Enterprise Management AVP

Company not disclosed

Singapore
Salary not specified
Posted
Full-time
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Job Description

Responsibilities Job Brief: - Sales Leadership & Performance Management - Lead, mentor, and develop a high‑performance Key Account sales team to exceed growth and profitability goals. - Establish clear KPI frameworks, sales methodologies, and governance for performance management. - Foster a culture of accountability, collaboration, agility, and customer‑centricity. - Enterprise Go‑To‑Market & Vertical Strategy - Develop and execute enterprise GTM strategy covering priority verticals (e.g.FSI, Healthcare, Education, Utilities & Energy, Property & construction, logistics, hospitality, manufacturing, Retail,..etc). - Build sector‑specific value propositions leveraging ICT, digital transformation, and emerging technologies. - Identify new growth opportunities within assigned sectors to increase market penetration and competitiveness. - Revenue Growth in Strategic ICT Portfolios - Drive portfolio expansion and higher adoption of: - Managed Network services (SD‑WAN, connectivity, network-as-a-service) - Cybersecurity solutions (SOC, MDR, zero trust, identity, secure access services) - Cloud services (cloud migration, hybrid cloud, multi‑cloud, managed cloud) - IoT solutions (connected devices, smart infrastructure, industry-specific IoT) - Quantum‑Safe technologies (post‑quantum encryption, secure communications) Responsibilities Include - Increasing attachment rates across all solutions in targeted sectors. - Driving portfolio penetration within existing and new enterprise accounts. - Strengthening multi‑product adoption to improve stickiness and wallet share. - Ensuring sales teams are equipped to position, sell, and defend these core offerings. - C‑Suite & Executive Engagement - Build trusted advisor relationships with C‑level executives across key accounts. - Lead strategic account planning, multi‑year engagement strategies, and executive‑level business reviews. - Drive high‑impact engagements that influence digital strategy and long‑term transformation roadmaps. - Cross‑Functional Alignment - Partner with Marketing, Product, Pre‑Sales, Engineering, Operations, and Finance to build compelling GTM campaigns, solution bundles, and commercial models. - Ensure deal governance, pricing strategy, and proposal development align with customer needs and profitability goals. - Collaborate with Product and Engineering teams to refine competitive value propositions. - Technology & Partner Ecosystem Leadership - Leverage the broader ICT ecosystem, including hyperscalers, cybersecurity vendors, network OEMs, IoT partners, and emerging technology providers. - Build and activate joint GTM plans with technology partners to accelerate solution adoption and increase co‑sell opportunities. - Utilize partner programs, incentives, and co‑marketing to drive pipeline growth. - Customer Retention & Account Development - Implement strong retention frameworks to defend market share and protect recurring revenue streams. - Ensure renewal discipline and proactive account health management. - Drive multi‑product penetration, contract expansion, and long‑term account development strategies. Leadership Competency - Strategic Leadership: Ability to translate business objectives into executable sales and growth strategies. - Commercial Leadership: Strong capability to identify, develop, and scale new business opportunities across enterprise and wholesale channels. - Market Leadership: Deep understanding of industry trends, competitive dynamics, digital transformation, and emerging technologies influencing enterprise and wholesale telecommunications markets. - Executive Influence: Strong ability to engage, influence, and build trusted relationships with C-suite executives, government stakeholders, and industry leaders. - Change Leadership: Ability to lead organizational transformation, navigate ambiguity, and drive adoption of new business models and technologies. - Partnership Leadership: Experience developing strategic alliances, co-selling motions, and ecosystem partnerships that accelerate business growth. Network & Industry Ecosystem - Established network within Singapore and regional enterprise, telecommunications, and technology sectors. - Strong relationships with enterprise customers, government agencies, system integrators, hyperscalers, cybersecurity providers, cloud partners, and technology ecosystem players. - Well-connected within the wholesale telecommunications community, including carriers, network operators, data centre providers, infrastructure partners, and international connectivity providers. - Active participation in industry associations, technology forums, and executive-level networking platforms. - Proven ability to leverage industry relationships to generate new business opportunities, strategic partnerships, and market expansion initiatives. Skills & Experience - Minimum 12-15 years of experience in Enterprise ICT, Telecommunications, Digital Services, or Technology Sales, with at least 5 years in a sales leadership role managing high-performing teams. - Proven experience in both enterprise and wholesale telecommunications markets, including carrier, service provider, infrastructure, data centre, subsea cable, and wholesale connectivity partnerships. - Strong track record in driving revenue growth across connectivity, cloud, cybersecurity, managed services, IoT, and emerging technology portfolios. - Demonstrated experience building and executing sector-focused go-to-market strategies across public and private sector customers. - Experience leading large, complex, multi-stakeholder sales pursuits and strategic transformation engagements. - Strong commercial acumen with expertise in contract negotiations, pricing strategies, business case development, and profitability management.

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