Univers Hiring! Full Time Senior Manager, Business Development (Built Environment) in - Ricebowl

Univers combines global operating scale, deep industrial intelligence, and recognition from the institutions shaping energy, technology, and sustainability. The platforms built for the last decade were designed to monitor.

Univers was built to act — not just report.

Univers operates at global scale:

• 1,070 GW+ Energy assets under AI management
• 450M+ Connected sensors and devices
• 800+ Enterprise customers
• Leader Gartner Magic Quadrant Leader

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Role Overview:

The Business Development Manager will demonstrate collaborative leadership in a multinational and multicultural environment, serving as a self-starter who works effectively across multiple stakeholders.

This leader is expected to employ a consultative selling approach during initial customer engagement and develop into a trusted advisor. The ideal candidate possesses strong industry knowledge and an extensive network to create demand and streamline solutions throughout the sales cycle.

The role will take ownership of a defined portfolio of existing strategic accounts, with emphasis on partner-led engagements and government-linked and statutory board customers, alongside new-logo development in the built environment.

The Business Development Manager will maintain a customer-centric approach while managing the complete sales cycle and client relationships—from account planning and lead qualification through negotiation and deal closure—contributing significantly to the overall sales team's success.

Key Responsibilities:

Client Engagement & Relationship Management:

• Develop and incubate customer relationships while driving customer satisfaction
• Establish trusted client relationships to enable future growth opportunities
• Develop and execute long-term account strategies
• Proven thought leadership in shaping transformative opportunities
• Understand customer business objectives and establish deep insights across all client stakeholders
• Maintain accurate account, opportunity and pipeline records in the CRM

Sales & Business Development:

• Own the end-to-end sales process through engagement of internal and external resources
• Develop and execute go-to-market plans for clients and partner channels in the built environment
• Articulate Univers' business value proposition with solution-selling mindset
• Present value creation effectively to customers
• Drive growth for existing customers and actively pursue new business opportunities
• Lead business cases, ROI models, proposals and tender submissions end to end
• Work with pre-sales, solution architects, delivery/PMO and the AI Lab on solution design, proposals and post-sale handover
• Represent Univers at industry and government forums and events (e.g. SGBC, BCA, Smart Nation)

Partner & Ecosystem Management:

• Build, enable and manage partnerships with FM providers, M&E consultants, system integrators, OEMs and managing agents, including joint account planning, co-selling and partner enablement
• Develop joint value propositions and go-to-market offerings with key partners
• Structure teaming arrangements (prime vs. subcontractor, consortium bids), partner commercial models and deal registration to avoid channel conflict
• Run partner pipeline governance through regular reviews and shared forecasts
• Orchestrate multi-party delivery so partners, Univers delivery teams and end customers stay aligned through UAT and go-live

Public Sector & Government Engagement:

• Manage government procurement processes including GeBIZ tenders, quotations, RFI/RFP responses, clarifications, bid qualification (go/no-go), pricing schedules and compliance matrices
• Position Univers solutions against national priorities such as the Singapore Green Plan 2030, GreenGov.SG, the Singapore Green Building Masterplan, Smart Nation and outcome-based / Smart FM contracting
• Navigate stakeholders across ministries, statutory boards and managing agents through long sales cycles, including preparing briefs for senior officials

Key Performance Indicators:

• Annual bookings / total contract value (TCV) against target
• Partner-sourced pipeline as a percentage of total pipeline
• Tender and proposal win rate
• Retention and expansion of transferred accounts
• Number of active co-selling partners

Qualifications & Experience:

Education:

• Bachelor's Degree in Engineering (Building Services / M&E preferred), Technology, Computer Science, or equivalent professional experience
• Relevant certifications preferred, e.g. BCA Green Mark Manager / Green Mark Professional, Singapore Certified Energy Manager (SCEM), PMP or equivalent project management certification

Professional Experience:

• 8–12 years of total experience, including at least 5 years in business development or sales of building technology, BMS, IoT, energy or FM solutions in Singapore
• Proven track record in partnership management with strong focus in Building and IT industry with demonstrated BD/sales success.
• Experience serving and managing government agencies, statutory boards and public sector accounts, including GeBIZ tenders, RFI/RFP responses and long-cycle public procurement
• Ability to develop business cases and service requirements while crafting and leading strategic alliances
• Strong account mapping ability to engage key stakeholders at various levels
• Established network with Singapore government agencies, statutory boards and institutions (e.g. JTC, SDC, IHLs, healthcare clusters) and with the FM and M&E consultant ecosystem
• Track record of winning deals through partners, teaming agreements and consortium bids
• Proven thought leadership in shaping transformative opportunities

Technical & Domain Knowledge:

• AI, Smart Building and Smart City domain expertise
• Energy and environmental sustainability knowledge (preferred)
• Commercial understanding of BMS/BAS, HVAC and chiller plant optimisation, and common integration protocols (e.g. BACnet, Modbus)
• Energy management, measurement & verification (IPMVP) and energy performance / gain-share contracting
• ESG and carbon reporting driven by operational data
• Awareness of government IT and data requirements (e.g. IM8, government-approved cloud, CSA Cyber Trust, PDPA and data residency)

Core Competencies:

• Strong operational and business acumen
• Consulting approach towards customer engagement and interpersonal communication
• Capable of thriving under pressure in fast-paced entrepreneurial environments
• Proven ability to handle multiple tasks, prioritize and manage competing assignments
• Results-driven with strong autonomous working skills, self-initiative, and adaptability to fluid organizational structures
• Exceptionally organized with strong responsiveness
• Solution-oriented with a proactive, positive mindset
• Executive presence and strong written communication to brief senior officials and C-level stakeholders
• Self-motivated with high quality and ethical standards