全职 Senior Business Development Manager - Infrastructure Solutions 工作, 薪水, JOS Malaysia Federal Territory 公司招聘中 - Ricebowl

The successful candidate will be expected to go beyond selling individual products — understanding customers' business and technology challenges, identifying opportunities across their infrastructure environment, and developing solutions that generate sustainable revenue and profitability. 

Key Responsibilities 

Business Development & Hunting

• Develop and execute new business strategies to generate a healthy pipeline of infrastructure and technology opportunities.
• Proactively hunt for new customers, projects and business opportunities rather than relying solely on leads generated by principals or vendors.
• Identify customer pain points, upcoming infrastructure refreshes, transformation initiatives and technology investment opportunities.
• Build and maintain strong relationships with enterprise customers and key decision-makers.
• Identify opportunities within existing accounts for cross-selling, upselling and expansion.

Principal & Vendor Management

• Develop and manage business opportunities across key technology principals
• Build strong working relationships with principals, distributors and technology partners.
• Leverage vendor resources, programs and technical capabilities to support opportunity development.
• Proactively pursue opportunities even in competitive situations where multiple partners are engaged with the same principal or customer.
• Develop joint business opportunities and go-to-market initiatives with technology partners. 

Solution Selling

• Understand customer requirements across servers, storage, virtualization, HCI, cloud and data centre infrastructure.
• Identify opportunities to expand a customer's requirement from a single product into a broader solution architecture.
• Work with Presales and technical teams to design and position integrated infrastructure solutions.
• Translate technical capabilities into clear business value, commercial benefits and customer outcomes.
• Present solution proposals and business cases to technical and senior business stakeholders.
• Maintain a strong understanding of competing technologies and alternative solutions in the market.

Account Planning & Revenue Growth

• Develop strategic account plans for key customers, including customer mapping, opportunity identification, whitespace analysis and revenue growth strategies.
• Understand customers' business direction, industry challenges, IT environment and future investment plans.
• Build account strategies that identify multiple opportunities across infrastructure, cloud and related technology solutions.
• Monitor pipeline development, sales forecasts, revenue targets and deal progression.
• Focus on both revenue growth and deal profitability/margin.
• Identify opportunities to increase JOS's share of wallet within strategic accounts.

Sales & Deal Management

• Work closely with Account Managers to identify, qualify and develop opportunities.
• Collaborate with Presales teams to build technically and commercially compelling proposals.
• Take ownership of opportunities from initial engagement through qualification, solution development, negotiation and closure.
• Lead commercial discussions and negotiations with customers and partners.
• Develop business cases, proposals, quotations and presentations together with internal teams.
• Ensure opportunities are commercially viable and aligned with company profitability objectives.
• Maintain accurate sales forecasts and pipeline visibility. 

Senior Stakeholder Engagement

• Engage confidently with C-level executives, MDs, business leaders, IT decision-makers and infrastructure stakeholders.
• Understand the customer's business strategy and ask meaningful questions beyond technical requirements.
• Establish trusted-advisor relationships by connecting technology solutions to business objectives.
• Participate in strategic customer meetings, executive briefings and solution discussions.

Key Requirements

• Bachelor’s degree in business, IT, Computer Science, Engineering or a related field.
• 8+ years of experience in B2B technology sales/business development, preferably within enterprise infrastructure, data centre, cloud or related technology solutions.
• Strong experience in selling servers, storage, virtualization, HCI, cloud or data centre solutions.
• Proven track record in new business development and customer hunting.
• Experience managing enterprise/key accounts and developing strategic account plans.
• Strong understanding of solution selling and infrastructure architecture.
• Experience working with technology principals, distributors, system integrators or IT solution providers.
• Proven ability to work effectively with Account Managers, Presales, Technical Consultants and vendor teams.
• Strong commercial understanding of revenue, gross margin, profitability, pipeline and sales forecasting.
• Confident engaging with senior management and C-level stakeholders.

Preferred Experience

• VMware / Virtualization, Hyperconverged Infrastructure (HCI), Hybrid Cloud / Cloud Infrastructure, Data Centre Infrastructure, Backup / Disaster Recovery, Enterprise Server & Storage Solution