About the Role

BINAR is looking for a commercially driven Sr Account Manager to support and accelerate our business growth through B2B and B2G opportunities. In this role, you will be responsible for identifying and developing new business opportunities, building strong relationships with corporate and institutional clients, managing strategic accounts, and driving commercial opportunities from prospecting to closing.

You will work with a range of organizational stakeholders and decision-makers, including business leaders, HR, procurement, technology teams, and government stakeholders. This role requires a strong understanding of B2B/B2G sales dynamics, consultative selling, stakeholder management, negotiation, and the ability to navigate complex sales cycles.

Key Responsibilities

1. Business Development

• Identify and develop new business opportunities within B2B and B2G segments.
• Conduct prospecting through multiple channels, including outbound activities, networking, referrals, partnerships, and other relevant channels.
• Build relationships with decision-makers and key stakeholders within corporate, enterprise, and government organizations.
• Understand client needs, business challenges, and organizational priorities to identify relevant opportunities.
• Manage sales opportunities from initial prospecting through proposal, negotiation, and closing.
• Maintain a healthy and qualified sales pipeline.

2. Account Management

• Build and maintain strong relationships with existing corporate and institutional clients.
• Manage strategic accounts and ensure ongoing engagement with key stakeholders.
• Identify opportunities for account expansion, upselling, cross-selling, and repeat business.
• Develop account plans to maximize business opportunities within existing clients.
• Act as a trusted commercial partner for clients and maintain long-term relationships.

3. Consultative Selling & Solution Development

• Conduct discovery sessions to understand client needs and business challenges.
• Collaborate with relevant internal teams to develop solutions aligned with client requirements.
• Prepare and deliver business proposals and presentations.
• Communicate BINAR's value proposition effectively to different stakeholder levels.
• Lead commercial discussions and negotiations with clients.
• Ensure proposed solutions are commercially viable and aligned with BINAR's capabilities.

4. Commercial Performance

• Achieve individual business development, sales, and revenue targets.
• Monitor pipeline, conversion, and sales performance.
• Develop strategies to improve opportunity conversion and revenue generation.
• Maintain accurate sales forecasts and pipeline updates.
• Contribute to overall commercial strategy and business growth initiatives.

5. Cross-functional Collaboration

• Work closely with internal teams to ensure smooth transition from sales to delivery.
• Collaborate with Product, Learning, Operations, Finance, Legal, and other relevant functions when required.
• Provide market and client insights to support the development of BINAR's products and commercial offerings.
• Ensure alignment between client expectations, commercial commitments, and internal capabilities.

Requirements

• 5–8 years of experience in B2B Business Development, B2B Sales, Account Management, Strategic Account Management, or related commercial roles.
• Proven experience acquiring, developing, and managing B2B and/or B2G clients.
• Experience working with corporate, enterprise, institutional, or government clients.
• Proven track record in achieving sales or revenue targets.
• Strong consultative selling and negotiation skills.
• Strong stakeholder management and relationship-building capabilities.
• Experience managing complex sales cycles involving multiple decision-makers.
• Strong commercial acumen and business understanding.
• Excellent communication and presentation skills.
• Fluent in Bahasa Indonesia and English.
• Comfortable working in a target-driven and fast-paced environment.

Preferred Qualifications

• Experience working with enterprise, multinational, government, or BUMN clients.
• Existing professional network within corporate or government organizations.
• Experience in technology, digital transformation, learning & development, HR services, consulting, professional services, or related industries.
• Experience managing strategic accounts and driving account expansion.
• Experience handling procurement and tender processes.
• Experience in B2G sales or government procurement.
• Strong understanding of consultative and solution-based selling.

Additional Information

📍 Hybrid Working Arrangement (South Jakarta)
💰 Salary Range: IDR 10–14 Million/Month
🎯 Competitive Incentive Scheme Based on Performance

Why Join BINAR?

• Be part of a mission-driven organization focused on talent, learning, and digital transformation.
• Work with diverse clients across industries to solve meaningful workforce and business challenges.
• Collaborate with passionate teams in a dynamic and growth-oriented environment.
• Gain opportunities to grow your commercial expertise while creating measurable impact for organizations.