Enterprise Business - Head of Sales Planning & GTM

CelcomDigi; Selangor; On-site; MYR 180,000 - 250,000; Full time

Job summary

A leading telco-tech company in Malaysia is seeking a Head of Sales Planning & Go-To-Market to lead sales strategy and performance management. This pivotal role involves a team management responsibility and collaboration across departments to drive sales growth and operational efficiencies. The ideal candidate will possess significant B2B sales experience and a strong background in sales planning and strategy. If you're a results-oriented leader ready to make an impact, we want you on our team.

Benefits

Opportunities for innovation

Engaging work environment

Commitment to employee growth

Qualifications

• Minimum 10–15 years of experience in B2B/Enterprise sales or commercial operations.
• Proven experience in leading sales planning and performance management.
• Strong knowledge of enterprise sales planning and market segmentation.

Responsibilities

• Lead a team for enterprise sales planning and sales performance tracking.
• Oversee sales pipeline governance and collaboration with Vertical Leads.
• Ensure compliance with SLAs on tender and bid activities.

Skills

B2B/Enterprise sales experience

Sales planning

GTM strategy

Cross-functional leadership

Analytical skills

Sales data interpretation

Operational efficiency

Education

Bachelor’s degree in Business, Marketing, Finance, Economics, or related field

Tools

CRM systems

Job description

Enterprise Business - Head of Sales Planning & GTM

We are now ONE! #CelcomDigi Celcom and Digi have merged with the aim to create Malaysia’s most inspiring telco-tech company, building on two well-loved brands with over six decades of combined strengths in innovation and connecting Malaysians.

Date:12 Jan 2026

Custom Field 2:14522

Employment Type:Permanent

City:CelcomDigi Tower, Petaling Jal

Job Description

The Enterprise Business Head of Sales Planning & Go-To-Market (GTM) leads enterprise sales planning, pipeline governance, and performance management to drive revenue growth and operational excellence. This role manages a team of three FTEs and works closely with Sales, Bid Management, Enterprise Operations, and Marketing to ensure disciplined execution, SLA adherence, and effective go‑to‑market delivery. Responsible for establishing robust sales metrics, forecasting, and reporting frameworks to enable data‑driven decision‑making, improve sales productivity, and support sales transformation. The role also oversees tender and bid governance for Strategic and Corporate Accounts, contributes to enterprise business planning and reviews, and represents the function on sales governance and process improvement initiatives to simplify internal workflows and accelerate revenue realization.

Responsibilities

• Lead and provide strategic direction to a team of three FTEs responsible for enterprise sales planning and sales performance tracking.
• Oversee sales pipeline governance and hygiene in close collaboration with Vertical Leads to achieve revenue targets.
  • Establish and manage consistent sales metrics, forecasting, and reporting frameworks (monthly, quarterly, and annual).
  • Ensure continuous monitoring and analysis of sales performance data to identify trends, opportunities, and areas for improvement.
• Lead and coordinate with the Bid Management team on all tender and bid activities for Strategic and Corporate Accounts, ensuring full compliance with defined SLAs.
• Contribute to the enterprise business planning cadence, including preparation and participation in business reviews.
• Partner closely with Enterprise Operations and Enterprise Business Marketing.
  • Ensure end‑to‑end SLA fulfillment (e.g. activation, device delivery, SIM activation) for timely revenue realization while optimizing sales processes, tools, and frameworks.
  • Act as the representative for the Head of Sales/Head of Department on sales governance, guiding principles, and operational efficiency initiatives to simplify internal processes.

Requirements

• Bachelor’s degree in Business, Marketing, Finance, Economics, or a related field.
• Minimum 10–15 years of experience in B2B/Enterprise sales, sales planning, GTM strategy, or commercial operations.
• Proven experience in leading sales planning, forecasting, pipeline governance, and performance management in a complex enterprise environment.
• Prior people management experience with cross‑functional stakeholder leadership exposure.
• Strong knowledge of enterprise sales planning, GTM models, market segmentation, pricing, and offer structuring.
• Hands‑on experience in sales pipeline management, forecasting accuracy, and CRM‑driven sales governance.
• Experience establishing sales metrics, dashboards, and reporting frameworks to drive productivity and sales transformation.
• Solid experience managing enterprise bids and tenders, including collaboration with bid management teams and adherence to SLAs.
• Strong commercial acumen with the ability to translate strategy into executable sales plans.
• Demonstrated ability to partner effectively with Sales, Marketing, Product, Finance, and Operations teams.
• Experience driving operational efficiencies, process simplification, and end‑to‑end revenue realization.
• Ability to represent the function at senior leadership forums and business reviews.
• Strong analytical skills with the ability to interpret sales data, identify trends, and recommend actionable insights.
• Proven leadership, communication, and influencing skills across senior stakeholders.
• Comfortable operating in a fast‑paced, performance‑driven environment with high accountability.
• Strategic, structured, and execution‑focused mindset.
• High ownership, resilience, and strong attention to detail.
• Results‑oriented with a continuous improvement mindset.

Business Unit: ENTERPRISE BUSINESS

Next Steps

Thank you for taking the first step towards joining our team at CelcomDigi! After submitting your application, our Talent Acquisition team will review your CV and reach out to shortlisted candidates to guide you through the next steps, including a pre‑screening conversation, interviews and/or assessments.

At CelcomDigi, we aspire to be Malaysia’s leading telco‑tech company — the nation’s digital growth engine — powering transformation through 5G, AI, and innovation that impacts over 20 million customers. Here, your role goes beyond work. It’s about enabling businesses to thrive, connecting communities, and advancing society, as we build a brand rooted in trust, reliability and customer excellence. Aligned with our employer value proposition, Grow with Purpose. Build with Trust – you’ll have the opportunity to innovate responsibly and create digital solutions that truly make a difference. If you’re driven, future focused, and ready to be part of something bigger, we want you on our team.

Let’s advance and inspire Malaysia together! #WeAreCelcomDigi

Follow CelcomDigi on LinkedIn and vote for us as Malaysia’s Most Preferred Employer at the GRADUAN Brand Awards.

CelcomDigi is an equal opportunity employer, and committed to promote employment practices that are transparent, objective and fair.