Business Development Manager

This position is anchored on Business Development and Sales Enablement, responsible for driving partner-led business growth and achieving measurable sales targets across Hong Kong and Macao.

The role focuses on strategic partners such as system integrators (SIs), managed security service providers (MSSPs), and enterprise resellers serving the financial services (FSI) and multinational enterprise (MNC) segments.

You will work closely with channel partners to develop go-to-market plans, joint business initiatives, and solution proposals that expand market share, accelerate deal closure, and achieve quarterly and annual sales goals.

Job Responsibilities

Channel Strategy & Partner Collaboration

• Develop and execute a channel expansion plan for Hong Kong and Macao — including partner recruitment, onboarding, enablement, and incentive programs.
• Build and maintain strong relationships with SIs, MSSPs, and enterprise resellers to maximize revenue growth and coverage.
• Drive partner sales performance by setting joint goals, tracking pipeline progress, and supporting deal closure to meet or exceed assigned sales targets.
• Organize partner enablement sessions, product briefings, and co-marketing campaigns to enhance sales readiness and market momentum.
• Collaborate with partners on strategic account plans targeting financial institutions and large enterprises, offering sales and technical support throughout the sales cycle.

 Market Development through Partners

• Support partners in engaging key accounts within the FSI and MNC segments through consultative solution selling and joint presentations.

• Co-plan and deliver product presentations, technical solution demonstrations, and tailored proposals to drive business conversion.

• Align with partners on compliance and security frameworks (e.g. HKMA, MAS, ISO 27001, GDPR) to develop market-specific offerings.
• Work with vendors and regional teams to ensure consistent value messaging, pricing, and competitive positioning across all channel activities.
• Coordinate with internal teams (marketing, product, and technical) to support successful execution from pipeline creation to project delivery.
• Gather market feedback and translate insights into actionable sales and channel strategies for continuous growth.

 Sales Execution & Target Achievement

• Take ownership of quarterly and annual sales targets for the Hong Kong and Macao markets, ensuring consistent pipeline health and forecast accuracy.
• Monitor sales performance by partner and product line, analyze gap-to-target metrics, and develop corrective actions where needed.
• Work with partners to accelerate deal closure and increase win rates through strategic planning and effective sales execution.
• Report regularly on sales results and market progress to regional leadership.

 Market Insights & Brand Promotion

• Conduct market research and competitive analysis on industry trends and channel ecosystem development in Hong Kong and Macao.
• Collaborate with marketing to plan localized branding initiatives, executive roundtables, and customer seminars that support sales objectives.
• Provide regular market intelligence and recommendations for regional portfolio and pricing optimization.

Job Requirements

• 3–5 years of experience in IT or cybersecurity industry sales, channel management, or business development.

• Proven track record of meeting or exceeding sales targets and KPIs.
• Strong knowledge of the Hong Kong and Macao markets and their procurement landscapes.

• Demonstrated experience in joint sales execution with channel partners and system integrators.

• Excellent communication, presentation, and negotiation skills in English and Chinese.
• Self-motivated, sales-driven, and results-oriented with a strategic mindset and the ability to work independently in a regional structure
• Background in cybersecurity distribution or vendor channel organizations, preferred
• Established relationships with Hong Kong / Macao customers and partners, preferred
• Familiarity with tender management and enterprise procurement processes, preferred