Enterprise Account Executive - IT Principal

Michael Page; Jakarta Pusat; On-site; IDR 500,000,000 - 1,500,000,000; Full time

Job summary

Michael Page is recruiting for a high-impact Enterprise Sales leader in Jakarta, Indonesia. You will own the entire new-business sales lifecycle, from territory mapping and target-account identification through prospecting, qualification, solution development, negotiation and close.

You will build a robust pipeline through proactive, self-generated business development, rather than relying on inbound opportunities.

Qualifications

• Proven track record in full lifecycle new-business selling.
• Experience selling to cloud-first enterprise customers.
• Ability to translate tech into business value for C-suite.
• Independent pipeline generation and deal closure are required.

Responsibilities

• Own end-to-end new business sales lifecycle from territory mapping to close.
• Build a high-quality pipeline through proactive BD, not just inbound.
• Identify and penetrate high-potential cloud-first firms; develop stakeholder relationships.
• Establish credibility with senior technology, engineering, and business leaders.
• Understand each prospect’s business model, tech environment, priorities, and ROI drivers.
• Translate complex tech challenges into compelling ROI business cases.
• Multi-thread opportunities by mapping relationships across buyers and champions.
• Navigate enterprise buying processes and maintain momentum through long cycles.
• Lead negotiations and align internal and customer stakeholders to close opportunities.
• Maintain rigorous pipeline management and forecasting discipline.

Skills

New-business sales

Enterprise sales

Cloud SaaS

Stakeholder management

Tools

Salesforce

Job description

• Publicly traded Global Technology Principal
• Opportunity to build selected discipline from scratch

About Our Client

Our client is a global technology company operating within the cloud software ecosystem, helping organizations address challenges associated with operating modern technology environments at scale.

Key Responsibilities

• Own the full new-business sales lifecycle, from territory mapping and target-account identification through prospecting, qualification, solution development, negotiation and close.
• Build a high-quality pipeline through proactive, self-generated business development, rather than relying predominantly on inbound opportunities.
• Identify and penetrate high-potential cloud-first businesses and develop relationships across multiple stakeholder groups.
• Establish credibility with senior technology, engineering and business decision-makers.
• Develop a deep understanding of each prospect's business model, technology environment, priorities and commercial drivers.
• Translate complex technology challenges into compelling business cases based on measurable value and ROI.
• Multi-thread opportunities by developing relationship maps across technical users, champions, economic buyers and executive stakeholders.
• Navigate complex enterprise buying processes and maintain momentum throughout longer, multi-stakeholder sales cycles.
• Lead commercial negotiations and build the internal and customer alignment required to close strategic opportunities.
• Maintain rigorous pipeline management and forecasting discipline.

The Ideal Candidate

• You are a builder and hunter at heart.
• You are comfortable starting with a blank sheet: determining which organizations matter, finding a credible entry point, developing champions and turning an initially cold account into a strategically qualified opportunity.
• You combine persistence with commercial judgment. Rather than simply presenting technology, you seek to understand why a customer needs to act, why the issue matters commercially and what will create sufficient organizational momentum to make a decision.
• You are equally comfortable engaging technical stakeholders and senior decision-makers and can coordinate multiple relationships without losing sight of the commercial outcome.
• Above all, you take personal ownership for building your territory and closing business.

Must-Have Requirements

• Demonstrated strength in end-to-end business development / hunting, including originating opportunities and progressing them through to close.
• Track record of winning new-logo business.
• Experience selling to or developing business within cloud-first companies.
• Ability to independently prospect, create pipeline and develop opportunities rather than relying primarily on an inherited customer base.

Good-to-Have Qualifications

• Experience selling SaaS, cloud infrastructure, observability, developer tooling or adjacent enterprise technology.
• Experience navigating complex technology organizations and engaging multiple technical and commercial stakeholders.
• Strong value-based or solution-selling capability.
• Experience selling into organizations undergoing cloud adoption, modernization or operating cloud environments at scale.
• Familiarity with structured enterprise qualification and sales methodologies.
• Evidence of consistently delivering against demanding individual sales targets.

Why This Role Is Attractive

• True hunting mandate: An opportunity centered on creating and winning new enterprise business.
• End-to-end ownership: Lead the complete commercial journey from target identification through close.
• Cloud-first customer focus: Build relationships with organizations operating at the forefront of modern cloud technology.
• Complex strategic selling: Engage customers on material technology and business challenges rather than transactional purchases.
• Opportunity to build: Particularly relevant for sales professionals motivated by opening accounts and developing a market rather than primarily servicing an established portfolio.

Quote job ref: JN-082026-7086074