About the role
Develops and empowers teams to lead end-to-end artificial intelligence (AI) and cloud-driven transformation initiatives for customers. Works with area or organization leaders to ensure an accurate forecast through pipeline management and a deal-based forecast in each of the core solution areas. Customer Engagement and Partnership Acts as a prominent customer and partner advocate within the subsidiary/area, providing feedback to solution area leaders to shape strategy and drive continuous improvement to capture market opportunities and establish trust. Champions the prioritization of customer success and advocates for customized strategies that deliver on their specific needs and objectives. Promotes early involvement of strategic partners in the sales cycle to accelerate customer adoption and value realization at scale. Contributes to multiple rhythms of business (RoB) within the enterprise and incorporates both external (e.g., customer) and internal (e.g., sellers, internal teams) perspectives. Provides insights and feedback to internal teams to enhance go-to-market (GTM) strategies. Coaches and mentors teams on simplifying and aligning sales plays to meet market and customer needs. Serves as a trusted advisor for customers and partners, leveraging insights to drive success in the marketplace. Ensures access to customer support resources through Unified Support, accelerating business value realization and transformation. People Management Managers deliver success through empowerment and accountability by modeling, coaching, and caring. 12+ years of experience in technology solution sales, cloud sales, specialist sales, or technical sales leadership. Proven track record of driving business growth across cloud platforms, AI solutions, cybersecurity, data platforms, or enterprise technology solution businesses in Malaysia. Experience serving Enterprise Commercial customers, Public Sector customers, or both is highly valued. Demonstrated success leading specialist sales, solution sales, or technical sales organizations responsible for complex solution selling and business transformation initiatives. Strong understanding of cloud technologies, AI platforms, data analytics, cybersecurity, and digital transformation trends, with the ability to connect technology investments to business outcomes. Proven ability to engage and influence senior customer executives and technical decision-makers, including CIOs, CTOs, CDOs, CISOs, and other business leaders. Demonstrated success leading large, complex sales opportunities involving multiple technical, partner, services, and business stakeholders. Experience partnering with Enterprise Sales organizations to develop and execute solution-led growth strategies across strategic customer accounts. Demonstrated ability to effectively orchestrate resources and influence stakeholders across a highly matrixed organization to achieve strategic business objectives and accelerate customer outcomes. Strong business leadership skills with experience driving revenue growth, market strategy, organizational performance, and execution excellence. Proven growth mindset with strong learning agility, adaptability, and resilience. Ability to innovate under constraints, embrace ambiguity, challenge conventional thinking, and lead teams through periods of business and technology transformation. Strong people leader and culture role model with a track record of building diverse, inclusive, and high-performing teams while developing future leaders and fostering a culture of accountability, collaboration, and continuous learning. Excellent communication, executive presence, coaching, negotiation, stakeholder management, and executive influencing skills. Experience in Azure, AWS, Google Cloud, or other major cloud ecosystems. Experience selling AI, Data & Analytics, Security, Infrastructure, SaaS, or Platform solutions. Experience leading regional or country-level specialist sales organizations. Experience driving large-scale cloud migration, AI transformation, or security modernization programs.
