Strategic Account Manager

PointStar; Kuala Lumpur; On-site; MYR 120,000 - 180,000; Full time

Job summary

PointStar is seeking an experienced Strategic Account Manager to drive growth within key enterprise accounts in Malaysia. You will lead relationship development, identify cloud and ICT opportunities, and coordinate with pre-sales and delivery teams to design tailored solutions.

You will also forecast pipelines and negotiate closing deals to achieve revenue targets. The role emphasizes Google Cloud offerings, collaboration across internal teams, and delivering measurable business value for

Qualifications

• 5+ years in strategic account management or B2B ICT sales.
• Proven track record in achieving and exceeding sales targets in cloud solutions.
• Strong understanding of cloud computing concepts, services and trends.
• Excellent communication, presentation, negotiation and interpersonal skills.

Responsibilities

• Manage and grow key client relationships within strategic accounts.
• Proactively identify new opportunities and qualify sales within existing accounts.
• Respond to ICT solution requests with emphasis on Google Cloud offerings.
• Collaborate with pre-sales and solutions architects to design tailored ICT solutions.
• Prepare compelling proposals, presentations, and contracts.
• Forecast sales pipeline accurately and report progress against targets.
• Lead complex negotiations to close mutually beneficial agreements.

Skills

Relationship building

Strategic selling

Negotiation

Forecasting

C-level engagement

Presentation skills

Communication

Education

Bachelor's degree in Business, Marketing, Computer Science, Information Technology, or related field

Tools

Google Cloud Platform

Google Workspace

ChromeOS

Apigee

AppSheet

Looker

Gemini for enterprise

Job description

We are seeking an experienced and results-driven Strategic Account Manager to join our dynamic sales team. In this pivotal role, you will be responsible for managing and growing key client relationships, understanding their unique business challenges, and proactively proposing comprehensive ICT solutions, with a primary focus on driving the adoption of Google Cloud and as well as cross functional solutions, i.e. Endpoint solutions, Video Conferencing, Software Services, etc.

You will act as a trusted advisor, identifying opportunities to expand our footprint within existing accounts, navigating complex sales cycles, and ensuring our clients realize maximum value from their technology investments.

Responsibilities

• Client Relationship Management: Build and nurture strong, long-term relationships with key decision-makers and stakeholders within assigned strategic accounts, becoming their go-to partner for ICT and cloud solutions.
• Sales Opportunity Management: Proactively identify and qualify new sales opportunities within existing accounts, understanding client pain points and strategic objectives.
• Solution Sales: Respond to all sales requests for ICT solutions, with a strong emphasis on Google Cloud offerings (e.g., Google Workspace, Google Cloud Platform, ChromeOS, Apigee, AppSheet, Looker, and emerging AI solutions like Gemini for enterprise).
• Needs Assessment & Solution Design: Conduct in-depth needs assessments, collaborate with technical pre-sales and solutions architects to design tailored ICT and cloud solutions that address client requirements and deliver measurable business value.
• Proposal Development & Presentation: Prepare compelling sales proposals, presentations, and contracts, effectively articulating the value proposition of our solutions.
• Sales Forecasting & Reporting: Accurately forecast sales pipeline, manage opportunities through the sales cycle, and report on sales activities and progress against targets.
• Achieve Sales Targets: Consistently meet and exceed assigned revenue and gross margin targets for your strategic accounts.
• Market Intelligence: Stay abreast of industry trends, competitive landscape, and new Google Cloud/ICT offerings to effectively position our solutions.
• Cross-Functional Collaboration: Coordinate with internal teams including pre-sales, professional services, customer success, and support to ensure seamless solution delivery and exceptional client experience.
• Contract Negotiation: Lead and close complex sales negotiations, ensuring mutually beneficial agreements.

Qualifications

Required:

• Bachelor's degree in Business, Marketing, Computer Science, Information Technology, or a related field.
• 5+ years of proven experience in strategic account management or B2B sales within the Information and Communications Technology (ICT) sector.
• Demonstrable track record of achieving and exceeding sales targets, particularly in selling cloud solutions (e.g., Google Cloud, AWS, Azure).
• Strong understanding of cloud computing concepts, services, and trends.
• Excellent communication, presentation, negotiation, and interpersonal skills.
• Ability to build rapport and influence at all levels of an organization, from technical teams to C-level executives.
• Strong business acumen and the ability to understand complex business challenges.
• Self-motivated, proactive, and able to work independently as well as part of a team.

Preferred:

• Direct experience selling Cloud solutions
• Familiarity with low-code/no-code platforms like AppSheet and AI services
• Relevant industry certifications (e.g., Google Cloud Sales Credential).

Nice to Have:

• Experience in a Google Cloud Partner environment.
• Knowledge of digital transformation methodologies and how technology enables them.
• A strong professional network within the enterprise segment in Malaysia