Description
Ingram Micro is a leading technology company for the global information technology ecosystem.
With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts.
Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage set us apart.
Position Summary
We are seeking for a high-calibre a Business Development Manager for Strategic Account with expertise in managing SIs in Singapore. This is a high-impact role requiring a sophisticated navigator of complex organizational hierarchies and a strategic influencer of project decisions. As a trusted advisor, you will align Ingram Micro’s comprehensive technology portfolio with your partners’ strategic initiatives to drive mutual, long-term growth.
Key Responsibilities
Strategic Account Leadership
- Partnership Ownership: Drive the holistic business relationship with SI, serving as the primary executive contact.
- Joint Business Planning: Develop and execute multi-year business plans that align Ingram Micro’s capabilities with partner strategic priorities and project pipelines.
Project & Tender Engagement
- Pipeline Intelligence: Proactively identify, track and qualify tenders and infrastructure projects.
- Solution Architecture: Work backward from tender requirements to orchestrate multi-vendor solutions spanning Hardware, Software, Hybrid Cloud, and Services.
- Pre-Tender Influence: Collaborate with partners during the pre-RFP phase to influence technical specifications and ensure favorable positioning of Ingram Micro’s vendor portfolio.
Revenue Growth & Commercial Excellence
- Performance Targets: Consistently achieve and exceed annual revenue and gross profit targets.
- Portfolio Expansion: Core (Infra, Networking, Data Management), Cloud and Modern Apps (Hybrid Cloud, Containerisation, Observability), Security, AI and RPA.
- Deal Structuring: Lead negotiations for commercial agreements and leverage project-based financing solutions to secure wins.
Executive Relationship Management
- Stakeholder Mapping: Build and sustain C-level and senior management relationships across IT, Procurement, and Business Development units within the SI ecosystem.
- Business Reviews: Lead regular Quarterly Business Reviews (QBRs) to evaluate performance, align on go-to-market strategies, and identify new opportunities.
Ecosystem Orchestration
- Partner Enablement: Leverage Ingram Micro’s Centers of Excellence (COE) to ensure partners are enabled on emerging vendor technologies.
Professional Experience
- Minimum 5-8 years of proven experience within the Singapore SI and Vendor ecosystem.
- Proven success in managing large accounts and consistently meeting targets by selling multi-vendor solutions.
Technical & Industry Knowledge
- Technical Knowledge: A solid understanding of technologies, specifically Data Centers, Hybrid Cloud and Cybersecurity.
- AI & RPA: Familiar with how AI and RPA are used in business to provide value to partners.
- Solution Selling: Skilled at identifying new business opportunities and driving growth within established accounts.
Core Competencies
- Strategic Thinking: Ability to develop long-term account growth strategies while managing short-term tactical execution.
- Communication: Exceptional executive presence with the ability to influence and negotiate middle management to the C-suite level.
- Collaboration: A team player who can navigate internal functions (Finance, Legal, Operations) to deliver partner success.
Education
- Bachelor’s degree in business, Engineering, Information Technology, or a related field.
