Business Development Manager (BDM) – Digital Transformation Sales

Job Title: Business Development Manager (BDM) – Digital Transformation Sales

Classification: Salaried

Salary Grade: Regular Full-Time Employee

Location: Atlanta (Hybrid)

Reports To: VP Digital Solutions Sales Lead

Position Overview:

We are seeking an experienced and results-driven Business Development Manager (BDM) focused on Digital Transformation Sales to join our growing Atlanta team. In this role, you will be responsible for both new business hunting and farming existing accounts, helping clients realize their digital modernization goals. You will lead the full sales cycle—from engaging prospects, understanding their digital needs, presenting transformative solutions, and driving opportunities to closure.

You'll work closely with cross-functional teams including technical experts, pre-sales, delivery leaders, and campaign-based inside sales to support strategic initiatives around cloud migration, application development, enterprise IT modernization, and digital enablement.

Key Responsibilities:

Sales Engagement & Opportunity Ownership

• Own the sales cycle from lead validation through deal closure, collaborating with internal stakeholders to finalize and execute contracts.
• Actively hunt for new business and farm existing client relationships to identify new revenue opportunities.
• Translate client pain points into ROI-focused proposals and digital solutions.
• Showcase strong knowledge in areas like cloud enablement, AI/ML, automation, application modernization, and digital user experience.
• Partner with delivery and pre-sales teams for discovery, demo, and solution scoping sessions.

Pipeline Development & Client Engagement

• Build and manage a pipeline of SQLs (Sales Qualified Leads), leveraging both inbound leads and outbound prospecting through platforms like Nooks, Lucia, and Sixth Sense.
• Identify and connect with key decision-makers including CIOs, IT Heads, Digital Transformation Officers, and Procurement Leaders.
• Engage prospects through a consultative, value-based sales approach and nurture long-term relationships.

Collaboration & Campaign Execution

• Work closely with xDR agents and contribute to lead qualification, messaging feedback, and segmentation strategy.
• Coordinate with ATT members (CTAs, SIOMs, Pre-Sales SMEs) to support solution alignment and deal velocity.
• Maintain accurate and up-to-date records in CRM platforms (Salesforce, HubSpot, Outreach, etc.) to reflect all pipeline movements and activities.
• Monitor competitor activity, client needs, and industry trends to maintain a strategic edge.

Market & Product Understanding

• Stay up to date on emerging technologies and trends in digital transformation, including cloud platforms (AWS, Azure, GCP), DevOps, low-code/no-code, and analytics tools.
• Understand client industry challenges and map relevant solutions to specific use cases and business objectives.
• Demonstrate familiarity with advanced sales intelligence tools like Nooks, Lucia, and Sixth Sense to optimize targeting and outreach strategies.

Qualifications:

• Bachelor’s degree in business, Marketing, Information Technology, or related field; MBA is a plus.
• 5 years of B2B solution sales experience, with a minimum of 2 years in digital transformation or IT services sales.
• Proven track record in both hunting and farming, managing full sales cycles and growing client accounts.
• Experience using campaign-based sales engines and inside sales models.
• Strong written and verbal communication, negotiation, and executive presentation skills.
• Hands-on experience with CRM and sales platforms like Salesforce, HubSpot, Outreach, Nooks, Lucia, and Sixth Sense.

Preferred:

• Experience working with IT services firms, consulting providers, or systems integrators.
• Familiarity with U.S. enterprise markets and complex decision-making cycles.
• Technical background or strong aptitude in areas like cloud architecture, DevOps, analytics, or digital platforms is a strong advantage.