Business Development & Alliance Manager

About the company

BigTapp Analytics is looking for a commercially driven Business Development & Alliances professional to drive direct enterprise sales and expand our business across ASEAN.

Your tasks

This is first and foremost a hands-on sales role. The primary responsibility is to identify, develop and close new business opportunities for BigTapp’s Data, Analytics and AI services.

In addition to direct sales, the role will work closely with one or two strategic alliance partners to generate and convert sell-through opportunities. Alliances are an important route-to-market for BigTapp, but this is not a traditional alliance-management role. The expectation is to use selected partners to create pipeline, jointly pursue opportunities and close services revenue.

Direct Sales – Primary Responsibility

• Own and drive new business development for BigTapp’s services across ASEAN, with particular focus on Singapore and selected Southeast Asian markets.
• Identify, prospect and develop new enterprise opportunities across target industries.
• Build and maintain a qualified sales pipeline aligned to agreed revenue targets.
• Personally manage the complete sales lifecycle from prospecting and qualification through solution positioning, proposal development, commercial negotiation and closure.
• Develop relationships with CIOs, CTOs, Chief Data Officers, Chief Digital Officers, business leaders, procurement teams and other key decision-makers.
• Position BigTapp’s services across:
• Data & Analytics
• Artificial Intelligence and Generative AI
• Data Engineering
• Data Modernisation
• Cloud-related transformation services
• Digital and technology transformation services
• Work closely with solution, delivery and technical teams to develop commercially viable client propositions.
• Drive new-logo acquisition while identifying opportunities to expand within existing accounts.
• Maintain accurate pipeline, forecast and opportunity updates.
• Take personal ownership for deal progression and closure.

Alliance-Led Sales

• Manage sales engagement with one or two selected alliance partners as part of BigTapp’s route-to-market strategy.
• Build working relationships with the relevant sales, account and solution teams within partner organisations.
• Identify opportunities where BigTapp’s services can complement the partner’s technology, platform or market presence.
• Develop joint account plans and identify target customers where both organisations can collaborate.
• Generate qualified opportunities through partner relationships and convert those opportunities into BigTapp services revenue.
• Participate in joint customer discussions, workshops, solutioning sessions and sales pursuits.
• Work with partners to position BigTapp as a preferred services or implementation partner.
• Develop sell-through opportunities rather than focusing primarily on partner administration, certifications or alliance governance.
• Track alliance-generated pipeline, opportunities and revenue contribution.

Market Development

• Develop a strong understanding of customer demand across the ASEAN market.
• Identify emerging opportunities within Data, Analytics, AI and related services.
• Provide market intelligence on customers, competitors, pricing, technology trends and client requirements.
• Identify priority industries and target accounts where BigTapp has the strongest opportunity to win.
• Represent BigTapp at relevant client, partner and industry engagements.

Commercial Responsibilities

• Own an individual revenue target and associated sales pipeline.
• Ensure appropriate commercial discipline across pricing, margins, proposals and negotiations.
• Evaluate opportunities based on revenue potential, profitability and delivery feasibility.
• Work closely with Delivery and Leadership to ensure proposed solutions can be successfully executed.
• Support contract negotiations and commercial closure.
• Maintain disciplined forecasting and sales reporting.

Requirements

The role is suited to someone who has operated in a focused ASEAN sales environment, is comfortable personally carrying a revenue target, and enjoys building business without relying on a large sales organisation or established market presence.

Candidate Profile

• at least 8 years of relevant enterprise technology services sales experience
• Strong experience selling directly to enterprise customers across ASEAN, rather than primarily managing a broader APJ or global region.
• Proven experience working within or selling businesses with annual revenues typically below US$10 million, or in similarly entrepreneurial and hands-on environments.
• Demonstrated track record of personally carrying and achieving sales targets.
• Strong experience in new-logo acquisition and direct enterprise sales.
• Proven experience selling technology services, particularly in one or more of the following:
• Data & Analytics Services
• Artificial Intelligence / Machine Learning Services
• Data Engineering
• Data Modernisation
• Cloud Transformation Services
• Good understanding of how consulting, implementation, engineering and transformation services are positioned and commercially structured.
• Experience developing opportunities through technology or ecosystem partners would be advantageous.
• Ability to work with one or two alliance partners to create and close sell-through opportunities.
• Existing enterprise relationships within Singapore and ASEAN would be highly valuable.
• Strong C-suite and senior stakeholder engagement skills.
• Excellent communication, presentation, negotiation and commercial skills.
• Comfortable operating as an individual contributor without direct reports.
• Entrepreneurial, self-driven and comfortable working in a smaller, fast-growing organisation.

The ideal candidate will be someone who

• Is a salesperson first and an alliance professional second.
• Has personally built pipeline and closed services deals.
• Understands the ASEAN market at a practical, account level.
• Has worked in an environment where individual contribution and personal ownership matter.
• Is comfortable hunting for new business rather than primarily managing existing accounts.
• Can use strategic partners as a channel to create sales opportunities.
• Understands that alliance success is ultimately measured through pipeline and revenue, not simply partner relationships.
• Wants to remain hands-on and directly involved in selling.