Head of Business Development

• 10+ years of proven experience in B2B IT services, digital transformation, or complex project-based sales within the APAC region.
• Demonstrated success in building and converting a digital project pipeline into closed, fixed-scope engagements with strong deal qualification and win rates.
• Experience in building or scaling sales teams, including hiring, coaching, and performance management.
• Hands-on experience working with senior business and IT stakeholders across at least two industries (e.g. Manufacturing, Supply Chain, Energy, Retail, Finance, Pharma, Healthcare, Transport, Construction).
• Strong understanding of client business processes and the ability to translate business needs into structured IT scopes and transformation roadmaps.
• Mastery of the end-to-end IT services sales process (discovery to close), including disciplined CRM usage and pipeline governance.
• Working knowledge of Cloud, Data, and AI ecosystems, typical technology stacks, and value drivers.
• Excellent executive communication, storytelling, and negotiation skills, with confidence engaging C-level stakeholders.
• Proven experience selling to international clients in APAC, with an existing regional network and familiarity with partner-led or co-sell motions (e.g. Microsoft, AWS, Google Cloud, UiPath).

Key responsibilities

• Own and execute the APAC business development and sales strategy, aligned with company growth objectives
• Build and scale the APAC sales organization from scratch including hiring, onboarding, mentoring, and developing Business Development Managers and Representatives
• Act as a hands-on senior sales leader, responsible for direct selling of IT services and fixed-scope digital transformation projects across APAC, with a strong focus on India
• Generate and own top-of-funnel demand by leveraging an established network of clients, partners, and ecosystem relationships in APAC, in close collaboration with Marketing and regional partners
• Build, qualify, and manage a robust sales pipeline using value-based selling, ensuring full ownership of opportunities from first contact through contract signature
• Lead end-to-end sales execution: client discovery, solution shaping with Presales, proposal creation, pricing strategy, and commercial negotiations
• Translate client business challenges into concrete IT solutions and transformation initiatives (Cloud, Data, AI, Intelligent Automation), delivering measurable business value
• Develop and expand strategic enterprise accounts by building trusted relationships with senior business and IT decision-makers, identifying cross-sell and up-sell opportunities
• Coordinate cross-functional and cross-regional teams (Marketing, Presales, Delivery, Partners) to ensure competitive proposals and a seamless handover to Delivery
• Represent the company at executive meetings, industry events, and partner forums across the APAC region