Business Development Representative generating North American mid - market pipeline for Docebo’s AI - powered learning platform. Identifying stakeholders, crafting outreach, and converting prospects into opportunities.
About the role
- Business Development Manager focused on pump and hydro sales in the APAC region. Engaging with OEMs and distributors to drive market growth and strategic partnerships.
Responsibilities
- Own and execute the APAC Pump/Industrial strategy aligned with TOM priorities
- Develop a multi-year growth plan across OEMs, retrofit, distributors, and key end-user verticals
- Translate strategy into regional playbooks, target accounts, and execution priorities
- Prioritize high-repeatability opportunities over one-off projects
- Lead APAC-wide specification selling for priority Pump applications
- Embed solutions into OEM designs, standards, and preferred supplier lists
- Build strategic relationships with OEMs, EPCs, and key Industrial end-users
- Develop replicable reference applications and value propositions
- Drive product standardization to enable scale, stocking, and repeat revenue
- Define and execute the Pump/Industrial partner strategy
- Identify, onboard, and develop distributors and solution partners
- Deliver enablement programs (training, tools, application guides, stock models)
- Set performance expectations and governance for partners
- Provide functional Pump leadership across APAC within a matrix model
- Support Regional Managers in opportunity qualification, solution positioning, and deal conversion
- Participate in key customer engagements and strategic projects
- Act as an escalation point for Pump-related technical-commercial issues
- Maintain strategic oversight of Hydro/Clean Power opportunities in your region
- Coordinate centralized engineering support to minimize regional burden
- Develop a small portfolio of lighthouse Hydro reference projects
- Define technical and commercial capability requirements across APAC
- Support development of tools, training, and best-practice playbooks
- Provide input into service, stock, and machining strategies
- Align with central Application Engineering on priorities
- Own pipeline visibility and contribute to forecasting accuracy
- Ensure disciplined qualification, deal structuring, and margin management
- Track performance vs KPIs and adapt strategy based on market dynamics
Requirements
- 8–12+ years of technical sales experience in the Pump, Industrial, or rotating equipment markets
- Proven track record in specification selling, OEM engagement, and distributor-led growth
- Experience building scalable industrial revenue models
- Background in multi-country, matrix organizations
- Strong written and verbal communication skills in English
- Be able to make dynamic presentations in English in a business setting
- Must be able to travel internationally as required to accomplish duties. Approx. 50%, including frequent overnight and extended hours
- Ability to read blueprints/ technical drawings
Benefits
- Accommodations for job applicants with disabilities throughout the recruitment process
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