TELNA

Senior Business Development Manager
Location: APAC
Reporting to VP: Global Sales
Languages Required: English, Chinese Mandarin and Japanese
Experience: 7+ years in enterprise/solution selling
Travel: 25- 40% (APAC and occasional international)

About Telna
Telna is a global connectivity leader enabling seamless mobile and IoT experiences across 800+ mobile networks worldwide. Through our eSIM roaming platform, APIs, and SaaS solutions, we empower MNOs, MVNOs, SuperApps, travel brands, and enterprises to deliver always-on, borderless connectivity to their customers and devices.

Role Overview
We are seeking an entrepreneurial, hunter-minded Senior Business Development Manager to drive new logo acquisition and strategic partnerships across APAC. This is a quota-carrying, solution-selling role focused on closing complex deals with MVNOs, SuperApps, Online Travel Agencies/Aggregators (OTAs), Airlines, Hotel Groups, and IoT-driven verticals. You will sell the full Telna stack which includes global network connectivity, SaaS platforms, and APIs, powering consumer eSIM roaming and global IoT use cases.
The ideal candidate thrives in a fast-moving, consultative sales environment, speaks the language of both carriers and digital-first brands across Greater China, Japan, Southeast Asia, and ANZ, and can translate technical capabilities into measurable business outcomes for customers. You will work hand-in-hand with Sales, Marketing Product and Technical Teams to shape campaigns, account-based outreach, vertical messaging, and event strategy that fuel and accelerate your pipeline.

Key Responsibilities
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Own the full sales cycle: prospecting, qualification, discovery, solution design, commercial negotiation, and close.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Build and execute a territory plan across APAC, targeting MVNOs, SuperApps, OTAs/travel aggregators, airlines, hotel groups, and IoT-centric verticals (mobility, logistics, fleet, consumer devices, fintech).
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Develop executive-level relationships with CxOs, Heads of Product, Digital, Connectivity, and Ancillary Revenue teams.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Sell consultatively by positioning Telna's network, SaaS platforms, and APIs as strategic enablers of consumer eSIM roaming and global IoT deployments.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Partner closely with SDRs to co-create demand generation campaigns, account-based marketing (ABM) plays, vertical-specific content, sales collateral, case studies, and event strategy across APAC.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Provide structured feedback to Sales, Marketing, Product and Technical Teams on messaging, positioning, competitive intel, and target account insights to continuously sharpen go-to-market execution in APAC.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Collaborate with Marketing, Solutions Engineering, Product, and Legal to design tailored commercial and technical proposals, including localized materials for APAC countries and languages.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Forecast accurately, manage pipeline rigor in CRM, and consistently exceed quarterly and annual revenue targets.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Represent Telna at industry events across APAC
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Provide market and competitive intelligence to Sales, Product and Marketing to shape Telna's APAC go-to-market strategy.

What You Bring
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 7+ years of B2B solution-selling experience with a proven track record of exceeding quota in telecom, connectivity, SaaS, or API-led businesses.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Demonstrated success selling into at least two of the following within APAC: MVNOs, SuperApps, OTAs/travel aggregators, airlines, hotel groups, or large IoT buyers.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Deep understanding of how to sell networks, SaaS platforms, and APIs - including commercial models such as revenue share, usage-based pricing, and platform licensing.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Working knowledge of mobile connectivity concepts: eSIM, roaming, IMSI, MNO/MVNO economics, and/or IoT connectivity stacks.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Strong command of consultative and challenger selling methodologies.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Bilingual fluency in English AND Mandarin Chinese and Japanese - &nbsp;able to negotiate, present, and write commercial proposals in English plus Mandarin and Japanese.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Familiarity with APAC business culture, buying cycles, and localization nuances
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Ability to travel across APAC and occasionally internationally (25–40%).
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Self-starter who thrives in an entrepreneurial, distributed, high-growth environment.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Experience launching or scaling a new region/territory from the ground up.
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Nice to Have
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Existing relationships with APAC MVNOs, SuperApps, Fintech, travel/hospitality ecosystems, or IoT platform buyers.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Additional APAC language skills such as Korean, Bahasa Indonesia/Malay, Thai, Vietnamese, or Cantonese (beneficial for regional expansion opportunities).
What We Offer
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Competitive base salary with uncapped commissions.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Culture with diverse and global teammates.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Direct access to leadership and the ability to shape Telna's APAC strategy.
•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Opportunity to sell a category-defining eSIM and IoT connectivity platform to some of the world's most innovative brands.