AVP Enterprise Account Management

Job Brief:

Responsibilities:

1. Sales Leadership & Performance Management

· Lead, mentor, and develop ahigh‑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.

2. 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.

3. Revenue Growth in Strategic ICT Portfolios

· Drive portfolio expansion and higher adoption of:

o Managed Network services (SD‑WAN, connectivity, network-as-a-service)

o Cybersecurity solutions(SOC, MDR, zero trust, identity, secure access services)

o Cloud services (cloud migration, hybrid cloud, multi‑cloud, managed cloud)

o IoT solutions (connected devices, smart infrastructure, industry-specific IoT)

o 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.

4. 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.

5. 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.

6. Technology & Partner Ecosystem Leadership

· Leverage the broader ICT ecosystem, including hyper scalers, 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.

7. 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, hyper scalers, 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.