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.