Business Development Manager (Asean), IT Middleware

Position          : Business Development Manager, ASEAN

Location         : Singapore

Company        : Our Client is a leader in Information Technology and Services (Middleware)



  • Achieve company’s business goals in ASEAN collaborating with team members from other regions through the following roles and responsibilities
  • Support technical and business skill development to have a good relationship with enterprise customers and partners
  • Report to the Head of Sales and liaise with the sales teams in Japan to develop the business in ASEAN region

Partner Development and Enablement

  • Develop and enable channel partners in ASEAN as a partner account manager of company products working with company pre-sales consultant
  • Recruit channel partners identifying the business potential making and executing business plans by partner and agree on business goals
  • Help partners sell company’s products to their customers: Discover customers’ needs, implement product demonstration (introduction level), make proposals working with pre-sales consultants, plan and deliver sales trainings and coordinate joint seminars etc
  • Help partners solve issues smoothly, working with technical support and product development teams based in Tokyo when problem arises

High-touch Sales

  • Work with pre-sales consultants regarding global deals which are led by other regions and make sales calls to customers in ASEAN to close the deals
  • Understand customers’ current and desired status especially in data transfer/integration and discover their issues and needs
  • Deliver product demonstration (introduction level)
  • Make proposals which are valuable for customers and differentiate company from competitors working with pre-sales consultants
  • Develop opportunities leveraging leads created locally and work with channel partners to close those deals

Execution of Marketing Events

  • Help plan and execute marketing events in ASEAN targeting both end-users and channel partners to increase brand recognition of company working with other team members
  • Speaker at events as a part of evangelizing

Contribution to continuous products and services improvement

  • Provide the product development team in Japan HQ with continuous feedback and ideas on product improvement and enhancements



  • 5 years experiences as Account Manager in middleware from either end user or
  • distribution environment IT industry
  • Experiences in dealing with packaged software and selling and managing enterprise customers are a plus
  • Leading and/or managing a project or team
  • Good understanding architecture and configuration of IT system infrastructure
  • Flexibility to handle issues which can’t be resolved only by software itself and think of alternative solutions
  • Creative and be able to enjoy challenges and to work and act proactively and autonomously
  • Versatility to work effectively under multi-cultural environment
  • Contribute to the team beyond the job description as necessary
  • Good verbal, writing and presentation skill to communicate with customers, partners, and diverse internal teams
  • Experiences in working at a system integrator
  • Experiences in managing customers in manufacturing industry
  • Business experiences in ASEAN countries other than Singapore
  • Business level language proficiency in Thai and/or Indonesia is a plus
  • Requires frequent travel in ASEAN countries
  • Required to travel to Japan for a new hire training etc




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