GM Sales (Telecommunication)

Monroe Consulting Group; Jakarta Pusat; On-site; IDR 900,000,000 - 1,500,000,000; Full time

Job summary

Monroe Consulting Group in Jakarta seeks a General Manager Sales - Telecommunication to lead the sales function, accelerate revenue growth, and strengthen relationships with major telco accounts across ICT and System Integration.

You will build high-performing teams, drive strategic opportunities, coach a diverse sales group, and collaborate with delivery and presales to win large deals in Indonesia's telecom market.

Qualifications

• Bachelor's degree in Business, Engineering, IT or related field.
• Minimum 10 years in B2B sales, account management, or business development within technology/ICT.
• Experience in System Integrator environment preferred.
• Proven track record with telecommunications clients, especially major telco operators in Indonesia.
• Strong leadership and coaching abilities.

Responsibilities

• Lead sales strategy to achieve revenue, gross profit and growth targets.
• Manage strategic telco accounts and key relationships.
• Drive new business across System Integration, ICT, network infrastructure, managed services, and related solutions.
• Oversee key account management, pipeline development and forecasting.
• Lead and develop the sales and account management teams.
• Negotiate tenders, proposals, pricing, contracts and commercial strategies.
• Collaborate with presales, solution, technical, delivery and management teams.
• Monitor market trends and identify growth opportunities.

Skills

Sales leadership

Strategic account management

Negotiation

Forecasting

Team coaching

Stakeholder management

Cross-functional collaboration

Business development

Education

Bachelor's degree in Business/Engineering/IT

Job description

Monroe Consulting Group, an Executive Recruitment firm, is partnering with an organisation in the Information Technology industry to hire a General Manager Sales - Telecommunication. This opportunity is based in Jakarta, Indonesia.

Position Overview

Lead the company's sales function to drive revenue growth, strengthen strategic telecommunications accounts, and expand business opportunities across the ICT and System Integration market.
Champion commercial excellence by developing high-performing sales teams, building long-term customer relationships, and delivering sustainable business growth.

Key Responsibilities

• Lead Sales Strategy & Revenue Growth: Develop and execute the overall sales strategy to achieve annual revenue, gross profit, and business growth targets.
• Manage Strategic Telco Accounts: Build and maintain strong relationships with key telecommunications customers, including major telco operators and relevant technology ecosystem partners.
• Drive New Business Development: Identify and develop new business opportunities across System Integration, ICT, network infrastructure, managed services, and related technology solutions.
• Strengthen Key Account Management: Oversee strategic accounts, ensuring strong customer engagement, account penetration, pipeline development, and long-term commercial relationships.
• Lead the Sales Team: Manage, coach, and develop the sales and account management team, ensuring clear targets, performance management, and effective execution.
• Manage Sales Pipeline & Forecasting: Maintain strong visibility of the sales pipeline, opportunity conversion, forecasting, and overall sales performance.
• Lead Commercial Negotiations: Manage major tenders, proposals, pricing discussions, contract negotiations, and commercial strategies for strategic opportunities.
• Collaborate Cross-Functionally: Work closely with presales, solution, technical, delivery, and management teams to develop competitive solutions aligned with customer requirements.
• Market Development: Monitor technology trends, customer requirements, competitor activities, and market developments to identify potential growth opportunities.

Key Requirements

Qualifications & Experience

• Bachelor's degree in Business, Engineering, Information Technology, or another relevant field.
• Minimum 10 years of experience in B2B sales, account management, or business development within the technology/ICT industry.
• Strong experience working within a System Integrator (SI) environment is highly preferred.
• Proven experience handling telecommunications clients, particularly major telco operators and strategic accounts in Indonesia.
• Demonstrated track record in achieving significant sales, revenue, or gross profit targets and managing complex enterprise sales cycles.
• Proven leadership experience, with the ability to manage, coach, and develop sales and account management teams.

Technical / Functional Expertise

• Strong understanding of the ICT/System Integration ecosystem, including technology solutions, infrastructure, network, managed services, or related enterprise solutions.
• Strong experience in key account management, new business development, tender management, and commercial negotiation.
• Experience developing and executing sales strategies for enterprise and telecommunications markets.
• Expertise in sales pipeline management, forecasting, opportunity conversion, and performance monitoring.
• Experience managing strategic bids, tenders, proposals, and commercial contracts.
• Strong knowledge of telecommunications and technology market dynamics in Indonesia.

Soft Skills & Leadership Competencies

• Excellent communication, presentation, and negotiation skills.
• Strong stakeholder management and relationship-building capabilities.
• Strategic thinking with a strong commercial and business-growth mindset.
• Strong leadership, coaching, and team development skills.
• Ability to collaborate effectively with cross-functional teams, including presales, technical, delivery, and management functions.
• Results-oriented with strong problem-solving and decision-making capabilities.
• Strong network and relationships within the Indonesian telecommunications and technology ecosystem would be advantageous.