About the role
Builds and maintains a broad executive network inclusive of partners. Accelerating Growth Leverages industry and market expertise, proactively leading teams to identify solutions to drive new opportunities and strategies in alignment with customer needs. Pursues industry of choice to create more strategic relevance and value with customers. Coaches teams to consider global perspectives in best practices in local trade, regulatory, and policy environments across geographic areas. Coaches managers and teams to tailor customer engagement for specific industries with relevant customer references and socializes best practices across their organization. Identifies and creates customer references for landmark successes in one or more strategic industries to develop a competitive advantage and to articulate ability to deliver customer value to achieve outcomes. Leverages experiences and expertise with customers across industry to influence the development of programs that help scale and accelerate successful engagements. Leads and coaches teams on the development and implementation of scalable go-to-market for maximizing revenue, consumption, and growth across solution areas. Shares best practices and holds managers and teams accountable for leveraging market-specific insights and highlighting solutions that solve business and technology challenges. Sets the expectations for and enables teams to be self-sufficient in leveraging digital assets and data insights, and exhausting all opportunities to develop relationships with new and existing customers. Drives communicating the importance of security, governance, and responsible use of AI as part of enterprise transformation. Acts as a thought leader in optimally leveraging transformation across solution areas. Consults with customers and internal/external Partners to ensure successful and secure value realization in delivery of solutions to customers. Drives and coaches teams to orchestrate across units and Partners to leverage and accelerate innovative transformation opportunities. Coaches managers to ensure internal partners are educated on industry trends and solutions. Develops and shares strategies for expanding relationships across customers' lines of business that enable innovative solutions, deliver business value, and create market growth. Driving Success with and Through Others Fosters and defines a culture of inclusion, learning, mentorship, coaching, customer-centricity, accountability, collaboration, and achievement of bold goals. Influences and inspires managers and teams across the organization to motivate, engage, and bring teams together. Leads a diverse and inclusive workforce, creates and hires diverse teams, and fosters an inclusive working environment via well-established inclusive behaviors. Develops and rewards high-performing individuals and teams, hires diverse talent, prioritizes development, leads by example, and prepares people for more senior positions in other parts of the organization. Builds and maintains a broad executive network inclusive of partners. Inspires and influences engagements between partners and executives on long-term business planning, development of scalable strategic partnerships, and influencing customer needs and outcomes across one or more industries. Ensures teams across their organization maintain relationships with an ongoing long-term focus that looks past quarterly and annual targets. Models and creates a rhythm of business (RoB) with customers and partners that enables continuous engagement and future strategic planning. Leads business planning and alignment beyond fiscal year boundaries across segments, partners, and teams to drive growth and transformation, define expectations for sale execution, and holds teams accountable for results. Defines where orchestration is needed for success, creates new points of entry for integration and collaboration, sets the tone for an organizational culture of inclusion. Shares best practices and a global perspective across the organization for managing competing priorities, reducing complexity for customers, and mitigating execution challenges, while maintaining a high level of accountability. Drives clarity when leading engagements across the organization by defining mutual and shared priorities across lines of business to drive impactful outcomes. Defines best practices across teams for developing go-to-market strategies based on mutual business needs and scaling across markets and globally. Leading and Transforming the Business Leads the and aligns business within the segment, driving strategic direction across teams to enable revenue growth by proactively addressing business and competitive needs. Drives orchestration amongst internal teams and holds others accountable, incorporating security adherence into accountabilities. Leads and influences across segments, partners, and internal leaders to drive growth and transformation across accounts. Aligns and gains buy-in from leaders and functions across the organization to ensure success of mutual plans and objectives. Influences the adoption of change based on breakthrough discoveries to drive impact (e.g., new operating model, improving collaboration). Drives teams to deliver success for business accountabilities while maintaining secure operations, adhering to compliance and data security standards through opportunity development. Leads teams across an organization to consistently leverage customer/partner insights and market strategies to act on opportunities to drive consumption, new solutions, and annuity business. Leads and coaches team and/or managers to maintain a growth and customer/partner mindset in response to the business environment. Empowers teams to enable Digital & Artificial Intelligence (AI) transformation for our customers and realize value from solutions that drive impactful market share growth. Defines ongoing and long-term customer value realization and satisfaction strategies contributing to net-new revenue and business growth. Holds teams accountable for customer value realization satisfaction, and coaches them on best practices and semi-annual survey results. Ensures teams safeguard sensitive customer information by embedding Secure Future Initiative principles into daily sales execution (e.g., least?privilege access, secure collaboration, disciplined data sharing, and proactive risk reduction to protect customer trust). Ensures internal and external executives are aligned on key areas of improvement to further impact increasing customer value realization and satisfaction. Manages and leverages key executive relationships across customer stakeholders (business and IT) to understand drivers of business value, satisfaction, and sentiments. Understands portfolio of strategic partners (Global Systems Integrator (GSI), Independent Software Vendor (ISV) and drives engagement across teams. Develops strategies and coaches managers to align teams with customer, compete, and market strategies that drive sales, consumption, and Digital & Artificial Intelligence (AI) transformation solutions. Leads, collaborates with, and empowers managers to execute on strategic initiatives, achieve targets and build and manage pipelines that achieve growth and accelerate customer/partner value realization. Leads teams by example, driving high-value engagements and creating trusting relationships with customers and partners. Oversees and directs actions to drive balance in business, financial, and people outcomes. Manages customer planning across accounts to ensure that teams across organizations drive end-to-end orchestration for customer value realization and outcomes. Defines long-term expectations and goals across teams to consistently leverage opportunities and effectively develop, align, and execute on market sales strategies. People Management Managers deliver success through empowerment and accountability by modeling, coaching, and caring. 12+ years of experience in enterprise technology sales, business development, account leadership, or public sector sales leadership. Proven track record of leading and growing large-scale customer businesses within a technology, cloud, software, or digital transformation environment in Malaysia. Experience serving Enterprise Commercial customers, Public Sector customers, or both is highly valued. Demonstrated success managing and developing high-performing sales teams with accountability for revenue, pipeline, business outcomes, and talent development. Experience engaging and influencing C-level executives, including CIOs, CTOs, CEOs, government leaders, and other senior business decision-makers. Strong strategic account management experience across complex enterprise organizations and/or public sector institutions. Ability to drive business growth through executive relationship building, consultative selling, and long-term customer strategy development. Experience leading large, complex sales motions involving multiple stakeholders across sales, technical, services, partner, and customer organizations. Demonstrated ability to effectively orchestrate resources and influence stakeholders across a highly matrixed organization to achieve strategic business objectives. Strong business acumen with demonstrated ability to manage forecasting, pipeline health, operational rigor, and business performance. Proven growth mindset with strong learning agility, adaptability, and resilience. Ability to innovate under constraints, embrace ambiguity, and lead teams through business and technology transformation. Strong people leader and culture role model with a track record of fostering an inclusive, high-performance culture, developing talent, and leading teams with integrity, accountability, and empathy. Excellent communication, leadership, negotiation, stakeholder management, and executive influencing skills. Experience within cloud, SaaS, enterprise software, consulting, or digital transformation industries. Experience managing country-level or regional sales businesses. Knowledge of cloud transformation, AI adoption, and enterprise modernization trends. Experience selling into large enterprise customers across industries such as Financial Services, Telecommunications, Manufacturing, Public Sector, or Retail.
