Manager, Consulting Business Development

Summary

The Manager, Consulting Business Development leads business development activities across an assigned sub-region within APAC and is responsible for driving consulting revenue growth, improving opportunity quality, and strengthening regional execution discipline. Reporting to the Senior Director, Business Development, APAC, this role provides leadership to Engagement Managers and supports alignment across Services Engineering, Deal Formation Office, Practice Business Development team, Sales, Customer Success and Offering Management.

This leader combines strategic business development expertise with strong operational discipline and people leadership. The role is responsible for shaping high-value consulting opportunities, building strong regional collaboration models, enhancing forecast quality, and ensuring consistent use of standard processes, tools, and best practices. The Business Development Manager also develops team capability, fosters cross-country collaboration, and ensures the team is positioned to support market needs and customer priorities effectively.

Professional Services implementation and selling experience is required.

Primary Responsibilities

Business Leadership and Strategy

• Develops and implements business development plans for an assigned APAC sub-region, aligned with Global Consulting and regional business objectives.
• Drives consulting attach growth, opportunity quality, and profitable business expansion across the assigned countries and markets.
• Translates broader business strategy into actionable regional priorities, sales plays, and business development approaches.
• Identifies market opportunities, customer needs, and emerging trends to refine regional focus and improve business outcomes.
• Partners closely with the Senior Director, Business Development, APAC, to support execution of strategic priorities and regional transformation efforts.

Opportunity Leadership and Sales Partnership

• Oversees and supports the qualification, shaping, and progression of consulting opportunities across the assigned sub-region.
• Guides Engagement Managers in leading complex early-stage pursuits, including discovery, opportunity strategy, deal shaping, and stakeholder alignment.
• Works closely with Sales Leaders, Account Executives, Consulting leadership, Practice Business Development and customers to influence pursuit strategy and strengthen consulting positioning.
• Promotes high-quality opportunity planning, disciplined qualification, and effective deal governance.
• Helps identify cross-territory and cross-functional software attach opportunities to maximize consulting impact and revenue contribution.

People Leadership and Team Development

• Provides direct leadership to Engagement Managers within the assigned sub-region, ensuring clarity of roles, priorities, accountabilities, and development goals.
• Builds a high-performing team culture focused on collaboration, customer impact, execution excellence, and continuous improvement.
• Coaches and develops team members in consultative selling, strategic opportunity shaping, stakeholder engagement, and regional business knowledge.
• Supports talent planning, hiring, onboarding, capability development, and performance management in alignment with business needs.
• Encourages knowledge sharing, consistency of practice, and professional growth across countries and teams.

• Supports the development and strengthening of partner engagement models and delivery ecosystem collaboration where relevant.

Operational Excellence and Governance

• Establishes and reinforces standard business development processes, tools, and ways of working across the assigned sub-region.
• Ensures disciplined use of corporate systems, forecasting practices, and opportunity governance frameworks.
• Monitors pipeline health, forecast quality, revenue quality, and key business development performance indicators.
• Drives consistency in regional reporting, leadership reviews, and business insight generation.
• Partners with Deal Formation and other support functions to improve process effectiveness and scalability.

Knowledge, Skills, and Abilities

• Strong leadership and people management skills, with the ability to lead teams across countries and cultures.
• Demonstrated experience in consulting business development, engagement management, or related leadership roles.
• Strong consultative selling and opportunity-shaping capabilities.
• Ability to operate strategically while maintaining execution discipline and attention to operational detail.
• Strong collaboration skills with the ability to influence across multiple functions and levels of the organization.
• Sound business judgment and problem-solving skills in complex, ambiguous, and fast-moving customer environments.
• Experience with forecasting discipline, pipeline management, and business performance metrics.
• Strong communication and presentation skills, including executive-level communication.
• Good understanding of consulting delivery models, implementation cycles, and customer success drivers.
• Ability to standardize processes, reinforce adoption of corporate systems, and improve regional consistency.
• Awareness of market trends, consulting industry practices, and customer business needs relevant to the APAC region.
• Ability to coach and develop others while driving accountability and performance.

Preferred Technical and Business Capabilities

• Strong understanding of solution-oriented selling and the broader business value of technology and consulting services.

Experience and Education

• Bachelor’s degree, preferably in business, a quantitative field, or a related discipline.
• Typically 8–12+ years of experience in consulting sales, business development, engagement management, consulting leadership, or a related consulting business role.
• Demonstrated experience leading teams, projects, or business activities across multiple countries or markets.
• Professional Services implementation and selling experience required.
• Equivalent combination of education, training, and experience may be considered in place of the above qualifications.
• Fluent in English.

Suggested reporting line statement

This role reports to the Senior Director, Business Development, APAC, and has direct people management responsibility for Engagement Managers supporting an assigned sub-region within APAC.

Additional Information:

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