Business Development- Public Sector
The Public Sector BDM is responsible for driving strategic growth across Government, Defense, and State-Owned Enterprises.
This role focuses on developing long-term trusted relationships, shaping complex multi-year transformation opportunities, and aligning enterprise technology solutions to national digital priorities.
The BDM operates at the intersection of policy, technology, and commercial strategy.
Core Responsibilities
- Strategic Account Development
- Identify, qualify, and develop public sector growth opportunities
- Align public sector sales strategy
- Maintain executive-level engagement cadence
- Opportunity Shaping & Deal Leadership
- Lead large RFP and tender pursuits
- Develop account strategies for complex, multi-year transformation programs
- Coordinate cross-functional teams (CTO, Solution Architects, Legal, Finance, Gov Affairs)
- Drive competitive positioning and value-based selling
- Improve win rates for high-value public sector deals
- Policy & Regulatory Awareness
- Monitor public funding programs and national digital strategies
- Understand government procurement frameworks and compliance models
- Navigate country-specific regulations:
- Data residency & sovereignty
- Security accreditation
- Government procurement processes
- Defense export controls (where applicable)
- Regional Collaboration
- Align with:
- Regional Public Sector CTO
- Country sales leaders
- Global public sector programs
- Share best practices across Greater Asia Countries
- Support regional pipeline reviews and forecasting accuracy
- Ecosystem & Partnership Management
- Develop relationships with:
- Local System Integrators
- Policy advisors & consultants
- Industry associations
- Leverage ecosystem to expand influence and bid strength
Key Outcomes (Performance Metrics)
Revenue: Public sector orders & pipeline growth
Win Rate: RFP success rate
Pipeline Quality: Multi-year deal coverage ratio
Executive Access: Strategic meetings at CIO/Minister level
Account Penetration: Cross-portfolio solution expansion
Experience & Qualifications
- 8–15 years enterprise B2G (Business-to-Government) experience
- Proven track record managing complex public sector deals
- Understanding of government procurement cycles
- Experience working with regulated industries
- Strong executive communication & negotiation skills
Leadership & Competency Profile
Strategic Selling: Multi-year transformation deals
Policy Fluency: Understand national priorities
Executive Presence: Comfortable engaging senior civil servants
Commercial Acumen: Complex pricing & funding models
Cultural Agility: Operate across Greater Asia countries
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