IT Business Development Manager

Key Responsibilities

New Business Development

• Own and achieve individual new-logo revenue targets and sales quotas.
• Generate self-sourced pipeline through cold calling, email, LinkedIn, networking, events, referrals, and other outbound activities.
• Identify, qualify, and develop new opportunities across target industries and enterprise accounts.
• Maintain a healthy pipeline with 3–4x quota coverage.
• Build strong relationships with C-level executives, business leaders, and key decision-makers.
• Map stakeholders and navigate complex enterprise buying processes.
• Lead discovery meetings and manage opportunities throughout the sales cycle.
• Maintain accurate pipeline, activities, and forecasts in the CRM.

AI, Software & Solution Selling

• Identify customer opportunities for AI, SaaS, software, data, automation, and digital transformation solutions.
• Understand business challenges and recommend appropriate technology solutions.
• Present the business value, ROI, and commercial benefits of AI and IT solutions to decision-makers.
• Work closely with pre-sales and technical teams to develop customized, solution-led proposals.
• Stay updated on emerging AI technologies, software solutions, market trends, and competitive offerings.

Deal Closing & Commercial Management

• Manage the complete sales cycle from prospecting, discovery, proposal, negotiation, and contract signing.
• Develop quotations, proposals, RFP/RFQ responses, and commercial offers based on customer requirements.
• Negotiate pricing, commercial terms, and contracts while maintaining appropriate margins.
• Ensure a smooth handover from sales to delivery after closing.

Market Development

• Research industry trends, competitor activity, and emerging AI and technology opportunities.
• Identify new industries, customer segments, and territories for business growth.
• Develop market-entry strategies and build relationships within target sectors.
• Expand the company's presence across Thailand and Southeast Asia.

Account Growth

• Identify upselling and cross-selling opportunities within acquired accounts.
• Develop account expansion plans with internal teams.
• Monitor account health and identify commercial risks and growth opportunities.

Key Performance Indicators

• New-logo revenue vs. quota
• Number of new accounts closed
• Self-sourced pipeline generated
• Qualified meetings and opportunities created
• Pipeline coverage
• Win rate
• Sales-cycle performance
• Forecast accuracy
• Revenue generated from AI/software/IT solutions

Requirements

• Bachelor's degree in Business Administration, IT, Computer Science, Engineering, or a related field.
• 5–7+ years of experience in quota-carrying B2B sales or new business development.
• Proven track record of achieving or exceeding new-logo sales targets.
• Strong experience selling AI solutions, SaaS, enterprise software, IT solutions, data solutions, or digital transformation services.
• Demonstrated understanding of AI technologies and their business applications, with the ability to communicate technical solutions in business terms.
• Experience with consultative or solution-selling methodologies such as SPIN, MEDDIC, Challenger Sale, or equivalent.
• Strong existing network within Enterprise, Financial Services, Government, or Conglomerates is a plus.
• Proven ability to manage complex sales cycles and close high-value enterprise deals.
• Experience using CRM platforms such as Salesforce, HubSpot, or similar.

Skills & Abilities

• Fluent in Thai, with strong business-level speaking, reading, and writing skills.
• Good command of English, both written and spoken.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Strong proposal writing and RFP/RFQ response capabilities.
• Strong understanding of AI, software, SaaS, IT solutions, and digital transformation, with the ability to translate technical capabilities into business value.
• Strong commercial and financial acumen.
• Confident communicating and negotiating with C-level executives.
• Proficient in Microsoft Office and presentation tools.
• Highly self-motivated, resilient, and comfortable with rejection and ambitious sales targets.
• Able to work independently with minimal supervision.
• Strong teamwork and stakeholder-management skills.

Why Join?

• Take ownership of new business growth across Thailand and Southeast Asia.
• Sell innovative AI, software, data, SaaS, and digital transformation solutions.
• Build relationships with enterprise customers and C-level decision-makers.
• Work alongside experienced technical and pre-sales teams.
• Play a key role in expanding the company's market presence and customer base.
• Gain exposure to emerging AI technologies and high-impact digital transformation projects.