Business Development Manager (Cloud Solutions & Partnerships)

Client Overview:

Our client is a global Information and Communications Technology (ICT) company specializing in enterprise technology, cloud computing, digital infrastructure, and intelligent solutions. The company supports businesses and organizations in accelerating digital transformation through advanced technology platforms and integrated ICT services.

With an established presence in Indonesia, the company serves enterprise, government, telecommunications, and digital-native customers across diverse industries. Its cloud business provides public, private, and hybrid cloud solutions, alongside Infrastructure as a Service (IaaS), Platform as a Service (PaaS), and Software as a Service (SaaS) capabilities.

As part of its continued cloud business expansion, the company is strengthening its commercial and partner development capabilities to accelerate market penetration, develop strategic partnerships, and drive sustainable cloud adoption across Indonesia.

Job Role:

1. Business Development Manager – Cloud

The Business Development Manager – Cloud will be responsible for identifying, developing, and converting enterprise cloud business opportunities across Indonesia. The role focuses on direct customer acquisition, strategic account development, commercial solution positioning, and end-to-end business development across public, private, and hybrid cloud environments.

The successful candidate will engage enterprise and institutional decision-makers, identify customer technology requirements, and collaborate with technical and commercial teams to develop competitive cloud solutions. This position requires a strong enterprise sales background, proven cloud business development achievements, and an established network of relevant customer decision-makers.

2. Partner Business Development Manager – Cloud

The Partner Business Development Manager will be responsible for developing, expanding, and managing a high-performing cloud partner ecosystem across Indonesia. The role focuses on establishing strategic relationships with System Integrators (SIs), Independent Software Vendors (ISVs), Managed Service Providers (MSPs), cloud consulting firms, and other technology partners.

The successful candidate will lead partner acquisition, ecosystem development, partner lifecycle management, commercial enablement, and joint go-to-market initiatives. This position requires an established network of high-tier cloud partners and proven experience developing commercially productive partnerships within Indonesia's cloud computing industry.

Both positions operate as individual contributors and require strong commercial ownership, technical understanding of cloud solutions, and the ability to independently drive business growth.

Key Responsibilities:

Partner Business Development Manager – Cloud

• Cloud Partner Ecosystem Strategy & Expansion

• Strategic Partner Acquisition & Development

• System Integrator (SI), ISV & MSP Relationship Management

• High-Tier Cloud Partner Network Development

• Partner Lifecycle Management & Performance Evaluation

• Cloud Channel Strategy & Commercial Partnership Development

• Partner Enablement, Training & Certification Programs

• Joint Go-to-Market (GTM) Strategy & Execution

• Industry-Specific Cloud Solution Partnerships

• Cloud Marketplace & Partner Solution Development

• Partner Revenue Growth & Ecosystem Performance

• Cross-Functional Collaboration & Partner Success

Business Development Manager – Cloud

• Cloud Business Strategy & Revenue Growth

• Enterprise Customer Acquisition & Market Development

• Strategic Account & Customer Relationship Management

• Cloud Solution Positioning & Commercial Development

• Public, Private & Hybrid Cloud Business Development

• Enterprise Sales Pipeline & Opportunity Management

• Industry-Specific Cloud Market Expansion

• Commercial Proposal Development & Negotiation

• Go-to-Market (GTM) Strategy & Sales Execution

• Cloud Ecosystem & Strategic Partner Collaboration

• Customer Success & Commercial Project Coordination

• Sales Forecasting, Performance Analysis & Reporting

Candidate Requirements:

Education

• Minimum Bachelor's Degree (S1) in Telecommunications Engineering, Computer Science, Informatics Engineering, Information Technology, Business, or a related discipline.

Professional Experience – Partner Business Development Manager (Cloud)

• Minimum 8 years of professional experience in Business Development, Partner Development, Channel Sales, or Strategic Partnership Management within the Cloud Computing or ICT industry.

• Strong understanding of cloud computing technologies, enterprise ICT solutions, and digital infrastructure is essential, with strong understanding of public cloud, private cloud, SaaS, PaaS, IaaS, and cloud channel business models.

• Proven experience developing and managing cloud partner ecosystems, particularly across System Integrators (SIs), Independent Software Vendors (ISVs), Managed Service Providers (MSPs), and cloud consulting partners.

• Established and active professional network of high-tier cloud partners in Indonesia is mandatory, with proven ability to recruit, onboard, enable, and develop strategic partners to drive cloud revenue growth.

• Experience managing partner performance, joint business planning, commercial partnerships, and go-to-market initiatives.

• Demonstrated experience engaging senior decision-makers and C-level executives within the cloud partner ecosystem.

Professional Experience – Business Development Manager (Cloud)

• Minimum 8 years of professional experience in B2B Business Development, Enterprise Sales, or Strategic Account Management within the Cloud Computing or ICT industry.

• Proven track record selling cloud computing solutions, including public cloud, private cloud, hybrid cloud, SaaS, PaaS, or IaaS, with strong understanding of enterprise cloud adoption, digital transformation requirements, and commercial solution positioning.

• Proven ability to independently manage customer acquisition, sales pipelines, commercial negotiations, and revenue targets, including experience developing and executing customer business plans, cloud go-to-market strategies, and enterprise solution proposals.

• Strong experience identifying, developing, and closing enterprise cloud opportunities across relevant industries.

• Established professional network among enterprise customers, senior IT decision-makers, technology leaders, or C-level executives in Indonesia.

Cloud Technology & Industry Expertise

• Working knowledge of major cloud platforms such as AWS, Microsoft Azure, Google Cloud, or other enterprise cloud ecosystems.

• Experience engaging customers or partners across industries such as Financial Services, Government, Manufacturing, Logistics, E-Commerce, Fintech, Media, Gaming, or Digital-Native Businesses.

• Ability to translate cloud technology capabilities into commercially relevant business solutions.

Business Development & Commercial Competencies

• Strong commercial acumen and proven ability to identify and develop high-value business opportunities.

• Excellent negotiation, strategic relationship management, and stakeholder engagement capabilities.

• Experience preparing business plans, commercial proposals, sales forecasts, and management presentations.

• Results-oriented with strong ownership of commercial targets and business development performance.

Professional & Personal Competencies

• Strong hunter mindset with a proactive approach to business development and relationship building.

• Excellent communication, presentation, negotiation, and influencing skills.

• Strong strategic thinking, analytical capabilities, and problem-solving skills.

• Self-motivated, commercially driven, and comfortable working independently.

• Adaptable and comfortable operating in a fast-paced, multicultural, and performance-driven business environment.

Language

• Professional fluency in English, both spoken and written, is mandatory for business communication, commercial negotiations, presentations, and stakeholder coordination.
  

Basic Information:

• Working Location: South Jakarta, Indonesia

• Industry: Information & Communications Technology (ICT)

• Business Focus: Cloud Computing, Enterprise ICT Solutions & Digital Transformation

• Available Positions: Business Development Manager – Cloud & Partner Business Development Manager – Cloud

• Department: Cloud Business Unit

• Level: Manager (Individual Contributor)

• Working Arrangement: Work From Office (WFO)

• Working Hours: Monday–Friday, 08:00–17:00