Business Development Manager (BDM) – Integration
Solutions
Primary Solution: Workato
Location: Remote – Anywhere in India
Employment Type: Full-Time
Primary Markets: Australia & New Zealand (ANZ),
Southeast Asia (SEA)
Secondary Market: Middle East
Working Hours: Flexible, with overlap to support
customer meetings across ANZ and Southeast Asia.
About the Role
We are seeking a highly motivated and results-driven Business
Development Manager (BDM) to drive new business opportunities for our
Integration and Automation practice.
This role is ideal for an experienced technology sales
professional with a strong background in selling API Management, Enterprise
Integration, and Business Process Automation solutions.
The successful candidate will be responsible for acquiring
new customers, developing strategic relationships, and expanding our presence
across Australia, New Zealand, Southeast Asia, and, as the business grows, the Middle
East.
Experience selling integration platforms such as Workato is
highly preferred. Experience with Boomi, MuleSoft, Talend, Informatica
Intelligent Cloud Services (IICS), SnapLogic, Azure Integration Services, or
similar enterprise integration platforms will be highly regarded.
Key Responsibilities
Identify,
qualify, and develop new business opportunities across ANZ and Southeast
Asia.
Build
and maintain a healthy pipeline of enterprise and mid-market
opportunities.
Develop
relationships with CIOs, CTOs, IT Directors, Enterprise Architects,
Digital Transformation Leaders, and Line-of-Business executives.
Promote
enterprise integration, API management, automation, and managed
integration services.
Conduct
discovery meetings to understand customer integration challenges and
business objectives.
Position
the company's integration solutions and managed services to address
customer needs.
Manage
the complete sales lifecycle from lead generation to contract negotiation
and closure.
Prepare
proposals, commercial quotations, Statements of Work (SOWs), and customer
presentations.
Collaborate
with solution architects and technical consultants to develop winning
solutions.
Maintain
accurate sales forecasts and opportunity pipelines using CRM systems.
Represent
the company at industry events, webinars, conferences, and customer
meetings.
Stay
current with market trends, competitor offerings, and emerging integration
technologies.
Preferred Solution Experience
Experience selling one or more of the following platforms is
highly desirable:
Workato
(preferred)
Boomi
MuleSoft
Talend
Experience selling complementary technologies such as API
Management, Robotic Process Automation (RPA), cloud integration, event-driven
architecture, and business process automation is also advantageous.
Required Skills & Experience
Essential
5+
years of experience in enterprise technology sales or business
development.
Proven
experience selling integration, middleware, cloud, SaaS, or digital
transformation solutions.
Strong
understanding of enterprise integration concepts and API-led connectivity.
Demonstrated
success in achieving and exceeding sales targets.
Experience
engaging with senior business and technology stakeholders.
Excellent
communication, presentation, negotiation, and relationship management
skills.
Ability
to work independently in a remote environment.
Strong
commercial and consultative selling skills.
Experience
using CRM platforms such as Salesforce, HubSpot, Zoho CRM, or Microsoft
Dynamics.
Highly Desirable
Experience
selling Workato solutions.
Experience
selling Boomi, MuleSoft, Talend, or other iPaaS platforms.
Existing
relationships with customers or partners across ANZ and Southeast Asia.
Experience
working with system integrators, cloud providers, or enterprise software
vendors.
Knowledge
of cloud platforms including AWS, Microsoft Azure, and Google Cloud
Platform.
Key Competencies
Strategic
business development.
Consultative
solution selling.
Pipeline
generation and opportunity management.
Executive
stakeholder engagement.
Commercial
negotiation.
Territory
development.
Market
expansion.
Cross-cultural
communication.
Self-motivation
and accountability.
Qualifications
Bachelor's
degree in Business, Information Technology, Engineering, or a related
discipline (preferred).
Relevant
sales, cloud, or technology certifications are advantageous.
Working Arrangement
Work
remotely from anywhere in India.
Collaborate
with customers and internal teams across multiple time zones.
Flexibility
to attend virtual meetings during ANZ and Southeast Asia business hours.
Occasional
travel within India or internationally may be required based on business
needs.