Job Description: Sales Director / Senior Sales Director - Mid-Market (IT Services & System Integration)

Location: Singapore (Hybrid / On-site as required)

Department: Sales & Business Development
Reports to: Vice President of Sales / Managing Director

THE MISSION

This is a pure hunter role. Your mission is simple: win new logos, close large strategic deals, and drive revenue growth with Singapore-based enterprises in the SGD 100M-500M revenue bracket.

You will not manage existing accounts. You will not wait for inbound leads. You will prospect, penetrate, and close. You will engage CXOs as a trusted advisor, position our IT services as critical business solutions, and build lasting, sticky customer relationships.

Success means consistently exceeding quarterly and annual revenue targets through net new client acquisition.

KEY RESPONSIBILITIES

Sales Hunting & New Logo Acquisition (70%)

• Proactive Prospecting: Identify, target, and penetrate mid-market enterprises across Singapore. Generate your own pipeline through research, networking, strategic outreach, and partner relationships.

• Full-Cycle Sales Ownership: Own the entire sales process from lead generation to contract signing - including qualification, solution positioning, proposal development, client presentations, pricing, and contract negotiation.

• Large Deal Pursuit: Focus on winning substantial, strategic contracts (typically SGD 500K+) that establish long-term partnerships and recurring revenue streams.

• CXO Engagement: Conduct consultative, value-based conversations with C-level executives (CIO, CTO, CDO, CFO) to understand business priorities and position our IT services as the right solution.

• Pipeline Rigour: Build and maintain a healthy, accurate pipeline 3-4x your quota. Use CRM diligently to forecast and track progress.

Strategic Collaboration & Solutioning (30%)

• Internal Alignment: Work closely with pre-sales solution architects, delivery teams, and practice leads to craft compelling, commercially viable proposals tailored to client needs.

• Partner Ecosystem: Leverage relationships with technology partners (AWS, Microsoft, Google, SAP, Salesforce, etc.) to strengthen solution offerings and co-sell where advantageous.

• Market Intelligence: Serve as the voice of the mid-market customer. Feed insights on competitive trends, pricing pressures, and emerging service demands back into leadership and solution teams.

• Contract & Commercial Negotiation: Lead complex negotiations with client procurement and legal teams. Structure deals that balance client expectations with profitable outcomes.

Required Qualifications

• 8-12+ years of direct, quota-carrying sales experience in IT services, consulting, or system integration. (Software licensing or product sales experience does not qualify.)

• Proven hunter track record: Consistent history of exceeding sales targets and winning net new logos. You can name the deals and show the proof.

• Deep mid-market/enterprise experience: You understand how Singapore-based companies with SGD 100M-500M revenue think, buy, and decide. You know their procurement cycles, decision-making structures, and IT pain points.

• CXO selling capability: You are comfortable and credible in front of C-level executives. You sell business outcomes, not features. You ask strategic questions and tell compelling stories.

• Full-cycle deal mastery: You have personally led complex, multi-stakeholder sales cycles (3-9 months) from first meeting to signed contract.

• System integrator fluency: You understand how IT services are scoped, priced, delivered, and supported. You know the difference between project services, managed services, and SaaS offerings.

• Resilience & hunger: You are tenacious, self-motivated, and motivated by the thrill of the win. Rejection fuels you.

Highly Preferred

• Existing network: Strong relationships with IT and business decision-makers in Singapore's mid-market enterprises, particularly in Banking & Financial Services, Manufacturing, Logistics, Retail, or Healthcare.

• Vertical specialisation: Deep domain expertise in one or more of the above sectors.

• Partner relationships: Established connections with AWS, Microsoft, Google, or other major technology partners.

• Sales methodology training: Certified in Challenger, MEDDIC, SPIN, TAS, or similar.

• Team leadership experience: Ability to mentor, coach, or lead a small pod of hunters as the team scales.