Description and Requirements
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 P&L 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 P&L 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 P&L)
- 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
