Business Development Manager

PT TSING DIGITAL TECHNOLOGY INDONESIA; Tangerang; On-site; IDR 450,000,000 - 900,000,000; Full time

Job summary

PT TSING DIGITAL TECHNOLOGY INDONESIA is seeking an experienced Business Development Manager to drive enterprise client acquisition and build strategic partnerships in Indonesia. You will lead commercial negotiations, shape GTM strategies, and translate client needs into scalable service engagements spanning traditional BPO and AI data services.

You will work with cross-functional teams, travel for meetings, and nurture high-value accounts from first contact to contract signing.

Qualifications

• 7+ years in B2B enterprise sales or business development.
• Experience selling enterprise solutions in the Indonesian market (AI, enterprise software, e-commerce, etc.).
• Proven track record of closing deals involving AI data services or BPO.
• Familiar with CRM systems such as Salesforce.
• Willingness to travel for in-person client meetings and business development activities.
• Strong commercial acumen, pipeline management, and forecasting.

Responsibilities

• Drive New Business Development: lead client acquisition and expansion in Indonesia across traditional BPO and AI data services.
• Develop Market Expansion Strategies by monitoring trends and competitor offerings.
• Build and Manage the Sales Pipeline with new and existing clients and partnerships.
• Manage the Full Sales Cycle from prospecting to contract execution and close.
• Develop Client Solutions in collaboration with internal teams.
• Leverage Local Sales Channels in Indonesia via trade shows, associations, cold calls, and partnerships.

Skills

B2B Sales

Enterprise Sales

Salesforce

Team Management

Travel

Market Strategy

Education

MBA

Tools

Salesforce

Job description

Tsing Digital Technology is a China-based provider of digital operations and Business Process Outsourcing (BPO) services, offering enterprise solutions across customer service, contact center operations, customer experience management, content moderation, data annotation, and other business operations.

Our clients span multiple industries, including financial services, telecommunications, internet, e-commerce, logistics, aviation, retail, and technology. Leveraging our established operational capabilities and customized intelligent management systems, we provide end-to-end solutions across Knowledge Process Outsourcing (KPO), Business Process Outsourcing (BPO), Information Technology Outsourcing (ITO), and Human Resource Outsourcing (HRO). Building on our established BPO business, we continue to expand our AI data services, including AI training data, data annotation, model evaluation, and embodied intelligence training and operations.

By combining professional operational expertise with advanced artificial intelligence technologies, we help clients improve operational efficiency, optimize costs, and strengthen their competitiveness in a rapidly evolving global market.

Role Overview

As we expand our business in Indonesia, we are seeking an experienced Business Development Manager to drive enterprise client acquisition, develop strategic partnerships, and generate sustainable revenue growth across both traditional BPO services and AI data services. As the Head of Business Development, you will lead the company's business development efforts in Indonesia, with primary responsibility for acquiring enterprise clients, developing strategic accounts, building commercial partnerships, and driving revenue growth.

The role focuses on identifying new business opportunities and converting them into commercially viable, profitable, and sustainable client engagements. You will be responsible for developing relationships with decision-makers across industries, understanding client business needs, coordinating internal resources, and managing opportunities throughout the sales cycle, from initial contact to contract signing.

You will work closely with internal sales support, marketing, solutions, technology, operations, finance, and delivery teams to develop proposals, structure commercial solutions, assess project feasibility, and ensure alignment between client expectations and delivery capabilities. As the business grows, this role may also take on broader regional responsibilities or team leadership, depending on business needs and organizational development.

What we value most is your ability to acquire clients in Indonesia, generate business opportunities, and secure contracts.

Key Responsibilities

• Drive New Business Development: Lead client acquisition and business expansion in the Indonesian market. Identify and advance commercial opportunities across multiple sectors, including traditional BPO services for the internet, financial services, telecommunications, e-commerce, logistics, and aviation sectors, as well as opportunities in AI, digital technologies, and embodied intelligence. Drive opportunities toward successful commercial agreements and contract signings.
• Develop Market Expansion Strategies: Monitor market trends, competitor offerings, and client needs to identify growth opportunities and strengthen the company's competitive position in the Indonesian market.
• Build and Manage the Sales Pipeline: Acquire new clients, expand relationships with existing clients, identify strategic partnership opportunities, and maintain accurate sales pipelines and revenue forecasts.
• Manage the Full Sales Cycle: Lead the entire sales process, from prospecting and needs analysis to solution development, proposal preparation, pricing, commercial negotiations, and contract execution, driving opportunities through to close.
• Develop Client Solutions: Collaborate with technology, solutions, and delivery teams to develop scalable service models tailored to client needs.
• Leverage Local Sales Channels in Indonesia: Use local client acquisition channels and networks, including trade shows, industry associations, cold calling, and ecosystem partnerships, to identify prospects and convert market opportunities into qualified business leads.

Qualifications

• B2B Sales and Business Development Experience: At least 7 years of experience in B2B enterprise sales or business development, including experience developing go-to-market (GTM) strategies or expanding into new regional markets.
• Relevant Industry and Solution Sales Experience: Experience selling enterprise solutions in the Indonesian market, preferably in AI and enterprise software, internet and e-commerce, consumer electronics, or smart hardware. A proven track record of closing deals involving AI data services, customer experience outsourcing, or business process outsourcing is highly desirable.
• Enterprise Client Acquisition and Sales Execution: Familiarity with the decision-making processes of client-side business, technical, and procurement teams. Ability to independently manage new client acquisition, needs assessment, solution development in collaboration with internal teams, commercial negotiations, and the scaling of pilot projects into larger commercial engagements. Familiarity with Salesforce or other enterprise customer relationship management (CRM) systems is required.
• Client Relationship and Team Management: Excellent client relationship management and communication skills. Experience managing a business development team or regional sales operations is preferred. Willingness to travel for in-person client meetings and business development activities as required.
• Commercial Acumen and Sales Management: A consultative sales mindset, strong business judgment, and a solid understanding of revenue growth, sales pipeline management, sales forecasting, and project profitability.
• Cross-Functional Collaboration: Ability to collaborate effectively with marketing, finance, delivery, operations, and solutions teams. Ability to provide actionable market insights to leadership to inform product strategy and investment in business capabilities.
• Business Judgment and Risk Management: Ability to conduct client background checks, assess client creditworthiness, identify commercial risks, and evaluate project feasibility. Ability to assess risks associated with contract terms, payment conditions, liability exposure, and delivery commitments, and to coordinate internal reviews and risk mitigation measures to protect business development quality and the company's commercial interests.

Preferred Qualifications

• Established relationships with enterprise clients in the Indonesian market.
• Fluent in both Chinese and English, with the ability to communicate effectively in business negotiations and cross-cultural settings.
• Experience working at an AI startup or a leading technology company, with relevant product or service sales experience.
• A verifiable track record of closing at least 5 relevant deals, including at least one large-scale contract worth Rp 10 Billion or more.
• MBA or an equivalent master's degree in business or technology.

Pre-Employment Screening

In accordance with Tsing Group's talent policies, candidates must successfully complete a comprehensive background check, including global sanctions and watchlist screening, before formal onboarding.

Tsing is committed to fostering an inclusive and respectful work environment and welcomes qualified candidates from diverse backgrounds. All applicants will be evaluated fairly based on job-related qualifications and business needs.

Work Arrangement

Office-based work in Indonesia, with in-person client meetings and business travel as required.

Compensation

Base salary + sales commission, with details to be discussed.

Key Performance Indicators (KPIs)

Number of client visits, number of business negotiation meetings, number of contracts signed, and total annual contract value.