Business Development (Public Sector)

Business Development- Public Sector

The Public Sector BDM is responsible for driving strategic growth across Government, Defense, and State-Owned Enterprises.

This role focuses on developing long-term trusted relationships, shaping complex multi-year transformation opportunities, and aligning enterprise technology solutions to national digital priorities.

The BDM operates at the intersection of policy, technology, and commercial strategy.

Core Responsibilities

• Strategic Account Development

• Identify, qualify, and develop public sector growth opportunities

• Align public sector sales strategy

• Maintain executive-level engagement cadence

• Opportunity Shaping & Deal Leadership

• Lead large RFP and tender pursuits

• Develop account strategies for complex, multi-year transformation programs

• Coordinate cross-functional teams (CTO, Solution Architects, Legal, Finance, Gov Affairs)

• Drive competitive positioning and value-based selling

• Improve win rates for high-value public sector deals

• Policy & Regulatory Awareness

• Monitor public funding programs and national digital strategies

• Understand government procurement frameworks and compliance models

• Navigate country-specific regulations:

• Data residency & sovereignty

• Security accreditation

• Government procurement processes

Defense export controls (where applicable)

• Regional Collaboration

• Align with:

• Regional Public Sector CTO

• Country sales leaders

• Global public sector programs

• Share best practices across Greater Asia Countries

• Support regional pipeline reviews and forecasting accuracy

• Ecosystem & Partnership Management

• Develop relationships with:

• Local System Integrators

• Policy advisors & consultants

• Industry associations

• Leverage ecosystem to expand influence and bid strength

Key Outcomes (Performance Metrics)

Revenue: Public sector orders & pipeline growth

Win Rate: RFP success rate

Pipeline Quality: Multi-year deal coverage ratio

Executive Access: Strategic meetings at CIO/Minister level

Account Penetration: Cross-portfolio solution expansion

Experience & Qualifications

• 8-15 years enterprise B2G (Business-to-Government) experience

• Proven track record managing complex public sector deals

• Understanding of government procurement cycles

• Experience working with regulated industries

• Strong executive communication & negotiation skills

Leadership & Competency Profile

Strategic Selling: Multi-year transformation deals

Policy Fluency: Understand national priorities

Executive Presence: Comfortable engaging senior civil servants

Commercial Acumen: Complex pricing & funding models

Cultural Agility: Operate across Greater Asia countries