Business Development Manager

About us

PingCo is a SaaS provider that enables large telecommunications companies and its providers to manage and sell Voice to their customers. Established in 2011, PingCo has grown to work internationally with global customers. We are expanding our presence in the Japanese market to support a deep, multi year partnership with one of Japan’s largest telecommunications operators and drive growth with new customers.

Title: Business Development Manager, Japan Market

Type: Full Time

Location: Australia, Remote

Key Responsibilities

• Own the commercial relationship with strategic Japanese carrier partners day to day, including cadence meetings, stakeholder coordination, follow through on commitments and early identification of concerns before they become escalations.
• Build commercial business cases alongside carrier teams, including operational savings, usage based commercial models and revenue expansion opportunities, in a form that product, go to market and finance stakeholders can take through internal approval.
• Navigate complex Japanese enterprise stakeholder environments across product, go to market, operations and finance, building consensus and relationships before formal decisions are made.
• Coordinate joint programs including pilots, workshops, executive sessions and co-developed roadmaps, keeping PingCo and carrier stakeholders aligned on scope, timelines and milestones.
• Drive adoption and value realisation by ensuring carrier teams are supported, trained and successful on the PingCo platform, so usage grows and measurable value is demonstrated.
• Identify and develop expansion opportunities across existing carrier relationships and the wider Japanese telecommunications and enterprise technology market.
• Prepare and deliver commercial materials, proposals and presentations in Japanese and English.
• Represent PingCo credibly with stakeholders ranging from operational teams through to senior executives.
• Work closely with PingCo’s product, engineering and leadership teams in Australia and globally to translate customer needs into commercial and strategic opportunities.
• Support the development of PingCo’s broader Japanese market presence, including identifying new prospects, partnerships and long-term revenue opportunities.

Requirements

• Native or business fluent Japanese and fluent professional English, with the ability to confidently conduct business meetings and prepare professional materials in Japanese.
• 7+ years in enterprise business development, strategic account management, partnerships or a similar commercial role within telecommunications, SaaS, UCaaS or enterprise technology.
• Demonstrated experience managing complex, multi stakeholder relationships with Japanese carriers, large Japanese enterprises or strategic technology customers.
• Strong understanding of Japanese business culture and stakeholder engagement, including the importance of relationship building, consensus and informal alignment before formal decisions.
• Strong commercial capability, including experience developing pricing models, business cases, value propositions and commercial proposals.
• Proven ability to grow strategic accounts and identify new commercial opportunities.
• Strong communication, relationship management and negotiation skills.
• High emotional intelligence and cultural fluency when working across Japanese and international teams.
• Self-sufficient and comfortable operating with significant autonomy while working with a global team across different time zones.

Nice to have

• Experience in the Microsoft ecosystem (Teams, Operator Connect) or with UCaaS providers such as Dialpad, Zoom or Cisco.
• Familiarity with carrier billing and commercial models (per-seat, usage-based, wholesale).
• Customer success or delivery-adjacent experience — this role blends commercial ownership with hands-on adoption work.

Why this role

You will not inherit an account; you will help reshape and grow one of the most strategically important carrier relationships in our business, with direct access to PingCo’s executive team and real influence over strategy, in addition to strategically targeting new business.

Alternatively email your CV to: Oshi A : oamarasinghe@pingco.cloud. Happy to accept LinkedIn profiles instead of resume as well, please introduce yourself in your email.