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.