This is a position at Qode's Client.
Job Title: Regional Sales Leader – Malaysia, Indonesia and Thailand
Location: Selangor
Reporting to: Global Chief Customer Officer
Business Unit: Digital Engineering, Cloud, Data & AI, CX, and Managed Services
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Role Overview
This is a high-impact leadership role with full P&L accountability for Malaysia, driving significant business impact. You will spearhead new business acquisition, expand strategic accounts, and elevate our client’ market presence across key sectors including BFSI, Telecom, High-Tech, Manufacturing, Retail, and GLCs in Malaysia and ASEAN.
Ideal candidate is a pro-active “hunter” with a proven track record of IT services sales, complimented by exceptional relationship-building abilities and strategic insight. You will collaborate closely with global delivery teams, solution architects, partner alliances, and practice units specializing in Cloud, Data & AI, and Digital Engineering to deliver innovative solutions and sustainable growth.
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Key Responsibilities
1. Partner Ecosystem Led Revenues
• Our client cultivates strategic partnerships with major global and regional ISVs such as Microsoft, AWS, INFOR and others
• Leverages partner ecosystems to drive joint go-to-market strategies for acquiring new clients and expanding existing accounts
• Aims to enhance our client's partnership status and strengthen relationships with key partners in the region
• Identifies and onboard new partners to unlock additional revenue streams and growth opportunities
2. New Business Acquisition & Deal Closure:
• Create actionable plans in generating new pipeline with enterprise clients in Malaysia and ASEAN across priority sectors.
• Lead the full sales lifecycle: identification, qualification, solutioning, proposal development, negotiation, and closure.
• Target multi-year, multi-tower digital engineering and cloud / data transformation deals.
• Position our client' capabilities effectively across Digital Product Engineering, Cloud Migration, Data/AI, Modernization, and CX.
3. Account Growth & Relationship Management:
• Take ownership of 3-5 high-value anchor accounts, developing deep CXO and SVP-level relationships.
• Drive account mining, cross-sell, and up-sell across our client' service lines.
• Build multi-stakeholder account plans with clear revenue, margin, and growth objectives.
• Collaborate with Cloud, Data/AI, Product Engineering, CX, and Industry Practices to define compelling value propositions.
4. Market Strategy & P&L Ownership:
• Own revenue and margin goals for Malaysia, ensuring profitability and sustainable growth.
• Develop and execute the Malaysia Go-To-Market (GTM) strategy, including sector focus, channel partnerships, and market mapping.
• Provide leadership insights to global management on market trends, competition, pricing, and regulatory changes.
5. Team Leadership:
• Being a regional Sales Leadership role, the role holder will be responsible for leading, directing, and coaching a team of experienced Country / Solution Sales Specialists.
• Serves as a role model and assist the team in leveraging personal networks to win new business.
• Step in to guide the team in managing complex sales and resolving customer issues.
• Maintain a disciplined and consistent sales ritual cycle focused on planning, reviewing, and coaching, which will be a key expectation for this role.
• Ensure a smooth transition from sales to delivery, monitoring client satisfaction and account health.
• Foster a culture of accountability and collaboration.
6. Branding & Ecosystem Development:
• Represent our client at industry events, conferences, CXO forums, and partner-led Revenues (AWS, Azure, GCP, Snowflake, Salesforce).
• Strengthen our client' visibility within Malaysia's digital transformation and GLC networks.
7. Required Qualifications & Skills
• Experience:
- 15-20+ years of progressive experience in IT services sales in Malaysia with a demonstrable track record of quota achievement.
- Proven experience selling: Digital Engineering / Product Engineering; Cloud Transformation (AWS/Azure/GCP); Data Engineering / AI / Analytics; Application Modernization; CX & Omnichannel Platforms; Managed Services / Digital Operations; Strong networks and existing relationships within BFSI, Telecom, GLCs, High-Tech, and Manufacturing sectors.
• Core Skills & Competencies:
• High-energy hunter with strong prospecting and pitch capabilities.
• Ability to operate independently in a mid-scale, fast-growth environment.
• Strong financial acumen (e.g., pricing, margins, multi-year contract structuring).
• Ability to build CXO-level relationships quickly and credibly.
• Excellent communication, negotiation, and storytelling skills.
• Strong collaboration skills with delivery and solution teams across geographies.
8. Preferred Qualifications (Differentiators)
• Exposure to ASEAN regional selling experience (Singapore, Indonesia, Thailand).
• Understanding of digital product lifecycle and cloud-native architectures.
• Existing relationships with cloud/data partners (AWS, Azure, GCP, Snowflake).
9. Key Performance Indicators (KPIs)/Success Metrics
• Annual revenue bookings & Year-over-Year (YoY) pipeline growth.
• Number of new logos added.
• Margin improvement in Malaysia business.
• Growth of anchor accounts (30-50% YoY).
• Deal velocity, win-ratio, and conversion of qualified opportunities.
• Customer NPS and account stickiness.
• Partnerships activated (AWS, GCP, Azure, etc.).
