Business Development Director
Job Summary
The Business Development Director is responsible for driving revenue growth, strategic partnerships, and market expansion across Southeast Asia. This role focuses on developing regional go-to-market strategies, managing key enterprise accounts, and building strong relationships with industry stakeholders. The position requires extensive experience in enterprise technology sales, cloud computing, AI, and IT services.
Responsibilities
- Develop and execute regional business development strategy
- Drive revenue growth and manage enterprise sales pipeline
- Establish strategic partnerships and channel ecosystems
- Cultivate C-level relationships and lead sales cycles
- Lead and mentor regional sales teams
Required Skills
- Enterprise sales & strategic account management
- Cross-cultural leadership & stakeholder management
- Financial modeling & revenue forecasting
- Cloud, AI, and cybersecurity technical understanding
- Contract negotiation & deal structuring
Job Details
Key Responsibilities
Business Growth & Revenue Generation
- Develop and execute the Southeast Asia business development strategy.
- Identify and pursue new market opportunities across Singapore, Malaysia, Indonesia, Thailand, Vietnam, Philippines, and other SEA markets.
- Build a robust sales pipeline and achieve regional revenue targets.
- Lead strategic sales initiatives for enterprise and government customers.
- Drive annual recurring revenue (ARR), software licensing, managed services, and project-based revenues.
Strategic Partnerships
- Establish and manage relationships with technology vendors, system integrators, telecommunications operators, cloud providers, government agencies, and industry associations.
- Negotiate partnership agreements and commercial arrangements.
- Develop channel and reseller ecosystems to accelerate market penetration.
Enterprise Account Development
- Cultivate C-level relationships with CEOs, CIOs, CTOs, CISOs, and business leaders.
- Lead complex enterprise sales cycles from prospecting to contract closure.
- Identify customer pain points and align technology solutions to business outcomes.
- Expand wallet share within existing strategic accounts.
Market Expansion
- Conduct market intelligence and competitive analysis.
- Assess emerging technology trends and investment opportunities.
- Develop market entry strategies for new countries and industry verticals.
- Support mergers, acquisitions, and strategic investment initiatives where applicable.
Leadership & Team Development
- Lead regional business development and sales teams.
- Mentor country managers and account executives.
- Establish KPIs, sales processes, and performance management frameworks.
- Foster a high-performance, customer-centric culture.
Commercial & Contract Management
- Lead commercial negotiations and pricing strategies.
- Collaborate with legal and finance teams on contracts and compliance matters.
- Manage forecasting, budgeting, and pipeline reporting.
- Ensure governance and regulatory compliance across SEA jurisdictions.
Key Performance Indicators (KPIs)
- Annual revenue achievement, gross profit margin, new customer acquisition, strategic partnership growth, pipeline value and conversion rates, customer retention and expansion, market share growth, ARR growth, enterprise contract value, and country expansion milestones.
Qualifications
- Bachelor’s degree in Business, IT, CS, Engineering, or related field (MBA preferred).
- 10–15+ years of experience in tech sales, business development, or strategic partnerships.
- Minimum 5 years in a leadership role covering multiple Southeast Asian markets.
- Proven track record of achieving multi-million-dollar revenue targets.
- Experience in Cloud Computing, AI, Cybersecurity, Enterprise Software, SaaS, Data Analytics, Digital Transformation, IT Infrastructure, or Managed Services.