Strategic Account Manager

PointStar; Kuala Lumpur; Presencial; MYR 120.000 - 240.000; Jornada completa

Descripción de la vacante

PointStar seeks an experienced Strategic Account Manager to grow key ICT relationships with a focus on Google Cloud and integrated cloud solutions. You will manage opportunities, design tailored ICT strategies, and present compelling proposals to executives.

You will drive forecast accuracy, collaborate with pre-sales and delivery teams, and close complex negotiations to maximize value for clients and the company.

Formación

• Bachelor's degree required in a related field.
• 5+ years of proven ICT strategic account management or B2B sales experience.
• Strong track record in selling cloud solutions (Google Cloud, AWS, Azure).
• Solid understanding of cloud computing concepts, services, and trends.
• Excellent communication, presentation, negotiation, and interpersonal skills.
• Ability to build rapport and influence at all levels, from technical teams to C‑level executives.
• Strong business acumen and ability to understand complex business challenges.
• Self-motivated, proactive, and able to work independently or with a team.

Responsabilidades

• Client Relationship Management: Build and nurture relationships with key decision-makers within strategic accounts.
• Sales Opportunity Management: Identify and qualify new opportunities within existing accounts.
• Solution Sales: Respond to ICT solutions requests with emphasis on Google Cloud offerings.
• Needs Assessment & Solution Design: Conduct needs assessments and design tailored ICT solutions.
• Proposal Development & Presentation: Prepare compelling proposals, presentations, and contracts.
• Sales Forecasting & Reporting: Forecast pipeline and report progress to targets.
• Achieve Sales Targets: Meet and exceed revenue and gross margin targets.
• Market Intelligence: Stay updated on industry trends and Google Cloud offerings.
• Cross-Functional Collaboration: Coordinate with pre-sales, professional services, CS, and support.
• Contract Negotiation: Lead and close complex negotiations.

Conocimientos

Account management

B2B sales

Cloud solutions

Communication

Negotiation

Presentation

Needs analysis

Forecasting

Cross-functional collaboration

Strategic thinking

Educación

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

Herramientas

Google Cloud

Google Workspace

Google Cloud Platform

Descripción del empleo

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