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 Strategic Account Director is accountable for building, growing, and protecting a focused portfolio of named strategic accounts across ASEAN, while actively hunting and converting approved net new logo named accounts.
This role combines strategic account ownership, new business creation, and end-to-end customer lifecycle accountability. The Strategic Account Director owns senior customer relationships, defines and executes multi-year account strategies, and leads complex pursuits that translate customer priorities into profitable, scalable outcomes.
This is a senior individual contributor role with full quota accountability.
Key Responsibilities:
Strategic Account Ownership
- Own a defined set of named strategic accounts across ASEAN, with end-to-end accountability for revenue growth, margin, customer success, and renewals.
- Build and execute multi-year account strategies aligned to customer business priorities, regulatory context, and digital transformation agendas.
- Define, own, and continuously evolve the Customer Account Roadmap, translating customer priorities into a sequenced, multi-year view of initiatives, investments, and value realization across the portfolio.
- Act as the single point of commercial accountability for assigned strategic accounts across sales, delivery, and renewal cycles.
Net New Logo Development
- Actively hunt and convert a defined set of approved, named net new logo accounts with high strategic value.
- Lead executive-level engagement from first contact through deal closure.
- Create demand through insight-led conversations focused on business outcomes, resilience, security, and transformation.
Deal Leadership and Execution
- Lead large, complex pursuits across Cloud, Security, Digital & AI, and SAP-led programs.
- Own deal strategy, commercial structure, governance alignment, and executive approvals.
- Ensure opportunities meet profitability, risk, and delivery standards prior to closure.
Executive Relationship Management
- Build and sustain trusted relationships with C-level and senior decision-makers.
- Position yourself as a long-term strategic partner with a deep understanding of customer business drivers and priorities.
- Represent the company with credibility, discipline, and confidence in executive and board-level discussions.
Customer Success and Renewals
- Partner closely with the Customer Delivery Manager to ensure successful delivery, value realization, and customer satisfaction across strategic accounts.
- Maintain active executive oversight throughout delivery to anticipate risk, resolve issues, and protect long-term account health.
- Lead renewal strategy and execution for strategic accounts, ensuring continuity, expansion, and margin protection.
Team Leadership & Operational Management
- Provide leadership, mentorship, and guidance to team members.
- Ensure operational discipline across forecasting, pipeline management, and governance.
- Partner with delivery and operations teams to maintain high service quality, risk mitigation, and customer satisfaction.
Internal Collaboration and Orchestration
- Work in close alignment with Portfolio Area Sales Directors, Industry Principals, and SAP Sales Directors to shape account strategies and pursue complex opportunities.
- Orchestrate presales, delivery, partners, and portfolio teams at the opportunity and account level, while retaining clear commercial ownership.
- Leverage presales capabilities to support solution design, value articulation, and executive engagement throughout the sales cycle.
Success Measures
- Revenue, gross margin, and renewal performance across assigned strategic and net new logo accounts.
- Conversion and progression of named net new logo opportunities.
- Customer success outcomes, executive relationship depth, and account retention.
- Forecast accuracy and disciplined pipeline and renewal management.
Qualifications:
- Bachelor's degree from an accredited university required. MBA a plus.
- 812 years of progressive experience in enterprise or strategic sales, account management, or business development roles.
- Proven success managing and growing large, complex enterprise or public sector accounts in ASEAN.
- Demonstrated ability to hunt, shape, and close multi-million dollar deals.
- Strong background in Cloud, Security, Digital & AI, and/or SAP-led environments.
- Experience working closely with delivery leadership to ensure customer success and renewals.
- Highly structured, commercially sharp, and execution-focused.
Why This Role Matters
This role is designed for a individual who can take ownership of inherited strategic accounts while actively creating new growth. You may inherit selected strategic customers, but success is defined by what you build, not what you maintain.
Alongside expanding existing strategic accounts, you are expected to hunt and convert named net new logo accounts, opening executive relationships, shaping demand early, and leading complex pursuits end to end.
This is a role for builders and owners who want real accountability, real impact, and the opportunity to shape long-term customer outcomes across ASEAN.
