ODC Business Development Manager

SmartDev is an AI-powered software development company headquartered in Vietnam, part of the Verysell Group. We help global businesses deliver faster and build smarter — combining AI-driven development practices with deep expertise across fintech, healthcare, retail, and enterprise technology . Our team of engineers, architects, and AI specialists works across the full stack: from custom software and cloud solutions to generative AI, MLOps, and intelligent automation. At SmartDev, we believe that great architecture and AI-first thinking are a competitive advantage — and we build our teams accordingly. The company is at a pivotal point in our journey: transitioning from a pure IT outsourcing provider to an AI-enabled solutions partner . We have over 200 talented employees working both on-site and remote/hybrid at locations: Danang: 81 Quang Trung, Hai Chau 1 ward, Hai Chau District, Danang Hanoi: Zodiac building, 19 Duy Tan Street, Dich Vong Hau ward, Cau Giay District, Hanoi We are looking for a results-driven Business Development Manager to own the full sales cycle for our AI-native ODC and dedicated-team services across APAC mature markets (Singapore, Australia) and growth markets (Japan, Southeast Asia) . You will position SmartDev not as a traditional body shop, but as an AI-native delivery partner that ships engineering outcomes — small senior teams amplified by AI delivery systems. This is an individual-contributor hunter role. You will be SmartDev’s commercial face in APAC - building pipeline, running consultative discovery, structuring engagements, and closing deals. You will sell two complementary engagement models: project/outcome-based engineering and AI-native engineering extensions (dedicated teams). Strategic Business Development (60%) Own the full sales cycle from lead generation through discovery, proposal, negotiation, and close for AI-native ODC engagements. Identify and target high-potential enterprise accounts across APAC, focusing on FinTech (Singapore), HealthTech (Australia), and established technology firms in growth markets. Build and maintain a 12-month qualified pipeline of ODC opportunities with a clear path to revenue. Lead consultative discovery sessions: map client engineering pains (capacity gaps, tech debt, time-to-market pressure, key-person risk) to SmartDev delivery models. Structure and negotiate engagement models: AI-native dedicated teams, outcome-based projects, build-operate-transfer (BOT), staff augmentation, and managed application services (AMS). Develop strategic partnerships with cloud providers (AWS, Azure, GCP), system integrators, and channel partners in APAC. Generate new business through outbound prospecting, networking, industry events, and referral channels. Solution Positioning & Technical Acumen (25%) Articulate SmartDev’s AI-native ODC value proposition: why a small senior team + AI delivery system outperforms traditional large-team outsourcing. Position SmartDev’s competitive advantages vs. local hiring (speed), generic offshoring (quality + AI maturity), freelancers (accountability), and big consultancies (cost). Collaborate with Presales and Solution Architects to scope technical feasibility, team composition, and effort estimates. Cross-sell NORA (AI Adoption Accelerator) as a complementary offering for ODC clients seeking workflow automation. Educate prospects on SmartDev’s AI-powered delivery metrics: DORA KPIs, AI-assisted commit rates, and AI adoption scorecards. Sales Operations & Reporting (15%) Maintain accurate pipeline reporting in HubSpot — deal stages, forecasts, activity logs, and conversion rates. Lead proposal and RFP response development, ensuring accuracy, commercial viability, and quality. Represent SmartDev at APAC industry events, conferences, and meetups to build brand awareness and generate leads. Provide market intelligence and client feedback to inform service offerings, commercial models, and go-to-market strategy. KEY PERFORMANCE INDICATORS Pipeline value generated (quarterly) New logos closed per quarter Revenue from new and existing accounts Average deal cycle time Pilot-to-production conversion rate Client retention and expansion rate Must-Have 5+ years in B2B solution sales or business development, with at least 2 years selling IT outsourcing, ODC, dedicated teams, staff augmentation, or managed engineering services. Proven track record closing five-to-six-figure annual-contract-value deals with enterprise clients in APAC. Experience selling to both technical buyers (CTO, VP Engineering, Head of Product) and business buyers (COO, CEO, GM). Strong understanding of the software development lifecycle, agile delivery, common technology stacks, and cloud platforms. Hunter mentality — comfortable with cold outreach, relationship mapping, and complex multi-stakeholder negotiations. Excellent English communication (written and verbal); additional APAC languages (Japanese, Mandarin, Bahasa) are a strong plus. Nice-to-Have Existing enterprise network in Singapore, Australia, Japan, or Southeast Asian markets. Familiarity with AI/ML concepts and how AI tooling is changing software delivery (e.g., AI-assisted development, code generation, automated testing). Experience with CRM tools (HubSpot preferred) and structured sales methodologies (MEDDIC, Challenger, SPIN). Successful proposal, bid, and tender writing experience. Understanding of data privacy regulations (PDPA, APP, GDPR) relevant to offshore engagements. The Person Straight-talking, down-to-earth, and tenacious, with a genuine focus on delivery and building great relationships. A first-class communicator who sells engineering outcomes, not headcount — using a consultative, value-based approach. Able to talk tech without bamboozling people with jargon — always focused on solving client engineering pains. A natural problem solver who assumes full accountability for their business targets. Understands the value of transparency — ensures stakeholders have full visibility of pipeline and performance, with contingency plans for risks. Able to work autonomously and as part of a collaborative, cross-functional team spanning Vietnam, Singapore, and Europe. BENEFITS International working environment with AI-driven strategic direction. 20 days of annual leave – Hybrid working mode. Premium healthcare package with PVI and comprehensive annual health check-ups Competitive salary & 13th salary bonus Lunch allowance to fuel your productivity. Engaging company culture with fun activities Global collaboration – Work with both Vietnamese and international colleagues.