Business Development Manager

Business Development Manager (Hunting Role)

Location: Petaling Jaya, Selangor
Employment Type: Full-time
Reporting To: Chief Revenue Officer (CRO)

Role Summary

We are seeking a high-performing Business Development Manager (BDM – Hunting) to drive new logo acquisition and net-new revenue growth.

This role is 100% focused on hunting, not account servicing. The successful candidate will be responsible for identifying, qualifying, and closing new enterprise and mid-market customers across IT solutions including:

Unified Communications (UC & Microsoft Teams)
Connectivity & SIP Trunking
CPaaS (SMS, Voice, WhatsApp, API solutions)
Network & Cloud Solutions
ITSM and Managed Services
This position is suited for individuals who thrive on prospecting, cold outreach, deal creation, and closing, with strong commercial discipline and pipeline ownership.

Key Responsibilities

New Business Acquisition (Primary Focus)

Identify and acquire new customers (new logos only)
Build and manage a strong qualified sales pipeline
Conduct proactive prospecting:
Cold calls
LinkedIn outreach
Partner referrals
Industry networking
Target mid-market and enterprise customers
Sales Execution & Deal Closure

Own the full sales cycle:
Prospecting
Discovery
Solution presentation
Commercial proposal
Negotiation
Closing
Work closely with presales and technical teams for solution design
Present business cases and ROI justification to customers
Ensure all deals meet company margin and approval guidelines
Pipeline & Forecast Management

Maintain accurate CRM updates:
Leads
Opportunities
Deal stage
Expected close date
Revenue and margin
Deliver consistent:
Monthly pipeline coverage (minimum 3× target)
Weekly forecast updates
Participate in sales reviews with CRO
Market Intelligence & Strategy

Identify new market opportunities and verticals
Monitor competitor activities and pricing trends
Provide feedback to management on:
Product gaps
Pricing competitiveness
Market demand
Key Performance Indicators (KPIs)

New logo acquisition
Monthly / quarterly revenue target achievement
Gross margin compliance
Pipeline coverage (minimum 3× quota)
Opportunity conversion rate
Average deal size growth
Sales activity metrics (meetings, proposals, closures)
Requirements & Qualifications

Experience

Minimum 3–6 years experience in:
B2B sales
IT solutions
Telco / connectivity / cloud / CPaaS preferred
Proven track record in hunter roles
Demonstrated ability to consistently close new accounts
Technical & Industry Knowledge (Preferred)

Microsoft Teams Direct Routing / UC solutions
SIP Trunking & Voice solutions
Connectivity (MPLS, DIA, SD-WAN)
Cloud & managed services
CPaaS platforms (SMS, WhatsApp, Voice APIs)
ITSM
(Training will be provided; strong sales capability is more important than deep technical skills.)

Core Competencies

Strong prospecting and cold-calling skills
Excellent negotiation and closing ability
High commercial awareness (margin-driven selling)
Strong presentation and communication skills
Self-driven and target-oriented
Comfortable working under pressure
Hunter mentality — resilient, persistent, competitive
What Success Looks Like

Within the first 6–12 months, the BDM is expected to:

Build a healthy and sustainable sales pipeline
Close consistent new-logo revenue
Achieve or exceed assigned sales targets
Maintain margin discipline
Become a trusted contributor to company revenue growth