Business Development Manager/Lead

Position Description:

We are seeking an accomplished Business Development Manager / Lead with 10+ years of proven success driving consistent growth (typically 8–12% YoY). The ideal candidate combines strategic vision with hands-on execution, leveraging strong networks in Kuala Lumpur/Malaysia to expand our presence locally, while also developing and scaling business opportunities in Singapore as a nearshore market.

This role requires prior experience in strategic IT and business consulting environment (e.g., CGI or similar) and a strong understanding of consultative solution selling, client relationship management, and industry-specific services. The candidate will work closely with delivery, solution, and leadership teams to shape differentiated offerings and win complex engagements across both markets.

Your future duties and responsibilities:

Key Responsibilities
1) Market Growth Strategy (Malaysia Primary | Singapore Secondary)
• Develop and execute a business development strategy aligned with CGI's regional goals, with Malaysia as the primary growth market and Singapore as a secondary/nearshore market.
• Build a structured market plan including segmentation, target account lists, value propositions, and route-to-market motions for the countries.
• Translate market trends into actionable growth plays (e.g., managed services, application modernization, cloud, data/AI, cybersecurity, enterprise transformation).

2) New Client Acquisition & Account Expansion
• Identify, qualify, and secure new clients across priority industries, with a strong emphasis on IT services and consulting.
• Drive expansion within existing relationships by identifying whitespace opportunities, shaping demand, and positioning CGI as a trusted advisor.
• Lead end-to-end pursuits from discovery through proposal, negotiation, and closure—ensuring commercial quality and deliverability.

3) Executive Relationship Management
• Build and sustain trusted relationships with C-level executives, business sponsors, procurement stakeholders, and key influencers in Malaysia and Singapore.
• Establish CGI's credibility as a consulting partner through outcome-based discussions, business cases, and value articulation.

4) Nearshore Value Proposition & Cross-Border Collaboration
• Position and sell Malaysia-based delivery capabilities and “local/onshore proximity” value for Malaysian clients, while enabling nearshore delivery models for Singapore-based opportunities.
• Collaborate closely with regional leaders, solution owners, and delivery teams (including Singapore stakeholders where applicable) to: shape win themes and differentiated proposals, define resourcing and delivery approach, ensure governance and client success post-signature.

5) Commercial Leadership & Deal Shaping
• Own commercials and negotiations, including pricing strategy, contract terms, delivery assumptions, and risk management.
• Lead proposal development (RFI/RFP), ensure executive-ready storytelling, and maintain high standards of consulting professionalism.
• Structure complex, multi-tower or multi-year deals with a focus on sustainable margins and long-term account growth.

6) Pipeline Discipline, Forecasting & Reporting
• Build and manage a robust pipeline with clear qualification, next steps, and conversion plans.
• Maintain accurate forecasting and reporting to leadership using CRM discipline and measurable KPIs (e.g., pipeline coverage, win rate, cycle time, ARR/TCV).
• Build internal relation within the organization across different geographies and LoBs to leverage the global capabilities

7) Thought Leadership & Market Presence
• Represent CGI at industry events, conferences, and forums in Malaysia and Singapore, positioning CGI as a trusted advisor.
• Contribute insights on trends and innovations to strengthen CGI's brand and client relevance.

Required qualifications to be successful in this role:

• 10+ years in business development, sales, or client relationship management within IT services / technology consulting / management consulting.
• Demonstrated track record of delivering 8–12% annual growth (or comparable performance outcomes) through new logo wins and/or account expansion.
• Mandatory: Prior experience working in a consulting firm environment with strong familiarity in solution selling, account planning, and pursuit governance.
• Strong professional network and proven access to decision-makers in Kuala Lumpur and Malaysia.
• Proven ability to engage and influence C-level and/or senior business stakeholders and orchestrate internal teams to win.
• Excellent communication, negotiation, and executive-level presentation skills.
• Strong proposal writing capability with clear structure, persuasive value messaging, and commercial accuracy.
• Able to work independently while collaborating effectively across multi-country and global teams.
• High integrity, professionalism, resilience, and comfort operating in a fast-paced, target-driven environment.

Strong Advantage (Preferred):
• Existing network and/or selling experience in Singapore (enterprise and/or regulated sectors), including familiarity with cross-border stakeholder management and procurement cycles.
• Industry network/experience in either or a combinations of Oil & Gas, Utilities, Manufacturing, Healthcare, Communications, Retail or Financial Services verticals (Malaysia and/or Singapore).
• Experience selling complex engagements such as managed services, multi-year transformation programs, or platform modernization.
• Familiarity with consultative selling methodologies (e.g., value-based selling, solution selling, account planning, opportunity qualification frameworks).
• Bachelor's degree in Business, Marketing, Technology, or related field; MBA is an advantage.


Travel & Work Style:
• Based primarily in Kuala Lumpur with occasional travel to Singapore depending on client and pipeline needs.
• Comfortable operating across cultures and stakeholder styles in Malaysia and Singapore.

Success Profile at CGI:
• Client-first, outcome-oriented mindset with the ability to act as a trusted advisor.
• Strong collaboration skills across diverse teams and geographies, including the ability to mobilize solutioning and delivery support quickly.
• Cross-border commercial maturity—able to shape opportunities that leverage Malaysia delivery strengths while building credibility and client intimacy in Singapore.
• Disciplined consulting approach to pipeline management, account planning, and pursuit execution.
• Resilience and adaptability in complex client environments, with strong personal ownership and follow-through.
• Alignment with CGI's values, ethics, and entrepreneurial culture.

Skills: