Field Commerce Executive - APJ (Strategic Deals / Big Deal Pursuit)
Location: Singapore (hybrid)
Coverage: North Asia + ASEAN initially, broader APJ over time (incl. Japan / India / Middle East / ANZ as needed)
Travel: Moderate and purposeful (relationship-building, key workshops, negotiation in-room moments)
The opportunity
A global enterprise software leader is expanding a small, high-impact Field Commerce / Big Deal Pursuit team across APJ.
This is a front-line, CXO-facing role brought into the region's largest and most complex pursuits - often 912 months before close - to shape the commercial strategy, elevate executive conversations and help customers invest more strategically in a market-leading infrastructure, private cloud and security-oriented software portfolio.
You'll work on deals typically ranging from $15M to $200M+ TCV. These are high-visibility pursuits where the shape of the deal - commercial construct, value narrative, stakeholder alignment and negotiation strategy - matters as much as the technology.
What you'll be doing
- Lead strategic pursuits: parachute into the region's biggest opportunities (often at GM request) and drive them from early shaping through close.
- Elevate CXO conversations: engage CIO/CTO/CFO-level stakeholders with credibility, real-world perspective and an executive style that lands.
- Shape the commercial strategy: design deal structures that work for both customer outcomes and business objectives - creative, rigorous, and approval-ready.
- Build compelling value cases: translate technical capabilities into business outcomes (efficiency, security, resilience, speed, cost-to-serve, risk reduction).
- Orchestrate the right internal experts: bring together solution architects, value advisors, industry specialists and leadershipwithout bureaucracy.
- Run complex negotiations: manage multi-stakeholder negotiation dynamics and steer to a clean, executable close.
- Uplift sales capability: create repeatable templates, talk tracks and approaches that scale across the region.
Why this role is different (and why people love it)
- You'll be at the centre of the biggest deals in the region - high profile, high trust, high impact.
- Latitude to be creative: you're not stuck in a rigid playbook; you're expected to shape, influence and innovate.
- Executive air cover: strong sponsorship from senior regional leadership.
- Lean, elite team: hands-on people who roll up their sleeves - fast decisions, low friction, high standards.
- Commercial + strategic exposure: you'll learn how a world-class enterprise software business runs (many describe it as an MBA while working).
What success looks like
- Bigger, cleaner, better-shaped deals (higher strategic value, stronger commercial outcomes, smoother governance).
- Clearer executive alignment on value, outcomes and decision paths.
- Negotiations that feel controlled, purposeful and outcome-driven.
- Sales teams across APJ adopting repeatable deal-shaping approaches you help create.
What we're looking for
Experience
- 15+ years in senior commercial leadership within enterprise technology - either selling to large enterprise/government customers at CXO level, or operating inside a large enterprise in a senior commercial / transformation capacity.
- Track record of leading transformational, multi-year, multi-stakeholder business cases and negotiations.
- Strong understanding of infrastructure / cloud / private cloud / security concepts (deep engineering not required - you'll have top architects alongside you).
Capabilities that matter most
- Gravitas + executive presence: you can sit with CTOs/CIOs and speak their language naturally.
- Commercial creativity with rigor: you can shape innovative constructs and get them approved.
- Financial fluency: ROI, NPV, payback, cashflow, amortisation - able to model and tell a crisp story.
- Influence without authority: you can align internal stakeholders who don't report to you (and make ideas feel like their ideas).
- Hands-on mindset: you don't need a large support team - comfortable building the narrative, the model and the talk track yourself when needed.
- Emotional intelligence: you read the room, handle pressure well, and create trust quickly.
Region focus
Initial demand is strongest across North Asia (notably Korea, plus Taiwan and Hong Kong) and parts of ASEAN, with broader APJ coverage as the team scales.
Interested
If you're a senior commercial leader who thrives on high-value pursuits, enjoys shaping complex deals, and can operate credibly at CXO level - this is a rare seat at the table.
Recognition One and our clients are proud to be equal opportunity employers. We will consider qualified applicants without regard to race, colour, creed, religion, sex, sexual orientation, gender identity, national origin, citizenship, disability status, medical condition, pregnancy, protected veteran status or any other characteristic protected by federal, state, or local law. We will also consider qualified applicants with arrest and conviction records consistent with local law.
