What Success Looks Like


• You close $300K–$3M+ deals in staff augmentation, ITO, and managed services


• You independently create and advance a multi-million-dollar pipeline


• You win based on your own network, sales craft, strategy and persistence


• You generate revenue without requiring marketing-qualified leads or RFPs


• You gain the trust of presales, delivery and executive stakeholders internally

Who This Role is FOR


• A proven closer with experience winning net-new business in IT services, SI or consulting


• A commercial leader who understands how to sell services profitably


• Someone with strong personal connections in the U.S. enterprise landscape especially in BFSI and HCLS space


• A builder and operator who can lead from the front and sell with speed


• Someone extremely hungry to eventually take on a CSO or Head of Sales role Who This Role is NOT For


• Those who depend on inbound RFPs to sell
• "Client Partners" who don't own full sales cycles


• Senior executives who haven't personally closed deals in the last 12 – 24 months


• Leaders who require extensive pre-sales and lead gens support to operate

Requirements


• 8–12 years in business development or enterprise sales in IT services, consulting, or digital transformation
• Proven experience closing net-new logos in the U.S or North America


• Strong understanding of services models: SDLC, Agile, cloud, data, AI, and managed services


• Domain familiarity in BFSI, fintech, manufacturing, healthcare, or high-tech


• Experience working with offshore or global delivery teams


• High energy, high accountability, zero entitlement

Equity & Incentives

For selected candidates, SotaTek offers participation in our Stock Option Program (SOP).

This is designed to reward long-term contributors who help drive strategic growth, new client acquisition, and overall enterprise value.

We are looking for entrepreneurial individuals who want to build value and grow with the company — not just earn commissions.

Why SotaTek


• Entrepreneurial environment with direct access to leadership


• Lean, fast-moving culture where you make things happen


• Access to global delivery in Vietnam, Malaysia, and APAC


• Proven engineering capability in data, AI, cloud, blockchain, and digital platforms


• No bureaucracy — just outcomes, execution, and growth