Strategic Account Manager - FSI Banking

MatchaTalent; Jakarta Selatan; On-site; IDR 1,200,000,000 - 2,600,000,000; Full time

Job summary

MatchaTalent seeks a seasoned Account Manager – FSI to lead enterprise ICT sales across major banks in Indonesia. You will drive revenue growth, manage key accounts, and coordinate cross-functional teams to deliver complex ICT solutions.

You will engage C-level stakeholders, craft strategic plans, and close multi-year contracts while navigating highly regulated financial environments. Excellent English and robust industry knowledge are essential.

Qualifications

• Bachelor's degree in Telecommunications, Computer Science, Informatics Engineering, Information Technology, or related disciplines.
• 7+ years direct enterprise sales experience within ICT, telecommunications, or technology solution industries.
• 5+ years experience managing Financial Services Industry (FSI) accounts in enterprise IT/ICT environments.
• Strong experience handling major banking accounts such as BCA, DBS, UOB, BSI, BRI, BNI, BTN.
• Solid understanding of enterprise ICT business processes and digital infrastructure solutions.
• Proven track record in large-scale ICT projects and enterprise solution sales cycles.
• Experience selling enterprise products such as switches, routers, storage, optical fiber, wireless solutions.
• Strong forecasting, pipeline management, and account strategy development.
• Excellent presentation, negotiation, and stakeholder management skills with C-levels.
• MS Office proficiency, particularly Excel, PowerPoint, Word.
• Extroverted, adaptable, and capable of building relationships across diverse environments.
• Strong commercial mindset with resilience in target-driven settings.
• Analytical and detail-oriented in handling complex enterprise opportunities.
• Fluent in spoken and written English.

Responsibilities

• Manage revenue growth, market share, P&L, and business development for assigned financial services accounts.
• Develop quarterly/annual business plans, sales strategies, and pricing aligned to objectives.
• Build and maintain senior stakeholder relationships within banks and financial institutions.
• Identify business priorities and position ICT solutions for operations and digital transformation.
• Drive end-to-end sales including opportunities, positioning, bidding, negotiation, and closure.
• Achieve targets for Huawei's enterprise portfolio including networking, storage, wireless, fiber, routing, and collaboration.
• Conduct ongoing account farming, pipeline management, engagement, product demonstrations, and forecasting.
• Collaborate with channel partners to strengthen market coverage and lead generation.
• Coordinate internal/external resources for project delivery and customer success.
• Monitor competition and market trends to improve win rates.

Skills

Account management

Enterprise sales

Stakeholder management

Forecasting

P&L management

Negotiation

C-level engagement

Presentation

Relationship building

Education

Bachelor's Degree in Telecommunications, Computer Science, Informatics Engineering, Information Technology, or related disciplines

Tools

Microsoft Office (Excel, PowerPoint, Word)

Job description

Client Overview:

This company is one of the world's leading providers of information and communications technology (ICT) infrastructure, enterprise digital solutions, cloud computing platforms, and smart devices. Established in the late 1980s and headquartered in China, the organization operates across more than 170 countries and is globally recognized for its leadership in telecommunications technology, 5G innovation, artificial intelligence, and enterprise digital transformation.

The company maintains a strong international reputation through continuous investment in advanced technologies including cloud computing, networking infrastructure, enterprise storage, optical transmission, cybersecurity, and intelligent collaboration platforms. Its large-scale R&D ecosystem and commitment to technological innovation position the organization as a strategic technology partner for governments, telecommunications operators, financial institutions, and enterprise clients worldwide.

In Indonesia, the organization plays a major role in supporting national digital transformation initiatives across sectors such as government, banking, telecommunications, logistics, manufacturing, and smart city development through strategic ICT infrastructure projects and enterprise technology solutions.

Job Role:

To strengthen its enterprise business expansion within Indonesia's Financial Services Industry (FSI) sector, the company is enhancing its strategic account management capabilities across key banking and financial institution accounts. The organization promotes a highly target-driven, competitive, and commercially focused culture centered on strategic customer engagement, enterprise solution selling, and long-term business growth.

The Account Manager – FSI is responsible for managing overall business performance, revenue growth, and market penetration across assigned financial institution accounts, including leading private banks and state-owned banks in Indonesia. This role carries full accountability for account strategy development, customer relationship management, project execution, channel collaboration, and achievement of commercial targets across the enterprise ICT portfolio.

The position requires a highly driven and relationship-oriented sales professional capable of navigating complex enterprise sales cycles, engaging C-level stakeholders, and driving large-scale ICT solution opportunities within highly regulated financial industry environments.

Key Responsibilities:

• Manage overall revenue growth, market share, P&L performance, and business development activities across assigned financial services accounts.
• Develop and execute quarterly and annual business strategies, sales plans, channel development initiatives, and pricing approaches aligned with commercial objectives.
• Build and maintain strong relationships with key stakeholders, decision-makers, and executive leadership teams within banking and financial institutions.
• Identify customer business priorities and position enterprise ICT solutions aligned with operational, infrastructure, and digital transformation requirements.
• Drive end-to-end enterprise sales execution, including opportunity identification, solution positioning, bidding, negotiation, and contract closure.
• Achieve sales targets across Huawei's enterprise product portfolio including networking, storage, wireless, optical fiber, routing, and collaboration solutions.
• Conduct ongoing sales activities including account farming, pipeline management, customer engagement, product presentations, and business forecasting.
• Collaborate with channel partners and ecosystem stakeholders to strengthen market penetration, customer coverage, and lead generation activities.
• Coordinate internal and external resources to ensure successful project delivery, operational execution, and customer satisfaction.
• Monitor competitor activities, market developments, and pipeline trends to strengthen competitive positioning and improve win rates.

Candidate Requirements:

• Bachelor's Degree in Telecommunications, Computer Science, Informatics Engineering, Information Technology, or related disciplines.
• Minimum 7 years of direct enterprise sales experience within ICT, telecommunications, or technology solution industries.
• Minimum 5 years of experience managing Financial Services Industry (FSI) accounts within enterprise IT/ICT environments.
• Strong experience handling major banking accounts such as BCA, DBS, UOB, BSI, BRI, BNI, BTN, or other leading financial institutions.
• Strong understanding of enterprise ICT business processes, digital infrastructure solutions, and enterprise technology ecosystems.
• Proven track record managing large-scale ICT projects and enterprise solution sales cycles.
• Experience selling enterprise products such as switches, routers, storage, optical fiber, wireless solutions, or related ICT infrastructure technologies.
• Strong capability in business forecasting, pipeline management, account strategy development, and P&L management.
• Excellent presentation, negotiation, and stakeholder management skills with the ability to engage C-level executives and senior decision-makers.
• Strong proficiency in Microsoft Office applications, particularly Excel, PowerPoint, and Word.
• Extroverted, highly adaptable, and capable of building strong professional relationships across diverse business environments.
• Strong commercial mindset with high resilience, competitiveness, and willingness to operate within highly demanding target-driven environments.
• Analytical, detail-oriented, and capable of managing complex enterprise business opportunities effectively.
• Professional fluency in spoken and written English is mandatory.

Job code: #352