Business Development Manager (Microsoft)

Logicalis; Kuala Lumpur; On-site; MYR 180,000 - 300,000; Full time

Job summary

Logicalis is seeking a Business Development leader in Kuala Lumpur to drive revenue growth in its Microsoft business. You will blend sales, market making, cloud solution expertise and alliance management to win new customers and expand existing segments across industries.

You will craft and execute plays, develop content and tools to build pipeline, and push Cloud Infrastructure, Security, AI, Data and Applications opportunities.

Qualifications

• 10+ years in consultative cloud sales and BD.
• Experience with Microsoft ecosystem and partner programs.
• Proven track record of meeting cloud sales quotas and engaging C-level stakeholders.
• Ability to work across a matrix organization.
• Understanding of large-scale cloud initiatives and hyperscalers.

Responsibilities

• Drive business development strategy with regional teams across Asian markets.
• Identify and frame net new growth opportunities with sales, solutions and marketing.
• Design architectures and solutions aligned to Logicalis portfolio.
• Act as Trusted Cloud Advisor to deliver on sales quotas with executive buyers.
• Shape Microsoft partnerships and align back into Logicalis strategy.

Skills

Consultative selling

Business development

Cloud solutions

Microsoft ecosystem

C-level relationships

Licensing EA/CSP

Partner programs

Solution architecture

Matrix organization

Job description

As a Business Development leader at Logicalis, you will contribute to the overall performance of our Microsoft business, measured by revenue growth, net new customers, and reference wins. You will have a broad role – part sales, part market maker, part cloud solution specialist, and part Microsoft alliance and partnership management – and will build a strategy focused on winning new customer segments and growing existing customer segments for the long term.

In this role, you will build and execute sales plays, content and tools to build pipeline, and to identify, drive and close Cloud Infrastructure, Security, AI, Data and Applications opportunities, helping win lighthouse customers in key industries and supporting the sales and solutions teams on the rapid close of strategic deals with global and regional solutions teams.

Accountabilities

As a Business Development Manager - you will be expected to:

• Drive business development strategy and activities along with assisting regional teams for opportunities across other Asian markets
• Identify and frame net new business growth opportunities, working in close collaboration with sales, solutions and marketing teams
• Understand customers' overall cloud and digital transformation portfolio, IT and business priorities and success measures to design implementation architectures and solutions aligned to Logicalis’s Solutions and services
• Be the Trusted Cloud Advisor and deliver success against sales quota attainment, by cultivating long-term relationships focused on understanding customers' needs and wants; earn trust and gain credibility by utilizing deep technical expertise to design and deliver valued solution architecture(s)
• Be the voice of Microsoft - our cloud partner back into Logicalis to help us shape our strategy and partnerships for long term mutual benefit ensuring senior leaders are aware of our progress and where we must do better
• Develop, share and enable Logicalis’ sellers across customer, market and industry trends and insights including competitive and market dynamics, product and technology trends
• Establish network of relationships with other key ecosystem partners for joint demand generation and amplification of Logicalis cloud solutions and services
• Plan and drive the sales, consumption and sell-through of Logicalis’ cloud solutions and services portfolio
• Understand and identify customer's needs through in-depth account planning with sales teams and profiling to win bids and strike innovative deals with pre-sales teams.

Time Allocation

• 40% time with customers as well as Logicalis’ sellers and pre-sales teams in identifying and developing new cloud opportunities which align to the customer’s technical and business strategy. Working closely with Microsoft as well as engaging with Solutions & Marketing teams on prioritized customers. This includes proposal write up, sizing and presentation to all level in customer organization
• 40% time with Microsoft teams to co-design and co-execute programs and motions to facilitate business development and growth across cloud, security and modern workplace technologies and to capitalize and utilize partner incentives, rebates and other benefits and entitlements
• 20% time working and collaborating with Logicalis Regional and Global teams on go-to-market strategies by providing feedback on current and future market and customer requirements.

Experience

• Min 10 years’ experience in consultative selling and business development of cloud solutions and services
• Working in customer and partner facing roles in the Microsoft ecosystem, with experience in managing partner programs, tools and incentives
• A solid track record of overachieving cloud sales quotas and targets along with building rapport with senior C-level stakeholders and identifying, leading and executing new business development initiatives with customer centric approach on a worldwide scope.
• Proven ability to deliver results in a matrix organization (leveraging multiple functions and teams)
• Understanding of large-scale cloud initiatives and/or infrastructure projects.
• Understanding of Microsoft Partner ecosystems and the ability to leverage their programs and solutions to solve customer needs
• Fluency with Microsoft Licensing constructs, including EA & CSP
• Experience working at Microsoft or a systems integrator partner
• Good fundamental knowledge on hyperscaler ecosystem (AWS, GCP, Others)
• Experience working with cloud computing technologies/companies
• Broad knowledge of enterprise cloud platforms and ability to map relevant technologies to customer IT and business needs and priorities.
• Ability to build long-term trusted technology advisor relationships that result in solid, meaningful strategic technology conversations and sales results.
• Ability to ensure that customers benefit from the latest Microsoft cloud innovations and solutions.
• Preferred: MSFT professional certifications across Azure, Security, AI, M365