Senior Business Development Manager
3 weeks ago
The role holder is responsible for growing net new business and new pipeline for HCL in the Oil & Gas/Energy & Chemica &, GLC, Telco segments. He/she must have deep understanding of market & competition to develop appropriate winning sales strategies and apply the sales and solution expertise, often in conjunction with Partners. The ability to create credible, trusted-advisor, relationships and manage complex stakeholder landscapes is critical to this role.
Responsibilities
- Solution and outcome focused. Should not only be able to identify and document dependencies, conflicts, roadblocks, and issues but solve them focusing on agreed deadlines. Must be able to set own priorities, follow-through, and work towards agreed targets with minimum of supervision.
- Continually Learning. Technology is rapidly changing and evolving, and successful candidates must take responsibility for the continual development of their own skills.
- Strong executive presence including written communication and presentation skills with a high degree of comfort to large and small technical audiences.
- Inclusive and collaborative – driving teamwork and cross-team alignment and building relationships and networks across the various ecosystems to leverage ideas and best practice.
- Flexibility in working practice is mandatory.
- Bachelor's or Master's Degree in Business or Computer Science/Engineering
- Possess 10 – 15 years solution selling experience and at least 5+ years Sales experience in Malaysia.
- Strong Solution selling experience across Modern Application (Digital, Data/Analytics, IoT, E-Commerce, etc.) & Infrastructure (Cloud, EUC), Cybersecurity services, S4Hana migration, etc.
- Excellent understanding diversified verticals with prior experience either as a hunter in selling ICT services or Enterprise technology product selling in any of these segments in Malaysia.
- Build and maintain productive and valuable relationships with Customers, Partners and internal Practice, Delivery and Solutioning teams.
- Directly engage with Customers, driving conversations that add value to the relationship. Understand customer challenges and needs and propose solutions to address.
- Act as a trusted advisor to all stakeholder groups.
- Strong commercial acumen and experience in working on complex pricing models and constructs for deals.
- Build and maintain account level execution plan for sales strategies and track/report monthly.
- Support of the sales process for both Net New Business and New Business from Existing customers, including deal qualification, opportunity progression, bid management and closure.
- Provide regular updates for business Forecasting and Pipeline planning.
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