Key Responsibilities
 

• Generate and qualify a consistent pipeline of resource augmentation, custom development, and scope-based solution opportunities through outbound prospecting, referrals, partner channels, and inbound leads.
• Run structured discovery calls to understand client technology needs, team gaps, and project scope, translating these into accurate resourcing or solution proposals.
• Work with delivery and technical leads to size engagements, validate feasibility, and price staff augmentation pods or fixed-scope solutions competitively.
• Prepare and present proposals, rate cards, SOWs, and commercial terms; lead negotiations through to signed contracts.
• Own and progress opportunities through Acentura's sales process stages in the CRM, maintaining accurate forecasts and pipeline hygiene.
• Build and sustain relationships with CTOs, engineering leaders, and procurement/staffing contacts for repeat and expansion business.
• Represent Acentura's positioning appropriately depending on target geography and buyer profile.
• Collaborate with marketing on outbound campaigns, LinkedIn outreach, and content that supports Solutions & Services pipeline generation.
• Report weekly on pipeline movement, win/loss reasons, and market feedback to Group Sales leadership.
   

Qualifications & Experience

• 8+ years in B2B sales or business development, ideally selling IT staff augmentation, custom software services, or scope-based technology solutions.
• Working understanding of software delivery models (staff augmentation, T&M, fixed-price) and basic technical fluency to hold credible conversations with engineering buyers.
• Proven record of pipeline building, proposal writing, and closing mid-to-large value deals.
• Bachelor's degree in Business, IT, or related field; an MBA or sales/marketing qualification is an advantage.
• Experience selling into Western markets (US/EU) is a strong plus.
   

Skills & Competencies

• Strong consultative selling and negotiation skills.
• Comfortable with CRM discipline, forecasting, and structured sales processes.
• Excellent written and verbal communication, including proposal and rate-card presentation.
• Self-driven with the ability to manage a full-cycle pipeline independently.