The role holder is responsible for driving substantial sales growth across strategic and high-potential customers in the Southeast Asia region. This includes both MNCs headquartered in Singapore (A-Ends) and inbound MNCs (B-Ends).
The role holder will: (1) lead client engagement across existing strategic customers to retain and grow our Share of Wallet with the customer, and (2) lead the pursuit of acquisition customers. All activities will need to be strongly underpinned by BT International's GTM Strategy and the associated sales initiatives (e.g. HiPo Program, Account Growth Plans, etc.).
Success will be measured through incremental sales margin (ICGM), revenue growth, and other key metrics such as recurring revenue and profit, in line with the Financial Year Payplan Structure.
Job Description
- Hunt for growth within existing accounts, driving year-on-year expansion through upsell and cross-sell opportunities aligned to BT's Ideal Customer Profile (ICP) and HiPo criteria, with a sharp focus on Secure Connectivity and Digital Workplace.
- Deepen client engagement and build trusted relationships that deliver measurable satisfaction, reflected in strong NPS scores and Gartner Peer Insight reviews.
- Partner across teams and with external stakeholders to deliver winning, profitable outcomes for customers and BT.
- Hunt for new growth by identifying high-potential target accounts aligned to BT's Ideal Customer Profile (ICP).
- Proactively generate leads through partners, prospecting tools (e.g. Propensity Model, LinkedIn Sales Navigator), and outbound activity including email, social media, and calls.
- Success in this role means consistently growing revenue and margin across both strategic and new acquisition accounts, while building a healthy, sustainable pipeline aligned to BT's ICP and HiPo criteria.
Job Requirements
- Proven experience in relationship management and direct sales, ideally with a mix of strategic account management and new business acquisition.
- Prior experience in the Singapore region, with a strong understanding of regional market dynamics and enterprise customer landscapes.
- Proven experience in strategic thinking, influencing decisions, and shaping adoption of complex solutions.
- Proven ability to craft creative solutions to complex business challenges, including navigating cross-geography and cross-cultural environments.
- Comfortable operating in a fast-paced, high-growth sales environment, demonstrating adaptability, resilience, and a results-driven mindset.
