About T-Systems:
With around 28,000 employees worldwide and annual revenues of EUR 4.0 billion (2021), T-Systems is one of the leading providers of digital services. The Deutsche Telekom subsidiary is headquartered in Germany and has a presence in Europe as well as in selected core markets and strategic production locations. T-Systems can provide a global production and supply chain to companies operating worldwide.
T-Systems offers integrated end-to-end IT solutions, driving the digital transformation of companies in all industries and the public sector. Focus industries include automotive, manufacturing, logistics and transportation, as well as healthcare and the public sector. T-Systems develops vertical, company-specific software solutions for these sectors.
About the role:
The Industry Sales Director for Healthcare is accountable for industry-led growth, strategic account penetration, and net new logo creation within the Healthcare sector across Southeast Asia. The role serves as the senior commercial and industry lead for Healthcare, driving demand across T-Systems Asia's full portfolio, including Cloud & Security, Data Center, and Digital & AI solutions (Portfolio Areas).
Reporting directly to the Office of the CEO as part of the Commercial Team, the Industry Sales Director leads Healthcare market penetration, executive engagement, and pipeline creation. The role owns industry strategy, customer opportunity shaping, and deal orchestration, partnering with the Portfolio Areas and Presales to execute solution sales and close contracts.
Industry Principals do not own account assignment or deal closure and operate in partnership with the Portfolio Areas under the regional sales governance model.
Key Responsibilities:
- Industry Growth Leadership: Define and execute the Healthcare industry go-to-market strategy across Southeast Asia. Drive net new logo creation and strategic expansion across public and private healthcare providers, including hospitals, health systems, research institutions, and regulators.
- Commercial Leadership and Sales Orchestration: Own Healthcare pipeline creation, opportunity qualification, and customer strategy. Lead deal shaping, value narrative, and executive alignment. Partner with the Portfolio Areas to run solutioning, commercial structuring, negotiation, and contracting through close. Maintain accountability for governance gates, next steps, and forecast integrity.
- Industry Solution Leadership: Act as the senior Healthcare industry authority within the Commercial Team. Shape customer opportunities across the Portfolio Areas in collaboration with Presales and Solution Architects, ensuring alignment to clinical systems, data platforms, security, and regulatory requirements.
- Value Based Selling: Develop and communicate value propositions linked to patient outcomes, clinical efficiency, resilience, compliance, and long-term cost optimization. Apply MEDDIC rigor to ensure disciplined qualification and execution.
- Executive Engagement: Build trusted relationships with hospital CEOs, CIOs, CMIOs, CISOs, and senior government healthcare stakeholders. Engage confidently at executive and board level as an industry advisor.
- Ecosystem and Partner Leadership: Lead Healthcare specific partner motions with hyperscalers and ecosystem partners, including AWS, Microsoft Azure, Google Cloud, and SAP. Drive co-sell strategies that accelerate pipeline conversion.
- Market Representation: Represent T-Systems Asia as the Healthcare industry lead at conferences, executive briefings, and industry forums. Contribute to thought leadership and market positioning.
- Sales Governance and Intelligence: Ensure CRM accuracy, MEDDIC compliance, and alignment with Commercial Team governance. Provide market intelligence and industry insights to portfolio and marketing teams.
Qualifications:
- Bachelor's degree in Business or IT. MBA a plus.
- 8 to 12 years of enterprise IT sales and industry leadership experience, with meaningful exposure to Healthcare.
- Proven success driving industry-led pipeline across Cloud, Security, Data Center, and/or Digital & AI platforms.
- Track record of shaping and influencing large, complex enterprise and public sector healthcare deals.
- Strong understanding of healthcare IT environments, data security, regulatory compliance, and mission critical operations.
- Experience with Cloud platforms, SAP workloads, and/or hybrid infrastructure models.
- Strong executive presence, commercial acumen, and negotiation capability.
- Well versed in enterprise sales methodologies, with MEDDIC execution rigor.
- Relevant certifications in Cloud, Security, and/or SAP are advantageous.
- Highly accountable, driven, and collaborative.
