Business Development Manager, Enterprise Sales

Job description

It's fun to work in a company where people truly BELIEVE in what they're doing! Job Description: Ingram Micro is a leading technology company for the global information technology ecosystem. With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts. Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage set us apart. Position Summary We are seeking a Senior Strategic Account Manager with expertise in managing defense and public sector SIs in Singapore. This is a high-impact role requiring a sophisticated navigator of complex organizational hierarchies and a strategic influencer of project decisions. As a trusted advisor, you will align Ingram Micro’s comprehensive technology portfolio with your partners’ most critical strategic initiatives to drive mutual growth. Key Responsibilities Strategic Account Leadership Partnership Ownership: Drive the holistic business relationship with SI, serving as the primary executive contact. Joint Business Planning: Develop and execute multi-year business plans that align Ingram Micro’s capabilities with partner strategic priorities and project pipelines. Project & Tender Engagement Pipeline Intelligence: Proactively identify and track large-scale government tenders and infrastructure projects. Solution Architecture: Work backward from tender requirements to orchestrate multi-vendor solutions spanning Hardware, Software, Hybrid Cloud, and Services. Pre-Tender Influence: Collaborate with partners during the pre-RFP phase to influence technical specifications and ensure favorable positioning of Ingram Micro’s vendor portfolio. Revenue Growth & Commercial Excellence Performance Targets: Consistently achieve and exceed annual revenue and gross profit targets. Portfolio Expansion: Drive penetration across key domains: Enterprise Infrastructure, Hybrid Cloud, AI, Networking, Cybersecurity, Data Management, and Observability. Deal Structuring: Negotiate complex commercial agreements and manage project-based financing solutions to secure large-scale wins. Executive Relationship Management Stakeholder Mapping: Build and sustain C-level and senior management relationships across IT, Procurement, and Business Development units within the SI ecosystem. Business Reviews: Lead regular Quarterly Business Reviews (QBRs) to evaluate performance, align on go-to-market strategies, and identify new opportunities. Ecosystem Orchestration Partner Enablement: Leverage Ingram Micro’s Centers of Excellence (COE) to ensure partners are enabled on emerging vendor technologies. Qualifications & Experience Professional Experience IT Sales Expertise: 6–10 years of experience in IT sales or strategic account management within the Singapore market. SI Management: At least 5 years of proven success managing large-scale System Integrators (SIs). Track Record: Demonstrable success in closing multi-million dollar, project-based deals within the Singapore government. Industry & Technical Knowledge Public Sector Savvy: Understanding of Singapore’s public sector procurement frameworks, tender processes, and compliance requirements. Familiarity with defense and critical infrastructure procurement cycles, including restricted and classified tender procedures. Market Intelligence: Stay abreast of digital transformation roadmaps and competitive distributor activities to maintain a market edge. Core Competencies Strategic Thinking: Ability to develop long-term account growth strategies while managing short-term tactical execution. Financial Acumen: Strong understanding of P&L management, margin optimization, and complex deal structuring. Communication: Exceptional executive presence with the ability to influence and negotiate at the C-suite level. Collaboration: A team player who can navigate internal functions (Finance, Legal, Operations) to deliver partner success. Education Bachelor’s Degree in Business, Engineering, Information Technology, or a related field.