Key Responsibilities
Revenue & Pipeline Management
- Own and exceed quarterly and annual sales quotas for enterprise data storage and AI solution portfolios
- Build, manage, and forecast a healthy pipeline across net-new logo acquisition and account expansion
- Develop and execute territory and account plans targeting across various sectors
- Lead commercial negotiations, pricing discussions, and contract closures
- Maintain rigorous pipeline hygiene and CRM discipline using Salesforce or equivalent platforms
Enterprise Account Management
- Engage CxO, CIO, CDO, and senior IT stakeholders to articulate strategic business value
- Build long-term relationships with key decision-makers and economic buyers across named accounts
- Identify upsell and cross-sell opportunities within existing accounts and orchestrate renewal strategies
- Manage complex, multi-stakeholder sales cycles from 6 to 18 months in duration
Channel & Ecosystem Development
- Work with channel partners, resellers, and system integrators to co-sell and expand market reach
- Build relationships with key technology alliance partners (e.g., VMware, AWS, Microsoft, NetApp)
- Represent the company at industry events, executive roundtables, and customer-facing forums in Singapore and the broader SEA region
Market Intelligence
- Monitor competitive dynamics in enterprise storage, hybrid cloud, and AI infrastructure markets
- Provide regular feedback to product and marketing teams on market needs, competitive gaps, and customer insights
Required Qualifications
Experience
- Minimum 8 years of enterprise technology sales experience with a strong focus on data storage solutions
- Demonstrated track record of consistently meeting or exceeding annual quotas in enterprise hardware/software sales
- Proven success selling to large enterprise and mid-market accounts in Singapore and/or Southeast Asia
- Experience managing channel-led and direct sales models
Domain Knowledge
- Strong commercial understanding of enterprise data storage: SAN, NAS, object storage, all-flash arrays, hyperconverged infrastructure (HCI)
- Familiarity with market-leading vendors: NetApp, Dell EMC, Pure Storage, HPE, IBM Storage, Hitachi Vantara
- Understanding of hybrid and multi-cloud storage architectures (AWS, Azure, GCP)
- Ability to discuss AI/ML infrastructure needs at a business level - data readiness, storage for AI workloads, GenAI use cases
Skills & Competencies
- Exceptional executive communication and C-level engagement skills
- Strong commercial acumen with experience in complex deal structuring and negotiation
- Ability to manage and coordinate internal presales, technical, and executive resources in a team-selling environment
- Self-starter with high accountability and a hunter mentality
- Proficiency in CRM platforms (Salesforce preferred) and pipeline forecasting discipline
Preferred Qualifications
- Prior experience selling AI infrastructure, GPU/compute solutions, or data platform products (e.g., Snowflake, Databricks)
- Exposure to GenAI commercial conversations - LLM deployment, AI-ready infrastructure, data governance
- Regional SEA market experience with understanding of local enterprise procurement and decision-making dynamics
- Relevant vendor or cloud certifications (e.g., AWS Business Professional, Dell Technologies Sales Expert)
