Business Development Executive

**The Opportunity**

We are looking to recruit a Business Development Executive (BDE) who will be responsible for a portfolio of accounts in Singapore and surrounding regions reporting to the Partner and Regional Leader APAC. The Director will contribute to the development of account plans for the region and is expected to pursue business development opportunities providing additional value-add work for clients as well as support business development more broadly for the region. You will have the responsibility to generate leads, build relationships with targeted prospects and help qualify the target for further sales activities.

The role requires an individual with strong networks in Singapore and across Asia with excellent client engagement skills.
- **Applicants who are considered for this role who are not a resident of Singapore, must be prepared to relocate to support activities in region.**

**The Responsibilities**

Your responsibilities will include:

- Responsibility to generate sales which achieve annual revenue targets
- Able to build strong commercial relationships and nurture these to identify additional opportunities for the full set of ISG solutions
- Responsibility to lead, support and provide oversight for certain projects (or elements of projects) within the allocated set of accounts
- Refresh the go-to-market plans and portfolio of services in Singapore and Asia as a region with the help of the Australian Leadership Team
- Identify and qualify potential prospects for the sales team using a variety of strategies and tactics to connect with target prospects
- Participate in the design and development of various demand generation programs and campaigns for prospecting, follow up and cold calling
- Execute these demand generation programs and campaigns
- Work with marketing and other leadership teams to align strategies and develop value positioning (including analysis of competitor landscape)
- Work closely with ISG Partners and Directors on account planning and penetration strategies
- Proactively work with Australian Leadership Team, Service Line leads and global team members to mine existing clients and develop referrals
- Interact with designated alliance partners, channel relationship partners and/or service providers to identify prospect opportunities
- Contribute to the development and delivery of business development training and coaching to the Singapore Advisor community

Campaigns
- Provide support in the execution of campaigns, primarily contacting targets at executive levels to schedule discovery calls
- Assist in developing the message and support materials for campaigns
- Track results of campaigns in ISG sales tracking tools or as agreed

Internal Networking
- Work closely and coordinate as appropriate with ISG marketing team for campaigns, events, and similar market awareness strategies

External Networking
- Develop contacts and relationships with key channel and alliance partners, or service providers for prospect identification, lead qualification and follow up
- Develop contacts at trade groups and professional associations for identification of trends and potential prospects

The duties and responsibilities described in this job description may not be a comprehensive list. Additional tasks may be assigned to the employee from time to time as necessitated by business demands.

**The Role Requirements**
- 8-10 years of experience working in a prospecting/business development role in a targeted account sales environment, including 5-7 years of experience in an organisation generating leads for information technology, business process services or professional services firms
- Knowledge of professional services and/or ITO/BPO industry required
- Strong Digital and Transformation experience and understanding, i.e., how, and why transformation programs and Digital are adopted, and successfully positioning ISG in that framework
- Proven history of working with, and selling solutions to, CXO and Line of Business stakeholders
- Experience developing new and creative contact selling strategies
- Outgoing, dynamic individual who understands and enjoys early stage selling and market interaction which can involve developing and executing prospecting tactics to gain access to decision makers to secure contact and appointment, i.e., possess a “hunter” type mentality
- Understand how to maneuver through large organisations to identify and communicate with decision makers and key influencers
- Sufficient business savvy to probe and ask questions that will help in qualification

**About You**
- Team development and management experience, including recruiting, relationship management, mentoring and account management
- Exceptional presentation, verbal, and written communication skills, with the ability to articulate complex ideas in easy-to-understand business terms to all levels of management
- Consultative approach to prospect development
- Excellent time management skills and the a