Position Summary
The Business Development Director is responsible for driving revenue growth, strategic partnerships, market expansion, and enterprise customer acquisition across Southeast Asia. The role focuses on developing and executing regional go-to-market strategies, identifying new business opportunities, managing key accounts, and building strong relationships with enterprise customers, government agencies, channel partners, and technology ecosystem stakeholders.
The successful candidate will have extensive experience in enterprise technology sales, digital transformation, cloud computing, cybersecurity, AI, software solutions, IT services, or related technology sectors.
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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
* 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.
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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 (for SaaS businesses)
* Enterprise contract value closed
* Country expansion milestones
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Qualifications
Education
* Bachelor’s degree in Business, Information Technology, Computer Science, Engineering, or related field.
* MBA preferred.
Experience
* 10–15+ years of experience in technology 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 selling enterprise technology solutions.
Preferred experience in:
* Cloud Computing
* Artificial Intelligence (AI)
* Cybersecurity
* Enterprise Software
* SaaS Platforms
* Data Analytics
* Digital Transformation
* IT Infrastructure
* Managed Services
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Required Skills
Commercial Skills
* Enterprise sales
* Strategic account management
* Deal structuring
* Contract negotiation
* Financial modelling
* Revenue forecasting
Leadership Skills
* Team leadership
* Cross-cultural management
* Stakeholder management
* Executive communication
* Strategic planning
Technical Understanding
Strong understanding of:
* Cloud architecture
* Cybersecurity frameworks
* AI and machine learning solutions
* Enterprise applications
* Data platforms
* Digital transformation initiatives
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Personal Attributes
* Entrepreneurial mindset
* Strong business acumen
* Results-oriented
* Highly networked across SEA technology ecosystem
* Excellent negotiation skills
* Ability to operate in fast-growing environments
* Comfortable engaging with board-level executives
* Strong analytical and problem-solving skills
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