Company Description
Siberwander is Indonesia's trusted Cybersecurity solutions distributor, specializing in European-grade security technologies and comprehensive managed services. We deliver end-to-end cybersecurity solutions that protect Indonesian Organizations from cloud to endpoint across their entire digital infrastructure
Role Description
This is a full-time, on-site role located in Jakarta. The Business Development Manager is a hunter-focused revenue generator responsible for acquiring new enterprise customers and driving aggressive sales growth for SiberWander's cybersecurity certification programs. This role demands a self-motivated closer who thrives on building pipeline from scratch, navigating complex B2B sales cycles, and consistently exceeding revenue targets.
Qualifications
Experience:
- Minimum 3-5 years proven B2B sales experience in IT, technology, cybersecurity, or professional services
- Demonstrated track record of consistently exceeding annual quota (120%+ attainment)
- Evidence of closing deals valued at IDR 50M+ independently
- Experience with complex enterprise sales cycles (3-6 months)
- Proven ability to build pipeline from zero in new territories or markets
Sales Expertise:
- Full-cycle sales proficiency: prospecting, qualification, needs analysis, presentation, negotiation, closing
- Cold calling mastery: Comfortable making 50+ cold calls per day
- Consultative selling: Ability to uncover pain points and position solutions
- Negotiation skills: Experience handling procurement, legal, and C-level stakeholders
- Proposal development: Strong commercial writing and pricing strategy skills
- CRM proficiency: HubSpot, Salesforce, Pipedrive, or similar platforms
Industry Knowledge:
- Understanding of B2B technology or SaaS sales models
- Familiarity with enterprise IT buying processes in Indonesia
- Knowledge of cybersecurity, IT training, or certification markets (preferred)
- Experience selling to IT Directors, CISOs, CIOs, HR/L&D leaders, or C-suite
- Understanding of Indonesian procurement processes (RFP, tender, e-katalog)
Education:
- Bachelor's degree in Business, Marketing, IT, or related field
- Sales certifications (SPIN Selling, Challenger Sale, Sandler) are a plus
Language:
- Fluent in Bahasa Indonesia (native or professional proficiency)
- English proficiency (business level for vendor coordination and documentation)
Personal Attributes & Competencies
Hunter Mindset:
- Money-motivated: Driven by commission potential and financial success
- Competitive nature: Wants to be #1 on the sales leaderboard
- High energy: Thrives in fast-paced, high-pressure environments
- Resilient: Handles rejection well, bounces back quickly from losses
- Hungry: Constantly seeking the next opportunity, never satisfied with status quo
Professional Skills:
- Self-starter: Takes initiative without waiting for direction
- Results-oriented: Focused on outcomes, not activities
- Organized: Excellent time management and pipeline management
- Analytical: Data-driven decision making, tracks metrics religiously
- Adaptable: Adjusts strategy based on market feedback and results
Interpersonal Skills:
- Executive presence: Confident presenting to C-level stakeholders
- Relationship builder: Creates trust quickly but always asks for the business
- Influencer: Persuasive communicator in written and verbal formats
- Collaborator: Works effectively with cross-functional teams
- Coachable: Open to feedback and continuous improvement
Preferred Qualifications (Nice-to-Have)
Network & Relationships:
- Existing relationships within Indonesian enterprise IT/security community
- Active participation in cybersecurity or IT industry associations
- Strong LinkedIn presence with 1,000+ relevant connections
Technical Background:
- Cybersecurity certifications (CISSP, CEH, Security+, CISM)
- Cloud certifications (AWS, Azure, GCP)
- Technical degree or IT background
- Understanding of CSPM, CIEM, CWP, or cloud security concepts
Specialized Experience:
- Government sales: Experience with e-katalog, LKPP, government procurement
- Channel sales: Experience managing resellers, VARs, or system integrators
- Enterprise accounts: Experience with Fortune 500 or large Indonesian conglomerates
- Compliance knowledge: Familiarity with PDP, ISO 27001, SOC 2, or Indonesian regulations
Additional Skills:
- Sales enablement tool proficiency (Gong, Outreach, SalesLoft)
- Marketing automation knowledge (HubSpot, Marketo)
- Contract negotiation and legal review experience
- Budget and forecast management
