Carrier Enterprise B2B Account Leader — ICT Solutions

MatchaTalent; Depok; On-site; IDR 300,000,000 - 540,000,000; Full time

Job summary

MatchaTalent is seeking a Carrier Enterprise Business Account Manager in Jakarta Selatan to bridge carrier operators with enterprise customers and drive strategic ICT solutions.

You will manage end-to-end sales, develop partner ecosystems, and lead negotiations across networking, cloud, data center, and digital transformation initiatives.

Qualifications

• Bachelor's degree in a related field.
• 7+ years in Sales, Key Account Management, or Business Development.
• 5+ years in ICT, Telecommunications (Carrier B2B), or SI industries.
• Proven experience managing enterprise sales with operators, enterprises, or government.
• Strong understanding of enterprise ICT infrastructure incl. networking and cloud.

Responsibilities

• Develop and execute strategies to expand carrier enterprise (B2B) business.
• Identify new market opportunities by analyzing customers and trends.
• Build relationships with telecom operators, enterprise customers, government, and partners.
• Lead partner enablement through training, workshops, joint marketing, and BD activities.
• Drive enterprise ICT solution sales: networking, cloud, data center, storage, optical, wireless, digital transformation.
• Manage the full sales lifecycle: qualification, presentations, bidding, negotiations, contracting, delivery.
• Coordinate with internal teams to ensure project execution and customer satisfaction.
• Strengthen channel governance and improve collaboration between carrier and enterprise ecosystems.
• Support strategic enterprise/government projects with cross-functional coordination.

Skills

Stakeholder management

Negotiation

Enterprise sales

B2B/B2G

Presentation skills

English proficiency

Education

Bachelor's degree (Telecom/CS/IT)

Job description

This role requires the candidate to work in Jakarta Selatan, Indonesia.

Client Overview

Our client is a globally recognized technology company specializing in Information and Communication Technology (ICT) solutions, providing advanced digital infrastructure, enterprise technology, cloud services, connectivity, and intelligent business solutions for organizations across both public and private sectors. With operations spanning numerous countries, the company has built a strong reputation for delivering large-scale digital transformation projects, supported by continuous investment in innovation, research, and emerging technologies. In Indonesia, the organization works closely with telecommunications operators, enterprise customers, government institutions, and strategic partners to deliver integrated ICT solutions across multiple industries. Through its enterprise and carrier business divisions, the company enables organizations to modernize critical infrastructure, accelerate digital transformation, and build sustainable technology ecosystems through advanced networking, cloud, data center, and intelligent industry solutions.

Job Role

The Carrier Enterprise Business Account Manager is responsible for driving strategic business development by bridging telecommunications carrier organizations with enterprise customers, enabling the delivery of comprehensive ICT solutions across both public and private sectors. This role focuses on developing carrier B2B business opportunities, strengthening partner ecosystems, and managing complex enterprise sales projects involving multiple internal and external stakeholders. Working closely with carrier partners, enterprise customers, solution teams, and channel organizations, the successful candidate will manage the complete business development lifecycle—from opportunity identification and account strategy to solution positioning, commercial negotiation, project execution, and long-term relationship management. The role plays a key part in expanding enterprise market share through integrated networking, cloud, data center, optical, and digital transformation solutions.

Key Responsibilities

• Develop and execute business strategies to expand carrier enterprise (B2B) business and strengthen collaboration between carrier and enterprise business units.
• Identify new market opportunities by analyzing customer organizations, industry trends, partner ecosystems, and enterprise technology requirements.
• Build and maintain strong relationships with telecommunications operators, enterprise customers, government institutions, and strategic channel partners.
• Lead partner enablement initiatives through product training, solution workshops, joint marketing programs, and business development activities.
• Drive enterprise ICT solution sales covering networking, cloud infrastructure, data center, storage, optical transmission, wireless technologies, and digital transformation platforms.
• Manage the complete sales lifecycle, including opportunity qualification, solution presentation, bidding, commercial negotiation, contract execution, and project coordination.
• Coordinate closely with internal sales, solution, delivery, service, and marketing teams to ensure successful project execution and customer satisfaction.
• Strengthen channel governance, improve sales processes, and optimize collaboration between carrier and enterprise ecosystems.
• Support strategic enterprise and government projects by facilitating cross-functional coordination and resolving commercial or operational challenges.
• Prepare business forecasts, pipeline reports, strategic account plans, and executive presentations to support business planning and revenue growth.

Candidate Requirements

• Bachelor's degree in Telecommunications Engineering, Computer Science, Information Technology, Informatics Engineering, or a related discipline.
• Minimum 7 years of experience in Sales, Key Account Management, or Business Development, with at least 5 years within the ICT, Telecommunications (Carrier B2B), or System Integrator (SI) industry.
• Proven experience managing enterprise sales opportunities involving telecommunications operators, enterprise customers, or government organizations.
• Strong understanding of enterprise ICT infrastructure, including networking, data center, storage, cloud computing, optical transmission, wireless technologies, and digital transformation solutions.
• Demonstrated experience managing complex enterprise sales projects, including bidding, commercial negotiations, contracting, and project delivery oversight.
• Experience developing partner ecosystems, channel enablement programs, and B2B/B2G business collaborations.
• Strong stakeholder management skills with the ability to influence executive-level decision-makers and coordinate cross-functional teams.
• Excellent negotiation, presentation, communication, analytical, and business forecasting capabilities.
• Results-oriented, adaptable, proactive, and capable of managing multiple strategic opportunities in a dynamic business environment.
• Professional fluency in spoken and written English is required.

Job Code: #804