Cloud Business Development Manager

Client Overview

Our client is a leading global ICT technology company with a strong portfolio across cloud computing, AI, networking, data center, storage, and digital infrastructure.

The company operates across multiple international markets and works with enterprises, government institutions, technology companies, system integrators, and other ecosystem partners to accelerate digital transformation.

Its Cloud Business Unit (CBU) is expanding its cloud ecosystem and business development capabilities to increase market penetration, develop strategic partnerships, and create new cloud opportunities across Indonesia.

Job Role

The Cloud Business Development Manager will drive business growth for the company's cloud portfolio by developing new customers, strategic partners, and industry opportunities.

The role combines business development, partner development, cloud solution positioning, and go-to-market execution. The manager will identify market opportunities, understand customer requirements, develop business plans, build partnerships with System Integrators (SIs), Independent Software Vendors (ISVs), and Managed Service Providers (MSPs), and coordinate internal teams to convert opportunities into business.

The ideal candidate should already have a strong network within Indonesia's cloud and ICT ecosystem, particularly with senior decision-makers at major cloud partners.

Key Responsibilities

Cloud Business Development

• Identify and develop new cloud business opportunities across Indonesia.

• Develop customer and industry strategies to achieve cloud growth and sales targets.

• Identify opportunities across sectors such as: Government; Finance & Banking; Manufacturing; Logistics; E-commerce; Fintech; Media; Gaming; and Other enterprise and digital-native businesses

• Understand customer business challenges and identify opportunities where cloud technology can create business value.

• Build and maintain a strong pipeline of cloud opportunities.

Partner Ecosystem Development

• Identify, recruit, develop, and manage strategic cloud partners.

• Build relationships with System Integrators (SIs), Independent Software Vendors (ISVs), Managed Service Providers (MSPs), consulting firms, and technology partners.

• Develop joint business plans and go-to-market strategies with key partners.

• Identify high-potential partners and continuously improve the partner ecosystem.

• Manage partner activities from onboarding and enablement through performance evaluation and business growth.

• Build strong relationships with C-level executives and senior decision-makers within the partner ecosystem.

Cloud Solution & Business Development

• Position cloud solutions based on customer requirements and business objectives.

• Work with technical and sales teams to develop suitable cloud solutions and commercial proposals.

• Understand and communicate the value of public, private, hybrid cloud, IaaS, PaaS, and SaaS solutions.

• Analyze competitors, market trends, pricing, and customer requirements to strengthen business proposals.

• Identify opportunities to combine cloud with other ICT technologies and industry solutions.

Go-to-Market & Joint Business Development

• Develop and execute joint GTM programs with strategic partners.

• Support partners in developing solutions and taking them to market.

• Organize joint customer engagements, workshops, seminars, and business campaigns.

• Support partner training, enablement, and certification programs.

• Drive co-selling and co-marketing activities to generate new opportunities.

Customer & Partner Engagement

• Manage relationships with customers and partners from opportunity identification through business closure.

• Understand customer organizations, decision-making structures, business priorities, and purchasing processes.

• Build long-term relationships with key stakeholders.

• Coordinate internal resources including sales, presales, solution architects, marketing, commercial, and delivery teams.

• Ensure effective communication between the company, partners, and customers throughout the business development cycle.

Business Planning & Reporting

• Prepare business plans, sales forecasts, pipeline reports, and partner performance reviews.

• Track business development activities and progress against targets.

• Monitor market and competitor developments.

• Provide management with insights and recommendations for improving cloud market penetration.

• Gather customer and partner feedback to support continuous improvement of cloud products and business strategies.

Candidate Requirements

Education

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

Experience

• Minimum 8 years of experience in Business Development, Sales, Partner Development, or similar roles within the cloud or ICT industry.

• Strong track record in cloud, SaaS, PaaS, IaaS, public cloud, private cloud, or hybrid cloud solutions.

• Proven experience developing business opportunities and partnerships within the Indonesian ICT market.

• Experience working with enterprise customers and technology ecosystem partners.

Mandatory Cloud Partner Network

• Must have an established and active network of high-tier cloud partners in Indonesia.

• Strong existing relationships with System Integrators (SIs), ISVs, MSPs, consulting firms, or other major technology partners.

• Proven ability to engage C-level executives and senior decision-makers within the partner ecosystem.

• Demonstrated ability to use partner relationships to generate new business opportunities and accelerate market growth.

Cloud & Technology Knowledge

• Strong understanding of cloud computing and the broader ICT ecosystem.

• Working knowledge of major cloud platforms such as AWS, Microsoft Azure, and Google Cloud.

• Good understanding of IaaS, PaaS, SaaS, public/private/hybrid cloud, and enterprise cloud adoption.

• Understanding of cloud channel models, partner ecosystems, and go-to-market strategies.

• Knowledge of leading enterprise cloud platforms and their competitive positioning is highly advantageous.

Business & Commercial Skills

• Strong business development and strategic planning capabilities.

• Ability to understand customer business challenges and translate them into commercial opportunities.

• Strong negotiation, presentation, communication, and project management skills.

• Strong understanding of customer decision-making and enterprise purchasing processes.

• Proven ability to develop and execute business plans and GTM strategies.

Personal Qualities

• Strong sales and growth mindset.

• Highly motivated, target-oriented, and commercially driven.

• Strong relationship builder with excellent networking capabilities.

• Confident communicating with C-level executives and senior stakeholders.

• Fast learner and adaptable to changing technology and market conditions.

• Strong team player with excellent coordination skills.

• Customer-focused, responsive, and highly accountable.

Language

• Professional fluency in English, both written and spoken, is mandatory.

Location: Jakarta Selatan
Department: Cloud Business Unit (CBU)
Level: Manager – Individual Contributor
Reporting Line: Business Development Director
Working Arrangement: Work From Office (WFO)
Working Hours: Monday–Friday, 08:00–17:00
Benefits: Basic Salary, BPJS Kesehatan, BPJS Ketenagakerjaan, THR, Medical Insurance, Transportation Allowance, Parking Allowance, Annual Bonus