Business Development Manager/Lead

Position Description:

Role Overview

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:

Qualifications & Experience

Required

• 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:

• Analytical Thinking
• Business Development
• Client management
• Relationship building
• Team Collaboration

What you can expect from us:

Together, as owners, let’s turn meaningful insights into action. Life at CGI is rooted in ownership, teamwork, respect and belonging. Here, you’ll reach your full potential because… You are invited to be an owner from day 1 as we work together to bring our Dream to life. That’s why we call ourselves CGI Partners rather than employees. We benefit from our collective success and actively shape our company’s strategy and direction. Your work creates value. You’ll develop innovative solutions and build relationships with teammates and clients while accessing global capabilities to scale your ideas, embrace new opportunities, and benefit from expansive industry and technology expertise. You’ll shape your career by joining a company built to grow and last. You’ll be supported by leaders who care about your health and well-being and provide you with opportunities to deepen your skills and broaden your horizons. That same commitment to fairness extends to how we use technology. To support our recruitment team, AI tools may be used to help assess applications though they never replace human judgement. All hiring decisions remain entirely in the hands of our recruitment professionals. Come join our team—one of the largest IT and business consulting services firms in the world.