Business Development Associate Director

👋🏼 We're Nagarro.

We are a digital product engineering company that is scaling in a big way! We build products, services, and experiences that inspire, excite, and delight. We work at scale — across all devices and digital mediums, and our people exist everywhere in the world (18 000+ experts across 39 countries, to be exact). Our work culture is dynamic and non-hierarchical. We're looking for great new colleagues. That's where you come in!

By this point in your career, it is not just about the tech you know or how well you can code. It is about what more you want to do with that knowledge. Can you help your teammates proceed in the right direction? Can you tackle the challenges our clients face while always looking to take our solutions one step further to succeed at an even higher level? Yes? You may be ready to join us.

Role Mission

To drive sustainable growth of strategic accounts, combining account management and expansion with new customer acquisition, while acting as the company’s primary external representative toward senior decision-makers and key stakeholders within the Portuguese technology and business ecosystem.

Key Responsibilities

Account Management & Expansion

•            End-to-end management of a portfolio of strategic / key accounts, maintaining long-term relationships at Board, C-level and senior executive levels.

•            Continuous identification of cross-sell and up-sell opportunities within existing accounts.

•            Development and execution of strategic account plans, aligned with client business objectives and the company’s IT portfolio.

•            Acting as a trusted advisor, with a deep understanding of clients’ business challenges and the ability to position IT solutions with clear business impact.

New Business Development (New Customers / Farming)

•            Active prospecting and development of new enterprise clients across large private organizations and the public sector in Portugal.

•            Leveraging a strong and established senior network (Managers, Directors, CxO level) to generate qualified business opportunities.

•            Full ownership of the sales cycle: opportunity identification, value proposition.

•            Close collaboration with internal teams.

External Representation & Stakeholder Management

•            Acting as a brand ambassador within the Portuguese business and technology ecosystem.

•            Active representation at key industry and institutional events, sector conferences, executive forums, and private events.

•            Building and maintaining strategic relationships with business associations, technology partners, and institutional stakeholders.

•            Contributing to commercial strategy definition and market positioning.

Strategy & Reporting

•           Active contribution to the company’s commercial and go-to-market strategy.

•            Structured reporting on pipeline, forecasting, and results.

 

Candidate Profile

Experience

•            Minimum 15+ years of proven senior sales experience within the IT industry (services, software, managed services, IT consulting, or systems integrators).

•            Strong background selling to large enterprise accounts and the public sector in Portugal.

•            Demonstrated track record in strategic account management and new business development.

•            In-depth understanding of the Portuguese IT market and its key players.

Professional Network

•            Well-established and active network at Manager, Director, and CxO levels within major Portuguese private and public organizations.

•            Ability to open doors and generate business based on long-standing, trust-based relationships.

Key Skills & Competencies

•            Outstanding relationship-building and influencing skills at senior executive level.

•            Strong business acumen combined with a results-driven mindset.

•            Excellent negotiation and complex deal-closing capabilities.

•            Clear, credible, and executive-level communication skills.

•            Full professional proficiency in English and Portuguese, both written and spoken.

•            High level of autonomy, maturity, and professional integrity.

•            Ability to operate effectively within complex, matrixed organizations.

Education

•            University degree in a relevant field (Business, Engineering, Information Systems or similar).

•            Executive education or commercial certifications are a plus.