Gaurav Gautam

As a Business Development Manager in an individual contributor role at Auriga IT, I drive growth for Frappe products, focusing on ERPNext, Frappe CRM and Frappe HR. I identify market opportunities, tailor product offerings, and build relationships with clients. My strategic planning and market analysis efforts have resulted in significant sales growth and expanded partnerships.

• Develop and present tailored proposals for ERPNext and Frappe CRM to meet client needs.
• Conduct high-level requirement gathering to understand client objectives and align solutions effectively.
• Identify and analyze market opportunities to drive business growth and enhance product positioning.
• Collaborate with internal teams to ensure seamless product implementation and customer satisfaction.
• Build and maintain strong relationships with key stakeholders to facilitate ongoing support and engagement.
• Perform competitive analysis to inform strategic decisions and product enhancements.
• Monitor industry trends to identify new business opportunities and refine marketing strategies.

Dynamic and results-oriented Business Development Manager (BDM) L2 with a proven track record of success in the IT industry, specifically within a Microsoft Gold Partner environment. Offering expertise in driving business growth, expanding the customer base, and managing the entire Microsoft stack, including Dynamics 365, Microsoft 365, Azure, Power Platform, and related solutions. Managed a team of 10 people wherein 3 are BDM’s and 7 BDEs are there for new client acquisition via solution consulting, end-to-end response preparation for RFP/RFQ (specifically for US and UK public entity), and staff augmentation.

• Taking care of initial calls with clients for requirement gathering and suggesting the appropriate solution within Microsoft Stack.
• Aligning appropriate teams as per the solution required for deep dive requirement gathering and guiding the team to Prepare SOW are per the client's requirement.
• Building and maintaining strong relationships with existing clients to understand their needs, identify upsell and cross-sell opportunities, and ensure client satisfaction.
• Collaborating with the technical and sales teams to develop compelling proposals that align with the client's requirements and demonstrate the partner's expertise in delivering Microsoft-based solutions.
• Collaborating with other Microsoft partners and vendors to identify co-selling and co-marketing opportunities and leverage Microsoft's partner ecosystem to enhance service offerings.
• Tracking and managing the sales pipeline, forecasting revenue, and ensuring that business development efforts align with the partner's sales targets.
• Negotiating contracts, terms, and pricing with clients to reach mutually beneficial agreements.
• Evaluation of the RFP/RFǪ as per the prerequisite required by the US/UK public entity for submitting the Bid.
• On boarding Bid team along with the stakeholders as per the scope of services.
• Responsible for managing end to end timely delivery of global RFP/RFǪ/ITT/RFI mainly for US and UK public entities.
• Analyze customer's functional and commercial compliances.
• Onboarding Bid Team with other relevant stakeholders as per the scope of services.
• Keeping track of end-to-end activity for the response submission
• Support in the delivery of presentations & demonstration.
• Support and coordination during the defense and negotiation phase.
• Tracking the Win/Loss and conducting analysis.
• Proficiency in identifying and sourcing skilled professionals with the right qualifications and experience to meet the organization's staffing requirements.
• Strong communication and interpersonal skills to understand clients' staffing needs and maintain effective relationships.
• Skill in negotiating contracts, rates, and terms with both clients and candidates to achieve mutually beneficial agreements.
• Expertise in aligning the right resources with project requirements, considering skill sets, availability, and project demands.
• Building and maintaining a network of talent and clients to create a pool of resources for future staffing needs.
• Monitoring and evaluating the performance of augmented staff and addressing any performance concerns proactively.

As a business development manager, handled the marketing and sales team for effective and timely delivery of expected targets along with fabricating a long lasting and triumphant relationship with old and new clients so as to multiplicate and enhance my company's reach and patron base.

• Generated multiple leads for CRM based Software products.
• Led a team of 6-7 people for the identification of leads and prospects.
• Responsible for new and existing clients by establishing and maintaining contact as well as developing relationship.
• Performed telephonic and virtual meeting with client for requirement gathering and understanding of client vision and future plans.
• Led market research, due diligence, presentations and proof of concept (PoC) for solutions that are forward thinking with respect to features and future capabilities like social media integration, API based website integration, reports generation, etc.
• Collaborated with national and international clients for providing customised and requirement centric products in order to meet customer requirements and fulfilling each and every aspect asked for.
• Designed and developed diverse portfolio for clients belonging to various fields and industries.
• Established best practices and procedures for team around

pre-sales, sales and follow-ups.

• Achieved approx. 1 crores INR summing to approx. 50-55 business closures in 2 years of tenure.

Evaluated the strategic positioning of technology solutions offered by Google, Microsoft, and Amazon to best deliver on identified B2B customer needs and business objectives. Responsible for providing detailed proof of concepts (PoC) and supporting end-to-end deployment and implementation.

• Realised new business opportunities in the domain of IT sales in the field of social media and digital marketing, website development, hybrid-application development, and search engine optimization (SEO) for private and public sector organizations.
• Face off and interact with Clients for understanding the client's requirements, vision, and future prospects.
• Expert in mapping new prospects for tenders, pre-qualified notices, EOI (expression of Interest), and Projects.
• Handled start-to-end processes for various bids, proposals, and tenders including but not limited to the bidding process, tender preparation (Techno- Commercial offers), proposals preparation, quotation, negotiations, and closures.
• Managing post-sales and delivery processes and procedures like post-sale commercial activities and follow-ups.
• Primary point of contact for the client to resolve each and every issue.
• Collaborated with Inside sales team to client requirements fulfillment and solution delivery for making sure of orderly and timely delivery.