Role: Business Development Executive (BDE) (Malaysia & Singapore Market)
Location: Kuala Lumpur, Malaysia (Hybrid) regular travel to Singapore
Department: Sales & Business Development
Reports to: Head of Sales / Regional Sales Manager
Role Summary
You will own the top and middle of the funnel through outbound prospecting and drive deals to closure in Malaysia and Singapore. This is a quota-carrying role for a hunter-closer who can build pipeline from scratch, run a tight sales process, and win multi-stakeholder B2B dealsoften with and through OEM/channel partners.
Key Responsibilities
1) Outbound Lead Generation (Primary)
- Build target account lists across BFSI, Manufacturing, Healthcare, Logistics, Retail, Oil & Gas, and Technology in MY/SG.
- Execute multi-channel outreach: cold calls, emails, LinkedIn (Sales Navigator), WhatsApp (where appropriate), events/webinars.
- Craft tailored value propositions for Managed Services, SOC, Cloud Migrations, M365, Endpoint & Network Security, Backup/DR.
- Qualify prospects (BANT/MEDDICC or similar), convert prospects MQLs SQLs, and book senior buyer meetings (CIO/CTO/CISO/IT Ops/Procurement).
- Maintain clean CRM hygiene (e.g., HubSpot/Salesforce): sequences, tasks, notes, next steps, and accurate stage progression.
2) Deal Management & Closures
- Run discovery, identify pains/use cases, and map decision criteria, stakeholders, and buying process.
- Lead solutioning with presales/SMEs; co-create proposals, SOWs, and pricing to maximize win rate and gross margin.
- Navigate RFPs/RFQs, procurement, vendor registration, and compliance checks in MY/SG.
- Negotiate terms and close new logos; hand over cleanly to delivery/customer success for onboarding.
3) Territory & Partner Motion
- Build and execute territory plans for MY/SG with clear ICP, vertical focus, and partner overlays.
- Work closely with OEMs (e.g., Dell, Microsoft, AWS) and distributors for co-selling, MDF campaigns, and referrals.
- Attend/host targeted industry events and partner-led activities; follow up rigorously.
4) Forecasting, Reporting & Governance
- Deliver accurate weekly pipeline forecasts, identify gaps early, and propose recovery plays.
- Track activity, pipeline health, conversion rates, and deal velocity; share insights to improve messaging and plays.
- Adhere to internal governance, compliance, and data protection standards applicable in MY/SG.
Ideal Candidate Profile Must-Haves
- 36 years of B2B sales or SDR/AE experience in IT services/managed services/cybersecurity/cloud in Malaysia and/or Singapore.
- Evidenced success with cold outreach and closing (not just lead passing).
- Strong understanding of enterprise buying cycles, RFPs, procurement, and partner-assisted deals.
- Comfortable selling outcomes tied to KPIs such as uptime, MTTR, compliance, cost optimization, risk reduction.
- Excellent communication & negotiation; English fluency required. Bahasa Malaysia and Mandarin required;
- CRM proficiency (HubSpot/Salesforce), LinkedIn Sales Navigator, and basic sales automation tools.
- Malaysia-based with ability to travel 24 days/month to Singapore (as needed).
Nice-to-Haves
- Exposure to SOC/NOC, SIEM, EDR/XDR, firewalls, identity, Azure/AWS/M365, migrations, and backup/DR solutions.
- Experience co-selling with OEMs/distributors and leveraging MDF for outbound campaigns.
- Familiarity with regional PDPA/data-handling expectations and standard vendor onboarding processes.
Success Metrics (KPIs)
- Outbound activity: 80100 quality activities/day (calls, emails, LinkedIn), with weekly sequence adherence.
- Pipeline creation: /MYR/SGD target in new pipeline/month; maintain 34 pipeline coverage vs. quarterly quota.
- SQLs Opportunities:2535% conversion; Stage-to-stage conversion benchmarks agreed in first month.
- Win rate:2030% on qualified, proposal-stage deals.
- Sales cycle: target < 6090 days depending on deal size.
- Revenue & GM: Quarterly new-logo bookings and gross margin targets met/exceeded.
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