Business Development Manager - Industry Solutions

Avtel (Singapore) Pte Ltd; Kuala Lumpur; Presencial; MYR 120.000 - 240.000; Jornada completa

Descripción de la vacante

AVTEL is seeking a Business Development Manager – Industry Solutions to drive new business growth with multinational clients across regulated industries. You will identify opportunities, build a qualified pipeline, and collaborate with sales, presales, and delivery teams to convert opportunities into engagements.

This hunter role requires consultative selling to senior business and technical stakeholders, with travel regionally and across markets.

Formación

• Proven track record of winning new business in enterprise and multinational accounts.
• Experience in consultative, solution-led selling, engaging senior business and technical decision-makers.
• Demonstrated ability to develop client relationships and progress opportunities from initial engagement through to contract signing.
• Experience selling advisory-led solutions and developing Proof of Value engagements, preferably in complex or regulated industries.
• Working knowledge of security, risk and compliance frameworks such as ISO 27001, SOC 2 and GDPR.
• Strong sales pipeline management, opportunity qualification, CRM and forecasting skills.
• Willingness to travel regionally and work effectively across different cultures and markets.

Responsabilidades

• Identify and win new clients within assigned territory, developing target accounts into qualified sales opportunities and a sustainable pipeline.
• Proactively engage key decision-makers through targeted outreach, networking and business development, supported by AI, agentic tools and market intelligence platforms.
• Qualify opportunities and maintain accurate CRM records with reliable sales forecasts to the Regional Sales Manager.
• Collaborate with GTM partners, sales, marketing, presales, estimation and delivery teams to develop credible proposals and convert opportunities into engagements.
• Ensure smooth handover of new clients to the customer success team, with complete account information to support long-term relationships.

Descripción del empleo

Business Development Manager - Industry Solutions

Reporting to Regional Sales Manager, Singapore

About AVTEL

AVTEL is a trusted advisor to multinational clients, helping them navigate the evolving physical security landscape across legacy on-premises, hybrid and cloud-based environments. As cloud hyperscale, AI and regulatory compliance reshape the industry, we help clients achieve consistent security standards across multiple countries and sites.

Our approach focuses on understanding client challenges, providing advisory‑led solutions and delivering outcomes that address their security, risk and compliance needs.

The Role

The Business Development Manager – Industry Solutions is responsible for driving new business growth and winning new clients within an assigned territory.

You will target multinational clients across regulated and complex industries, including Semiconductor, Pharma and Life Sciences, Financial Services, Global Capability Centres (GCCs), corporate campuses and Luxury Retail.

Sell proactively. Engage decision‑makers early to uncover their business challenges and demonstrate the value of AVTEL’s solutions. Solve the client’s problem first, and you can shape the tender requirements or secure the opportunity as a sole‑source award.

This is a hunter role suited to a proactive business developer who can build a pipeline from the ground up, engage senior business and technical stakeholders, and translate client challenges into commercially viable solutions.

You will manage a defined territory, a named‑account portfolio, a sales signings and revenue quota, working closely with sales, marketing, presales, estimation and delivery teams to develop opportunities and convert them into successful engagements.

Key Responsibilities

1. New Business Development

Identify and win new clients within your assigned territory, developing target accounts into qualified sales opportunities and a sustainable pipeline.

Proactively engage key decision‑makers through targeted outreach, networking and business development, supported by AI, agentic tools and leading sales and market intelligence platforms. Plan with AVTEL’s GTM partners on your target accounts and industries

Build relationships with global security, compliance and risk leaders early. Solve their business challenges and demonstrate value, so you shape the tender or secure sole source

Develop and execute strategic account plans to maximise new business opportunities.

2. Consultative Selling and Solution Development

Understand client challenges and position tailored security solutions that address their business, operational, risk and regulatory compliance requirements.

Engage both business and technical stakeholders to develop a clear understanding of client needs and demonstrate the value of AVTEL's solutions.

Identify opportunities to scope and secure client‑funded Proof of Value engagements, converting successful outcomes into full‑scale delivery projects, either directly or through subsequent tender processes.

Understand the regulatory and compliance requirements relevant to clients operating across different markets.

3. Sales Performance and Pipeline Management

Qualify opportunities using established sales methodologies, such as MEDDPICC, ensuring opportunities meet the required criteria before progressing.

Take ownership of sales pipeline development, opportunity progression and achievement of agreed sales signings targets.

Maintain accurate opportunity records in the CRM system and provide regular, reliable sales forecasts to the Regional Sales Manager.

Ensure successful handover of new clients to the relevant customer success team, with complete account information to support ongoing relationship development.

4. Cross‑Functional Collaboration

Work closely with AVTEL’s GTM partners and our sales, marketing and solution teams to develop account strategies, generate leads and progress opportunities, bringing a joint solution to the client before they go to market.

Share client feedback, market insights, objections and buyer requirements to support continuous improvement of sales strategies and solution positioning.

Collaborate with presales, bid and estimation, and business unit teams to develop credible proposals that align with client requirements and AVTEL's delivery capabilities.

Collaborate with the CSM team early, so the transition from selection to delivery is seamless and the relationship is secured for the long term,

Key Requirements

Proven track record of winning new business in enterprise and multinational accounts, ideally selling physical security, access control, video surveillance or identity solutions, or complex IT solutions and business applications.

Experience in consultative, solution‑led selling, engaging senior business and technical decision‑makers.

Demonstrated ability to generate opportunities independently, develop client relationships and progress opportunities from initial engagement through to contract signing.

Experience selling advisory‑led solutions and developing Proof of Value engagements, preferably in complex or regulated industries.

Working knowledge of relevant security, risk and compliance frameworks, such as ISO 27001, SOC 2 and GDPR, and their influence on client requirements and purchasing decisions.

Strong sales pipeline management, opportunity qualification, CRM and forecasting skills.

Ability to develop strategic account plans and manage a defined territory against sales targets.

Willingness to travel regionally and work effectively across different cultures and markets.

What You'll Bring

Hunter mentality: Proactive, resilient and motivated to identify opportunities and win new business.

Consultative approach: Leads with client insights and business outcomes rather than simply promoting products.

Strategic mindset: Builds a territory into a sustainable pipeline through effective account planning and prioritisation.

Relationship‑building skills: Establishes credibility and trust with senior decision‑makers and technical stakeholders.

Technology awareness: Understands how cloud, AI and hybrid infrastructure are shaping clients' security requirements.

Commercial focus: Articulates value, develops commercially viable opportunities and focuses on long‑term client outcomes.