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Job Title - Global Account Sales Director, AP Tech

Role Overview

The role is responsible for managing a portfolio of Global Accounts (Top 300 large enterprise customers) characterized by multi-country footprints and HQ-led decision-making structures.

This position will lead account strategy and execution across the APAC region, ensuring alignment across business units including IDG, ISG, and SSG. The role operates as a full PL owner for assigned accounts, with a primary focus on driving growth through retention and expansion of existing customers.

Account acquisition is managed by a separate specialized team, enabling this role to focus on deepening relationships and accelerating wallet share within existing accounts.

Key Responsibilities

Business Ownership Growth

Own full PL accountability across Technology and FSI global accounts, driving both top-line growth and bottom-line profitability.
Delivers sustained revenue growth across IDG and ISG portfolios, with a disciplined focus on margin improvement and commercial efficiency.

Lead rigorous account planning, pipeline management, and forecast execution to meet short- and long-term business objectives.

Customer Engagement

Cultivate and sustain trusted, executive-level relationships with C-suite and senior stakeholders across a portfolio of complex global accounts.
Personally lead high-stakes customer engagements, strategic business reviews, and transformational deal pursuits.

Sales Transformation.

Transition the sales approach from product-led (box selling) to solution and services-led selling, including :
Infrastructure Solutions (ISG) ,
Solutions Services Group (SSG) and
Advanced services and AI-led offerings .

Cross-Functional Leadership

Align and influence regional and country sales teams across a matrixed organization, driving coherent account strategies without direct line authority.
Partner closely with internal business units to architect and deliver integrated, outcome-based solutions tailored to each customer's strategic priorities.

Ecosystem Partner Collaboration

Engage with key ecosystem partners to co-create differentiated value proposition for customers.
Maintain a balanced go-to-market approach, ensuring strong direct customer ownership alongside partner collaboration.

KPIs Success Measures

Total Revenue performance across IDG and ISG portfolios
Achievement of profitability targets (combined PL)
SSG attainment and services mix growth
Long-term success measured by progression toward solution-led transformation, not just current revenue delivery

Ideal Candidate Profile

Experience Background

Senior leadership profile with proven track record managing large, complex global accounts on at scale..
Demonstrated expertise in solution selling, consultative sales methodologies, and services-led growth motions.
Experience navigating multi-country stakeholder environments and long, complex enterprise deal cycles.

Preferred Industry Background

Software organizations
System Integrators
Companies operating with industry-vertical sales structures

Candidates from traditional hardware-centric organizations (e.g., PC/infra-led) will be considered only if they demonstrate strong transformation toward solution-led selling.

Functional Domain Expertise

Deep knowledge of enterprise technology solutions, digital transformation, and emerging technologies including AI.
Ability to position and sell integrated solutions spanning infrastructure, managed services, and advanced offerings.
Significant experience in Financial Services Insurance (FSI) is highly preferred, given the relationship-intensive and long-cycle nature of the sector.

Key Success Attributes

Strategic thinker with strong commercial acumen and result-oriented mindset
Proven ability to influence without authority in a matrixed organization
Customer-first mindset with deep executive engagement capability
Strong transformation mindset toward solution and services-led growth

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