About the Role
We are looking for a high-performing Business Development Manager with proven experience in the USA and Canada IT Staffing industry. The role is responsible for driving new client acquisition, developing strategic staffing partnerships, and expanding existing accounts across North America.
The ideal candidate will have an established network within the US and Canadian staffing ecosystem, strong experience in securing Direct Client accounts, MSP/VMS programs, and a demonstrated track record of generating staffing revenue through contract, contract-to-hire, and permanent placement services.
Business Focus:
- 70% New Business Acquisition
- 30% Account Expansion & Growth
Key Responsibilities
1️⃣ New Business Development (70%)
- Acquire new Direct Clients across the USA and Canada for IT staffing and workforce solutions.
- Establish partnerships with MSPs, System Integrators, Technology Consulting Firms, Product Companies, GCCs, and Fortune 500 organizations.
- Build relationships with Hiring Managers, Vendor Managers, Procurement Leaders, Talent Acquisition Heads, and Business Executives.
- Identify staffing opportunities for Contract, Contract-to-Hire, Permanent, and Project-Based hiring.
- Drive vendor onboarding, contract negotiations, rate card discussions, and service agreements.
- Execute outbound sales strategies through cold calling, LinkedIn networking, email campaigns, referrals, and industry contacts.
- Create and manage a robust pipeline of staffing opportunities.
- Collaborate closely with recruiting and delivery teams to ensure rapid fulfillment and client satisfaction.
- Consistently achieve revenue, margin, and growth targets.
2️⃣ Strategic Account Growth (30%)
- Expand existing client relationships across multiple business units and locations.
- Increase staffing spend and wallet share within current accounts.
- Identify new requirements, hiring initiatives, and workforce programs within existing customers.
- Drive repeat business through exceptional service delivery and relationship management.
- Conduct regular client reviews and business planning sessions.
- Ensure high customer retention and long-term partnership development.
Desired Candidate Profile
Experience
- 6-12+ years of experience in US/Canada IT Staffing Business Development.
- Proven success in acquiring and managing Direct Clients.
- Strong experience working with MSP and VMS programs.
- Demonstrated track record of generating staffing revenue in North America.
- Experience selling offshore, nearshore, and onshore staffing solutions.
Industry Knowledge
Strong understanding of:
- US & Canada IT Staffing Market
- Staff Augmentation Services
- Contract Staffing
- Contract-to-Hire
- Permanent Hiring
- Recruitment Process Outsourcing (RPO)
- Statement of Work (SOW) Engagements
- Managed Staffing Programs
Preferred Exposure
Experience with:
- Beeline
- SAP Fieldglass
- IQNavigator
- PRO Unlimited
- VectorVMS
- PeopleFluent
- Other MSP/VMS Platforms
Key Skills & Competencies
- Direct Client Acquisition
- MSP/VMS Sales
- IT Staffing Sales
- North America Staffing Market Expertise
- Consultative Selling
- Contract Negotiation
- Relationship Management
- Account Mining
- Strategic Prospecting
- Revenue Generation
- Pipeline Management
- Stakeholder Engagement
- Sales Forecasting
Key Performance Indicators (KPIs)
New Business
- New Direct Client Wins
- MSP/VMS Partnerships Secured
- New Revenue Generated
- Gross Margin Achievement
- Conversion Rate from Lead to Closure
Account Growth
- Existing Account Expansion
- Wallet Share Growth
- Client Retention Rate
- Repeat Business Revenue
Sales Effectiveness
- Monthly Qualified Pipeline Value
- Number of Client Meetings Conducted
- Proposal-to-Closure Ratio
- Average Deal Size
- Quarterly and Annual Revenue Achievement
What We Are Looking For
- A proven Hunter with a strong network in the USA and Canada staffing market.
- Demonstrated success in opening new accounts and generating staffing business independently.
- Strong understanding of North American staffing procurement and vendor management processes.
- Ability to engage with CXOs, Hiring Managers, TA Leaders, Procurement Teams, and Vendor Managers.
- Self-driven professional with high ownership and accountability.
- Excellent communication, negotiation, and client relationship management skills.
- Ability to work effectively during US and Canada business hours from India.
Preferred: Candidates currently working with US/Canada staffing firms and possessing active relationships with Direct Clients, MSPs, or VMS programs across North America.
Location: Chennai / Bangalore/Pune/Noida/Mumbai
