QUALIFICATIONS:

• Minimum 10 years direct quota carrier sales experience in the Enterprise Asset Management (EAM) software and services market with contacts in the Utility, Transportation, Mining and Manufacturing sectors.
• Personally incubate and develop reference accounts.
• Experience in selling advisory / complex solutions to enterprise customers across multiple industries.
• Strong business acumen, sales processes, forecasting, and pipeline management.
• Excellent communication and presentation skills, with the ability to articulate complex solutions to a wide range of audiences.
• Strong negotiation and closing skills.

JOB SKILLS & KNOWLEDGE (DESIRABLE)

• Proven track record of building relationships at Senior levels, with a strong personal network.
• Knowledge of smart cities and the IOT and sustainable communities ISO37106.

JOB SKILLS & KNOWLEDGE (ESSENTIAL):

• Bachelor’s degree in business, IT, engineering or a related field.
• Strong understanding of asset management and built environment frameworks, including BS1192, PAS 1192, ISO 19650, and ISO 55000, with proven experience in preparing consulting proposals.
• Proficiency in IBM Maximo Application Suite and related industry solutions, including familiarity with PA and ESA licensing models.
• Solid grasp of hosting environments, core technical features, and managed service requirements.
• Awareness of digital technologies and their potential to enhance operational efficiency and streamline existing processes.
• Exceptional communication, interpersonal, and presentation skills.
• Ability to thrive in a fast-paced, dynamic environment—both independently and collaboratively.
• Willingness to travel up to 50% as required by project and client needs.

SPECIFIC ROLE AND CONTEXT:

We are seeking a highly motivated Senior Business Development Manager with a proven track record in solution sales to join our team. As a Senior Business Development Manager, you will be responsible for identifying, developing, and closing new and existing business opportunities for Cohesive solutions across selected sectors. You will work closely with our global sales, regional marketing, and services teams to deliver successful business outcomes for our customers and drive revenue growth for the APAC region.
To be successful as a Senior Business Development Manager, you should be persuasive, focused on relationship with key decision makers and have strong business acumen, adept at negotiating sound business deals and demonstrate excellent communication, leadership, and problemsolving skills.

Reporting to

• Line Management reporting to Regional Managing Director.

JOB REQUIREMENTS (RESPONSIBILITIES AND ACCOUNTABILITIES):

Business Development

• Lead the targeted sector Business Development activity, focusing on developing the accounts through networking, relationships, and trusted advisor approach.
• Develop and maintain relationships with key decision-makers at prospective clients to understand their business needs and pain points and leverage various Cohesive resources to build medium to long term relationships.
• Establish Cohesive Value proposition by organising executive briefing events on latest emerging trends and sharing of client successes.
• Work collaboratively with marketing and services teams to develop and deliver compelling proposals and presentations that address client needs based on our unique value propositions.
• Responsible and manage the entire sales cycle from lead generation to contract negotiation and closing.
• Achieve and exceed assigned sales targets and quotas.
• Develop new opportunities within newly won accounts and focused on client needs/business outcomes.
• Develop and maintain a pipeline of opportunities and accurately forecast sales projections.
• Actively participate in industry events, conferences, and networking activities to generate leads and increase brand awareness.
• Provide feedback to the global sales team on market trends and customer needs to help inform the solution roadmap.