Business Development Manager - Enterprise

HCL Technologies Limited; Kampung Malaysia Tambahan; On-site; MYR 180,000 - 340,000; Full time

Job summary

HCL Technologies Limited seeks an accomplished sales leader in Malaysia to aggressively drive new business acquisition and build a self-generated pipeline across industries. This hunter-centric role requires proactive market engagement and strong demand creation.

You will engage CXOs, diagnose business challenges, and position HCL as a strategic partner across Digital, Cloud, Cybersecurity, Data/AI, and Enterprise platforms while driving value-based deals and revenue growth in Malaysia.

Qualifications

• Bachelor’s or master’s degree in business, Engineering, or Computer Science.
• 10–15 years of experience with minimum 5+ years in Malaysia market.
• Proven track record as hunter with strong pipeline creation and new logo acquisition.
• Experience in IT services or enterprise technology.

Responsibilities

• Hunting & Pipeline Creation: build high-quality pipeline through proactive hunting, outreach, and networking in Malaysia.
• Consultative Selling: engage CXOs, diagnose challenges, and co-create value-driven solutions.
• Stakeholder Management & CXO Engagement: manage relationships and influence senior decision-makers.
• Market Coverage & Expansion: drive business across diversified Malaysian industries and identify whitespace.
• Commercial Ownership & Governance: lead deal structuring, pricing, forecasting, and account plans.

Skills

Hunter mindset

Pipeline creation

Stakeholder management

CXO engagement

Consultative selling

Executive presence

Education

Bachelor’s or Master’s degree

Job description

The role holder is responsible for aggressively driving new business acquisition and building a strong, self-generated sales pipeline across Malaysia. This is a highly hunter-focused role, requiring a proactive, front-footed approach to market engagement, demand creation, and opportunity conversion.

The individual will adopt a consultative selling approach, engaging senior stakeholders to understand business challenges, shape transformation agendas, and position HCL as a strategic partner. Strong stakeholder management, CXO connect, and the ability to influence complex decision-making processes are critical to success.

Key Responsibilities

1. Hunting & Pipeline Creation (Primary Focus)

• Build and own a large, high-quality pipeline through proactive hunting, cold outreach, networking, and industry engagement
• Identify, create, and drive net-new opportunities across all industries in Malaysia (not limited to specific verticals)
• Develop early-stage opportunities by engaging clients before formal demand is defined (pre-RFP stage)
• Continuously expand account footprint and open new logos through structured prospecting

2. Consultative Selling Approach

• Engage customers in business-led conversations, focusing on outcomes rather than products/services
• Diagnose customer challenges and co-create solutions aligned to their transformation agenda
• Position HCL’s capabilities across Digital, Cloud, Cybersecurity, Data/AI, and Enterprise platforms as strategic enablers
• Drive value-based selling, linking solutions directly to business impact and ROI

3. Stakeholder Management & CXO Engagement

• Build and manage strong relationships with CXOs and senior decision-makers
• Navigate and influence complex stakeholder environments across business, IT, procurement, and leadership layers
• Establish position as a trusted advisor, driving long‑term strategic conversations
• Align internal and external stakeholders to accelerate deal progression and closure
• Drive pipeline velocity and conversion, ensuring consistent movement of opportunities
• Meet and exceed pipeline targets, bookings, and revenue goals
• Lead strategic pursuits including large and complex deals

5. Market Coverage & Expansion

• Drive business across diversified industries in Malaysia, including but not limited to Oil & Gas, Energy, GLCs, Telco, and emerging sectors
• Leverage deep understanding of local market dynamics, competition, and buying behavior
• Continuously identify new market segments and whitespace opportunities
• Work closely with internal teams (solutioning, delivery, partners) to shape competitive and differentiated proposals
• Identify and resolve deal risks, dependencies, and roadblocks proactively
• Leverage ecosystem partnerships to enhance solution value and win probability

7. Commercial Ownership & Governance

• Drive commercial structuring, pricing strategies, and deal negotiations
• Maintain strong discipline in pipeline reporting, forecasting, and account planning
• Build and track account-level sales execution plans
• Bachelor’s or master’s degree in business, Engineering, or Computer Science
• 10–15 years of experience, with minimum 5+ years in Malaysia market
• Proven track record as a hunter with strong pipeline creation and new logo acquisition
• Strong experience in consultative / solution selling within IT services or enterprise technology
• Demonstrated ability to independently build pipeline and drive deals from inception to closure
• Experience working across multiple industries in Malaysia (diversified sector exposure preferred)
• Strong CXO engagement, stakeholder management, and influencing skills
• Expertise in selling solutions across Digital, Data/AI, Cloud, Cybersecurity, SAP/Enterprise platforms
• Strong commercial acumen and experience in complex deal structuring
• Excellent communication, presentation, and executive presence