The Sales Director will lead Nera Singapore's sales organisation (within the Government, Transport, and Utilities (GTU) vertical) and be responsible for revenue growth, profitability, customer acquisition, strategic accounts and sales execution. The successful candidate will combine strong commercial leadership with a deep understanding of digital infrastructure, networking, cybersecurity, cloud, data centres, managed services and emerging AI-enabled technologies. This is a leadership role for an ambitious sales executive who can move Nera from product/project-led selling toward high-value solution, managed-service and strategic transformation engagements.
Responsibilities:
Drive Revenue & Sales Performance
- Own the overall sales target, sales pipeline and revenue performance within the Government, Transport, and Utilities (GTU) vertical.
- Develop and execute an annual sales strategy aligned with Nera's growth ambitions.
- Build a sustainable pipeline with appropriate coverage, conversion and sales velocity.
- Improve sales productivity, win rates, deal sizes and customer lifetime value.
- Drive profitable growth rather than revenue growth at the expense of margin.
- Establish rigorous sales forecasting, pipeline management and performance governance.
Lead Strategic & Government, Transport, and Utilities (GTU) Sales
- Develop strong relationships with C-level executives, CIOs, CTOs, CISOs, COOs and business leaders.
- Personally lead strategic opportunities and major customer negotiations.
- Build and expand Nera's presence in the Government, Transport, and Utilities (GTU) vertical.
- Develop account plans for high-value customers and identify opportunities for cross-selling and up-selling.
- Establish Nera as a strategic technology partner rather than simply an infrastructure or equipment supplier.
Build the Next-Generation Nera Proposition
Help commercialise Nera's vision:
- Digital Infrastructure & Networks Powered by AI
- This includes developing market propositions around areas such as:
- Intelligent networking
- AI-powered network operations and AIOps
- Digital infrastructure
- Data centre infrastructure
- Enterprise networking
- Cybersecurity
- Cloud and hybrid infrastructure
- Managed network and infrastructure services
- Observability and automation
- AI-enabled operations and service assurance
- Translating technology into clear business outcomes and compelling customer value propositions.
Build & Lead a High-Performance Sales Team
- Recruit, develop and retain high-calibre sales professionals in the Government, Transport, and Utilities (GTU) vertical.
- Establish clear sales KPIs, territories, account ownership and incentive structures.
- Coach account managers to improve their effectiveness.
- Build a culture of accountability, customer obsession and continuous improvement.
- Develop future sales leaders and create a strong succession pipeline.
- Establish disciplined sales methodologies, including qualification, opportunity management and forecasting.
Develop Strategic Partnerships
- Build strong relationships with Nera's technology and strategic partners.
- Develop joint go-to-market strategies with key technology vendors.
- Identify new technology partners that strengthen Nera's AI, network and digital infrastructure proposition.
- Drive partner-generated pipeline and joint customer engagements.
Sales Transformation
The Sales Director will be expected to modernise the way Nera sells.
This includes:
- Moving from transactional/product selling toward consultative solution selling.
- Increasing recurring and managed-services revenue.
- Using data and AI to improve sales forecasting, account prioritisation and pipeline management.
- Introducing stronger CRM and sales governance disciplines.
- Building repeatable industry-specific sales propositions.
- Developing outcome-based and value-based selling capabilities.
Requirements:
- Candidate must possess at least a Diploma, Bachelor's Degree, or Post Graduate equivalent in Business, Engineering, IT, Telecommunications, or a related discipline.
- Minimum 10–12 years of proven track record in B2B technology sales and account management, with prior experience in an ICT sales background preferred.
- Strong experience in the development and execution of major accounts, delivering client-focused solutions (spanning digital infrastructure, cloud, cybersecurity, and managed services) based on customer needs.
- Possesses strong commercial acumen, financial literacy (understanding margins and P&L), and a highly results-oriented mindset.
- Holds good personal relationships and a strong network with the respective GTU management and public-sector ecosystem in Singapore.
- A builder attitude with a growth mindset, capable of translating complex technology trends (such as AI and networking) into clear business outcomes for clients.
- Experience and backgrounds in systems integration, telecommunications, enterprise networking, digital infrastructure, data centres, cloud computing, cybersecurity, managed services, IT services, digital transformation, network automation, AIOps, or technology consulting will be highly advantageous.
