Full Time Business Development Manager - Enterprise Jobs, in HCLTech Kuala Lumpur - Ricebowl

The role holder is responsible for aggressively driving new business acquisition and building a strong, self-generated sales pipeline across Malaysia. This is a highly hunter-focused role, requiring a proactive, front-footed approach to market engagement, demand creation, and opportunity conversion.

The individual will adopt a consultative selling approach, engaging senior stakeholders to understand business challenges, shape transformation agendas, and position HCL as a strategic partner. Strong stakeholder management, CXO connect, and the ability to influence complex decision-making processes are critical to success.

Key Responsibilities

1. Hunting & Pipeline Creation (Primary Focus)

• Build and own a large, high-quality pipeline through proactive hunting, cold outreach, networking, and industry engagement
• Identify, create, and drive net-new opportunities across all industries in Malaysia (not limited to specific verticals)
• Develop early-stage opportunities by engaging clients before formal demand is defined (pre-RFP stage)
• Continuously expand account footprint and open new logos through structured prospecting

2. Consultative Selling Approach

• Engage customers in business-led conversations, focusing on outcomes rather than products/services
• Diagnose customer challenges and co-create solutions aligned to their transformation agenda
• Position HCL’s capabilities across Digital, Cloud, Cybersecurity, Data/AI, and Enterprise platforms as strategic enablers
• Drive value-based selling, linking solutions directly to business impact and ROI

3. Stakeholder Management & CXO Engagement

• Build and manage strong relationships with CXOs and senior decision-makers
• Navigate and influence complex stakeholder environments across business, IT, procurement, and leadership layers
• Establish position as a trusted advisor, driving long-term strategic conversations
• Align internal and external stakeholders to accelerate deal progression and closure

4. Sales Execution & Conversion

• Own complete sales lifecycle: lead generation → qualification → solutioning → proposal → negotiation → closure
• Drive pipeline velocity and conversion, ensuring consistent movement of opportunities
• Meet and exceed pipeline targets, bookings, and revenue goals
• Lead strategic pursuits including large and complex deals

5. Market Coverage & Expansion

• Drive business across diversified industries in Malaysia, including but not limited to Oil & Gas, Energy, GLCs, Telco, and emerging sectors
• Leverage deep understanding of local market dynamics, competition, and buying behavior
• Continuously identify new market segments and whitespace opportunities

6. Collaboration & Deal Shaping

• Work closely with internal teams (solutioning, delivery, partners) to shape competitive and differentiated proposals
• Identify and resolve deal risks, dependencies, and roadblocks proactively
• Leverage ecosystem partnerships to enhance solution value and win probability

7. Commercial Ownership & Governance

• Drive commercial structuring, pricing strategies, and deal negotiations
• Maintain strong discipline in pipeline reporting, forecasting, and account planning
• Build and track account-level sales execution plans

Essential Requirements

• Bachelor’s or master’s degree in business, Engineering, or Computer Science
• 10–15 years of experience, with minimum 5+ years in Malaysia market
• Proven track record as a hunter with strong pipeline creation and new logo acquisition
• Strong experience in consultative / solution selling within IT services or enterprise technology
• Demonstrated ability to independently build pipeline and drive deals from inception to closure
• Experience working across multiple industries in Malaysia (diversified sector exposure preferred)
• Strong CXO engagement, stakeholder management, and influencing skills
• Expertise in selling solutions across Digital, Data/AI, Cloud, Cybersecurity, SAP/Enterprise platforms
• Strong commercial acumen and experience in complex deal structuring
• Excellent communication, presentation, and executive presence