ABOUT T-SYSTEMS
With around 28,000 employees worldwide and annual revenues of EUR 4.0 billion (2021), T-Systems Asia 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 Asia 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.
ROLE OVERVIEW
The Industry Principal - Industrial & Critical Infrastructure is accountable for industry-led growth, strategic account development, and net new logo creation across Industrial and Critical Infrastructure sectors in Southeast Asia. The role serves as the senior commercial and industry authority for mission critical infrastructure customers.
Reporting directly to the Office of the CEO as part of the Commercial Team, the Industry Principal leads industry penetration, executive engagement, and pipeline creation. The role owns industry strategy and opportunity shaping, then orchestrates deal execution with the Portfolio Areas and Presales.
Industry Principals do not own account assignment or deal closure and operate in partnership with the Portfolio Areas under the regional sales governance model.
Target sectors include airports, smart factories (manufacturing and automotive), and other critical infrastructure operators where resilience, security, and operational continuity are essential.
KEY RESPONSIBILITIES
- Industry Growth Leadership: Define and execute the Industrial and Critical Infrastructure go-to-market strategy across Southeast Asia. Drive net new logo creation and strategic expansion within priority infrastructure accounts.
- Commercial Leadership and Sales Orchestration: Own ICI 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 accuracy.
- Infrastructure Solution Leadership: Act as the senior industry authority for resilient and secure infrastructure solutions. Collaborate with Presales and Solution Architects to shape opportunities across the Portfolio Areas, including sovereign, high availability, and OT IT aligned architectures.
- Value Based Selling: Develop value propositions focused on uptime, safety, cybersecurity, regulatory compliance, and cost optimization. Apply MEDDIC rigor to ensure consistent qualification and execution discipline.
- Executive Engagement: Build trusted relationships with CEOs, CIOs, CTOs, CISOs, COOs, and infrastructure operations leaders. Engage confidently at executive and board level.
- Ecosystem and Partner Leadership: Lead industry specific partner motions with hyperscalers and strategic partners, including AWS, Microsoft Azure, Google Cloud, and SAP. Drive co-sell strategies to accelerate adoption and deal velocity.
- Market Representation: Represent T-Systems Asia at industry summits, customer briefings, and infrastructure forums. Strengthen brand credibility and market presence.
- Sales Governance and Intelligence: Ensure CRM accuracy, MEDDIC compliance, and alignment with Commercial Team governance. Provide market, regulatory, and competitive 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 within Industrial or Critical Infrastructure sectors.
- Proven success driving industry-led pipeline across Cloud, Security, Data Center, and/or Digital & AI platforms.
- Demonstrated ability to shape and influence large, mission critical enterprise deals and new logo pursuits.
- Strong understanding of infrastructure resilience, cybersecurity, sovereign requirements, and operational continuity.
- Experience with Cloud platforms, SAP workloads, and/or hybrid infrastructure environments.
- Strong executive presence, commercial judgment, and negotiation skills.
- Proficient in enterprise sales methodologies, with MEDDIC execution rigor.
- Relevant certifications in Cloud, Security, and/or SAP are advantageous.
- Highly accountable, disciplined, and collaborative.
