Senior Business Development Manager, International Development

Background

Deloitte Southeast Asia comprises over 500 partners and 13,000 professionals operating in Brunei, Cambodia, Indonesia, Lao PDR, Malaysia, Myanmar, Philippines, Singapore, Thailand and Vietnam, providing a wide range of consulting, advisory, technology, risk, financial, and audit and assurance services to companies, enterprises, governments and public enterprises, and international organizations operating in the region. Deloitte SEA’s country practices are part of the Deloitte global network, but are locally owned, independently managed, and legally separate.

Deloitte SEA’s International Affairs and Development (IAD) practice provides innovative, data-driven, and market-based, advisory and technology services to help countries, business, communities, and citizens address the most critical development challenges. Our focus areas include Energy and Infrastructure; Sustainability and Climate; Economic Growth and Public Financial Management; Trade, Investment and Finance; Private Sector Development; Digital development and Cybersecurity; Cities and Regional Development; as well as a range of cross-cutting themes.

The Deloitte SEA IAD practice supports all major international development organizations including bilateral agencies (e.g., USAID, Australia DFAT, UK FCDO); multilateral organizations (e.g., World Bank Group, Asian Development Bank, United Nations); and regional cooperation organizations (e.g., ASEAN Secretariat).

Position Summary

The Deloitte SEA IAD Senior Business Development Manager will support intel gathering, business development, client relationship management, IAD brand development, marketing of Deloitte SEA capabilities and services, pursuit capture planning, partnering, and teaming, and recruitment, through to proposal development and oral presentation—across multiple technical sectors. S/he will report to the head of the IAD practice, and will be based in Jakarta, Indonesia or Hanoi, Vietnam.

Primary Responsibilities

• Bring USAID and other IAD organization insights and perspectives to IAD proposal teams to enhance proposal quality and responsiveness.
• Identify and facilitate partnerships with potential teaming partners (subs and primes); support organizations; alliance partners; and product vendors within the IAD client ecosystem.
• Prepare local IAD organization account development, penetration, and client mapping and relationship building plans and strategies.
• Identify and influence key decision-makers at all levels within IAD client organizations.
• Navigate the IAD organization BD and sales cycle, from intel gathering, opportunity shaping, opportunity identification, through solutioning and storyboarding, identifying contract vehicles, coordinating teaming partners, aligning on price to win, to close and warm hand-off to the delivery team.
• Develop a broad understanding of Deloitte SEA’s capabilities to bring the best Deloitte solutions, tools, frameworks, and resources to address IAD client priorities and key issues.
• Build trusted advisor relationships with expat and local IAD officials, teaming partners, local government officials, NGOs, and businesses in target SEA countries.
• Shape IAD client thinking and proposal scopes by bringing creative new ideas and perspectives; showcasing Deloitte SEA projects, thoughtware, solutions and tools; and facilitating demos and other client events.
• Support development of Deloitte SEA IAD promotional materials.
• Participate in IAD opportunities pipeline tracking calls within SEA and with Deloitte global account teams.
• Support/lead local IAD organization client relationship development, branding/ awareness, business development, and capture activities in target sectors and countries.

Qualifications

• BD/proposal experience in Southeast Asia is highly desirable.
• Master’s degree in relevant field or a Bachelor’s degree with highly relevant work experience.
• Deep knowledge of USAID international development strategies, technical methods, frameworks, themes, priorities.
• Minimum of 10 years of experience in business development, capture, and pursuit of large, complex proposals primarily for USAID (experience with other IAD organizations is a plus), particularly in SEA IAD priority technical areas.
• BD and capture experience Proposal technical writing experience in one or more of the Deloitte SEA IAD technical focus areas; experience with sustainability and climate desired.
• Proven ability to win new business and experience leading or contributing to winning proposals for USAID (experience with other IAD organizations is a plus).
• Demonstrated experience in collaborating with large, multi-business, cross-border proposal teams.
• Prior experience working in a large consulting advisory firm is desirable.
• Entrepreneurial; collaborative, team player, patient, good under pressure.