Senior Business Development Manager (Utility Platform)

Role Business Development Manager – APJ (Confidential Search, will disclose upon interview)

Location: Singapore (Regional coverage: Singapore, Australia, New Zealand)
Reports to: Managing Director – APJ
Role Type: Individual Contributor | 100% Hunter | Public Enterprises (Water/Energy) Consultative Sales

Executive Overview

Our client is a leading enterprise software provider delivering a mission-critical, cloud-based Utility Platform supporting customer information systems, billing, meter-to-cash operations, and customer engagement for utilities and energy retailers. We are seeking a high-caliber Business Development Manager to partner directly with the Managing Director in expanding the APJ footprint. This is a strategic enterprise sales role focused on winning complex, high-value software deals within regulated Energy and Utility markets. The position requires a disciplined consultative selling approach, engaging senior stakeholders and positioning the platform as a core digital transformation solution.

Key Responsibilities

Enterprise Pipeline Development

• Identify and strategically engage Tier-1 utilities, energy retailers, and transmission and distribution operators across Australia and New Zealand. The role is based in Singapore, with flexibility to manage and grow key accounts across the broader APJ region as required.
• Build and sustain a qualified pipeline aligned with annual ACV objectives.

Full Sales Lifecycle Ownership

• Lead complex sales cycles from prospecting and discovery through RFI/RFP submissions, commercial structuring, executive presentations, negotiation, and contract closure.
• Manage multi-stakeholder engagement across business and technical buying committees.

Strategic Market Execution

• Support regional go-to-market strategy through competitive intelligence, regulatory insight, and localized opportunity mapping.
• Position the platform against legacy systems and emerging competitors within regulated utility environments.

Channel & Ecosystem Development

Identify, onboard, and enable System Integrators and consulting partners to strengthen regional reach.
Drive partner-originated pipeline while maintaining a primary focus on direct enterprise engagement.

Value-Based Selling

• Conduct executive-level presentations and workshops articulating regulatory compliance, operational efficiency, and digital modernization outcomes.
• Translate complex utility processes such as meter-to-cash and billing transformation into clear commercial value propositions.

Cross-Functional Alignment

• Collaborate closely with pre-sales and delivery teams to ensure solution feasibility, margin integrity, and proposal accuracy.
• Maintain rigorous CRM discipline, forecasting accuracy, and account planning.

Requirements:

• 5 to 8 years of enterprise B2B software sales experience within Utilities, Energy, or mission-critical SaaS environments.
• Demonstrated quota achievement in Australia, or New Zealand markets.
• Proven success managing long, complex sales cycles ranging from 6 to 18 months.
• Strong understanding of utility operations including billing, customer information systems, and meter-to-cash processes.
• Comfortable discussing cloud deployment models and enterprise architecture, including Azure and Dynamics 365 environments.
• Experience navigating regulated industries and government-linked enterprises is highly advantageous and familiarity with local tender procedures.

Competencies

• Advanced consultative selling capability with C-level stakeholders.
• Strong commercial acumen and negotiation skills.
• Ability to simplify technical concepts for executive decision-makers.
• High degree of autonomy, discipline, and strategic thinking.
• Bachelor’s degree in business, Engineering, IT, or a related discipline.

Interested applicant please kindly update your resume in words document format and write directly to [email protected] with your current remuneration details, notice period and expected salary.

R1325699
EA01C3135
Recruitment Manager: Shirley Chong Ai Ling (Ning)