Business Development Manager

Upscale Sdn Bhd; Petaling Jaya; On-site; MYR 60,000 - 100,000; Full time

Job summary

A technology solutions provider based in Malaysia is looking for a high-performing Business Development Manager focused on acquiring new customers and driving revenue growth. This role involves managing the entire sales cycle, from prospecting to closing, primarily targeting enterprise and mid-market customers. Ideal candidates will have 3-6 years of experience in IT solutions and demonstrate strong sales capabilities. Training will be provided, emphasizing hunting skills over technical depth.

Qualifications

• 3-6 years experience in IT solutions or telco/cloud/CPaaS.
• Proven track record in hunter roles with closing abilities.
• Strong prospecting and cold-calling skills.

Responsibilities

• Identify and acquire new customers only.
• Build and manage a qualified sales pipeline.
• Own the full sales cycle from prospecting to closing.

Skills

Prospecting

Negotiation

Sales pipeline management

Closing ability

Job description

Overview

Business Development Manager (Hunting Role)

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.

Responsibilities

New Business Acquisition (Primary Focus)

• Identify and acquire new customers (new logos only)
• Build and manage a strong qualified sales pipeline
• Cold calls
• Partner referrals
• Industry networking
• Target mid-market and enterprise customers
• 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
• Maintain accurate CRM updates:
• Leads
• Deal stage
• Revenue and margin
• Deliver consistent:
• Weekly forecast updates
• Participate in sales reviews with CRO
• Identify new market opportunities and verticals
• Monitor competitor activities and pricing trends
• Provide feedback to management on:
• Product gaps

Key Performance Indicators (KPIs)

• Monthly / quarterly revenue target achievement
• Gross margin compliance
• Opportunity conversion rate
• Sales activity metrics (meetings, proposals, closures)

Requirements & Qualifications

Experience

• Minimum 3–6 years experience in:
• 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
• 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
• Achieve or exceed assigned sales targets
• Become a trusted contributor to company revenue growth