Services Sales Manager

Airswift; Subang Jaya; On-site; MYR 180,000 - 300,000; Full time

Job summary

Airswift is seeking a Services Sales Manager to lead the engagement with assigned countries, driving revenue growth across SaaS, services, and maintenance offerings for airside systems.

The role involves developing account plans for airports and ANSPs, negotiating multi-year contracts, and ensuring accurate CRM-based forecasting while coordinating cross-functional delivery teams.

Qualifications

• 8–10 years of industry experience in selling SaaS, Managed Services or Training Services.
• Experience in airfield ground lighting (AGL), AVDGS/gate management, or related airport systems is advantageous.
• Familiarity with procurement/tendering in airports/ANSPs.
• Proven ability to manage multi-stakeholder ecosystems and complex contracts.

Responsibilities

• Deliver regional services order intake, revenue, margin, and cash targets.
• Build and execute account plans for top airports, airport groups, ANSPs, and key integrators/contractors.
• Expand share-of-wallet by lifecycle value: reliability, uptime, and TCO.
• Lead negotiations for multi-year SLAs, KPIs/penalties, and pricing.
• Forecast accurately using CRM and coordinate cross-functional teams.

Skills

SaaS sales

Managed Services

Training Services

Airside systems

Airfield / AGL understanding

A-VDGS/gate management

Airside automation

Digital platforms

Education

Diploma or Engineering degree

Tools

CRM tools

ERP systems

Job description

PURPOSE – Role As Services Sales Manager for assigned Countries you will be at the fore front of prospect and customer engagement leading Services and SaaS solutions portfolio complimenting Airside 4.0 Strategy and reporting to Regional Sales Director.

Your primary Responsibilities shall be including but not limited to:

Deliver regional services order intake, revenue, margin, and cash targets for the portfolio. Build and execute account plans for top airports, airport groups, ANSPs, and key integrators/contractors. Expand share-of-wallet by positioning lifecycle value: reliability, compliance, uptime, and total cost of ownership. Drive services penetration for installed base (airfield lighting, A-VDGS/gate systems, apron management, airside automation, and Airside 4.0 platforms). Sell and package (Airfield, Gate & Airside 4.0) offerings such as: Preventive/corrective maintenance, inspections, and regulatory support On-site resident engineering / managed services Spares, repairs, exchanges, and inventory programs Modernization/retrofit and performance upgrades Software maintenance, subscriptions, hosting, and remote monitoring Cybersecurity hardening, patching, and compliance support (where applicable) Training and competency programs (airfield/gate/airside systems) Translate operational outcomes into value propositions: safety, availability, resilience, data visibility, and efficiency. Own pipeline governance: lead qualification, bid/no-bid, win strategy, pricing, risk review, and approvals. Lead negotiations for complex services contracts (multi-year SLAs, KPIs/penalties, indexation, limitations of liability, scope boundaries). Ensure accurate forecasting using CRM (e.g., Salesforce), including stage discipline and probability weighting. Coordinate cross-functional resources (Services Delivery, Engineering, Legal, Finance to produce compliant, competitive proposals. Implement structured renewal management for software support, service agreements, and managed services. Establish installed base intelligence (asset age, criticality, obsolescence, upgrade paths) to drive proactive campaigns. Partner with delivery teams to protect customer satisfaction, drive referenceability, and identify upsell/cross-sell. Ensure compliance with company policies (ethics, trade compliance, tender rules, HSE). Improve standardization of service scope, pricing tools, proposal templates, and contracting playbooks. Support regional budgeting, strategic planning, and quarterly business reviews (QBRs). Proactively work towards creating Services oriented long term SLA and Managed services opportunities in collaboration with local partners. Coordinate with regional operations and services teams as needed to ensure proactive and efficient support to customers and business partners.

Relationships/Stakeholders

Internal: Regional HQ and its Department Leaders Business Lines Operations (Projects & Services) Stakeholders External: Customers and Prospects Business Partners Contractors Business Skills Strategic selling and value-based negotiation at executive level Strong financial acumen (pricing, margin, risk, cash terms) Engineering and Technical acumen towards problem solving Tendering and Technical bid/proposal development. Effective Communication and Presentation Skills Structured opportunity management and stakeholder orchestration Customer-centric mindset with operational credibility (airside realities) Data-driven forecasting and pipeline discipline Integrity, compliance-first behavior, and high accountability

Experience/Skills

• You should have 8- 10 years of Industry experience in selling SaaS and/or Managed Services or Training Services. Relevant experience in airfield ground lighting (AGL), AVDGS/gate management, apron management, airside automation, airport digital platforms, would be an advantage though not a deterrent if you are right fit.
• Familiarity with procurement/tendering in airports/ANSPs, including public tenders.
• Experience in managing client relationships together with channel partners and/contractors.
• Understanding of complexities involved in multi-stakeholder eco-system on the customer’s end.
• Successful track record demonstrating your business skills and understanding of Managed Services and Long term Service Level Agreements.

Education/Certifications

Diploma or Engineering Graduate in with a college university of repute. Certifications in SaaS/Services Oriented training programs would be advantageous.

IT-Skills/System requirements

MS Office proficiency CRM tools. Understanding ERP systems would be preferred though not mandatory.