VP, Business & Solutions APAC (Managed Services)

Strategic Business Development

• Develop and execute business development strategies for Managed Services, including Application Managed Services (AMS) and Infrastructure Managed Services (IMS), aligned with company growth objectives.
• Identify new markets, strategic accounts, and opportunities to grow recurring managed services revenue.
• Drive new client acquisition, account expansion, renewals, cross-selling, and upselling opportunities.
• Build strong relationships with C-level executives, IT leaders, procurement teams, and key decision-makers.

Sales Leadership & Solution Development

• Lead the end-to-end sales cycle, including prospecting, opportunity qualification, solution development, proposal preparation, commercial negotiation, and deal closure.
• Understand clients' application, infrastructure, cloud, and IT operations requirements to develop relevant AMS and IMS solutions.
• Lead complex, high-value, multi-year managed services opportunities, including RFP/RFI responses, solution presentations, pricing, SLAs, KPIs, governance, and contractual discussions.
• Position the company's managed services capabilities and value proposition effectively against competitors.

Market & Business Development

• Monitor market trends, client demands, and competitor offerings within the managed services landscape.
• Identify emerging opportunities across application modernization, cloud, infrastructure operations, automation, AIOps, DevOps/DevSecOps, and digital workplace services.
• Develop go-to-market strategies and initiatives to strengthen the company's managed services positioning.

Internal Collaboration

• Work closely with Solution Architects, Application, Infrastructure, Cloud, Cybersecurity, Service Delivery, Finance, and Marketing teams to develop competitive managed services solutions.
• Support commercial modelling, pricing strategies, delivery models, transition planning, and business cases.
• Ensure smooth handover from sales to delivery and support successful client onboarding.

Team Leadership

• Lead and develop the business development team, setting clear revenue targets, pipeline goals, KPIs, and performance expectations.
• Coach the team in consultative selling, strategic account development, AMS/IMS solution selling, and complex deal negotiation.
• Maintain strong pipeline management, forecasting, and account planning discipline.

Client Relationship Management

• Build long-term strategic client relationships and act as a trusted advisor.
• Drive contract renewals, account growth, and expansion of AMS and IMS services.
• Work with account management and delivery teams to maintain client satisfaction and identify further business opportunities.

Qualifications

• Bachelor's degree in Business, Marketing, IT, Engineering, or a related field; MBA or relevant master's degree preferred.
• 15+ years of experience in business development or sales within IT Services, System Integrators (SI), Managed Services Providers (MSP), or technology consulting, including at least 5 years in a leadership role.
• Strong experience in Application Managed Services (AMS) and Infrastructure Managed Services (IMS) sales.
• Proven track record of closing high-value, complex, multi-year managed services deals.
• Strong knowledge of managed services operating models, ITSM, SLAs/KPIs, transition, governance, and commercial structures.
• Experience engaging senior executives and managing enterprise-level clients.
• Strong negotiation, presentation, communication, financial, and commercial skills.
• Experience with P&L management, pricing, margins, forecasting, and business-case development.
• System Integrator or Managed Services Provider experience is highly preferred.

Core Competencies

• Managed Services / AMS / IMS Business Development
• Strategic & Consultative Selling
• Enterprise & C-Level Engagement
• Complex Deal Negotiation
• Commercial & Financial Acumen
• Strategic Account Management
• Team Leadership
• Market & Competitive Analysis