Business Development Manager
Job Summary
We are seeking an experienced Business Development Manager to drive enterprise IT hardware sales across the SAARC and ASEAN regions. Based in Singapore, you will own the full business development cycle, from market entry strategy and channel partner development to closing large enterprise and government deals. This is a strategic hunter role focused on building channel ecosystems and landing marquee enterprise accounts.
Responsibilities
- Execute regional go-to-market strategy for enterprise IT hardware.
- Manage full sales cycle from prospecting to closing large government and enterprise deals.
- Recruit and manage distributors, SIs, and VARs across SAARC and ASEAN regions.
- Build and maintain C-level relationships within target enterprise accounts.
Required Skills
- 8-12 years experience in B2B IT hardware sales.
- Deep expertise in SAARC and ASEAN market dynamics.
- Strong background in two-tier channel distribution management.
- Experience with enterprise RFP/tender processes.
Job Details
Key Responsibilities:
Business Development & Sales:
- Develop and execute regional go-to-market strategy for enterprise IT hardware across SAARC and ASEAN.
- Manage the full sales cycle for enterprise and public-sector opportunities, including prospecting, qualification, proposal/tender response, and commercial negotiation.
- Achieve and exceed quarterly and annual revenue, margin, and pipeline targets.
- Lead responses to RFPs/RFQs/tenders in collaboration with pre-sales, product, and finance teams.
Channel & Partner Management:
- Recruit, onboard, and manage distributors, system integrators (SIs), and value-added resellers (VARs).
- Develop joint business plans with key partners to drive sales targets and marketing activities.
- Manage channel conflict, pricing governance, and deal registration.
- Build relationships with technology alliance partners to drive joint go-to-market motions.
Market & Account Development:
- Map and penetrate key verticals including BFSI, telecommunications, government, manufacturing, healthcare, and education.
- Build relationships with C-level and senior IT decision-makers.
- Conduct market analysis, competitor benchmarking, and recommend expansion strategies.
- Represent the organization at regional trade shows and industry events.
Operations & Reporting:
- Maintain accurate pipeline, forecast, and account data in the CRM.
- Coordinate with supply chain, logistics, and finance regarding order fulfilment and regional import duties/taxation.
Qualifications & Requirements:
- Bachelor's degree in Business, Engineering, Computer Science, IT, or a related field.
- 8–12 years of B2B sales/business development experience in enterprise IT hardware or infrastructure.
- Minimum 5 years covering SAARC and/or ASEAN markets with a proven track record of market development.
- Proven experience selling through channel partners (SIs, VARs).
- Experience working with major IT hardware OEMs/vendors is highly desirable.