AVP Enterprise Account Management

RSM STONE FOREST ACCOUNTSERVE PTE. LTD.; Singapore; On-site; SGD 140,000 - 230,000; Full time

Job summary

RSM STONE FOREST ACCOUNTSERVE PTE. LTD. is seeking a seasoned Enterprise ICT sales leader to drive growth across public and private sectors in Singapore. You will own go-to-market strategy, build high-performance sales teams, and engage C‑suite executives to accelerate digital transformation.

You will lead cross-functional GTM programs, govern pricing, and craft sector-specific value propositions across connectivity, cloud, cybersecurity, managed services, IoT, and emerging technologies.

Qualifications

• Proven track record in translating business objectives into scalable sales strategies.
• Experience leading enterprise and wholesale ICT sales across multiple sectors.
• Strong ability to build executive-level relationships and influence decision makers.
• Extensive experience in go-to-market planning and cross-functional alignment.
• Demonstrated expertise in pricing strategies, business case development, and profitability management.

Responsibilities

• Lead, mentor, and develop a high‑performance enterprise ICT sales team.
• Develop and execute enterprise GTM strategy covering priority verticals.
• Drive portfolio expansion and higher adoption of cloud, cybersecurity, and IoT offerings.
• Engage C‑suite executives across key accounts and lead strategic account planning.
• Align marketing, product, pre‑sales, engineering, and finance to build compelling campaigns and commercial models.
• Build joint GTM plans with technology partners and drive co‑selling opportunities.
• Defend market share and drive renewal discipline while growing multi‑product penetration.

Skills

Strategic Leadership

Commercial Leadership

Market Leadership

Executive Influence

Change Leadership

Partnership Leadership

Job description

Job Brief:

Responsibilities:

1. Sales Leadership & Performance Management

Lead, mentor, and develop a high‑performance Key Account sales team to exceed growth and profitability goals.

Establish clear KPI frameworks, sales methodologies, and governance for performance management.

Foster a culture of accountability, collaboration, agility, and customer‑centricity.

2. Enterprise Go‑To‑Market & Vertical Strategy

Develop and execute enterprise GTM strategy covering priority verticals (e.g. FSI, Healthcare, Education, Utilities & Energy, Property & construction, logistics, hospitality, manufacturing, Retail,..etc).

Build sector‑specific value propositions leveraging ICT, digital transformation, and emerging technologies.

Identify new growth opportunities within assigned sectors to increase market penetration and competitiveness.

3. Revenue Growth in Strategic ICT Portfolios

Drive portfolio expansion and higher adoption of:

Managed Network services (SD‑WAN, connectivity, network-as-a-service)

Cybersecurity solutions(SOC, MDR, zero trust, identity, secure access services)

Cloud services (cloud migration, hybrid cloud, multi‑cloud, managed cloud)

IoT solutions (connected devices, smart infrastructure, industry‑specific IoT)

Quantum‑Safe technologies(post‑quantum encryption, secure communications)

Responsibilities include:

Increasing attachment rates across all solutions in targeted sectors.

Driving portfolio penetration within existing and new enterprise accounts.

Strengthening multi‑product adoption to improve stickiness and wallet share.

Ensuring sales teams are equipped to position, sell, and defend these core offerings.

4. C‑Suite & Executive Engagement

Build trusted advisor relationships with C‑level executives across key accounts.

Lead strategic account planning, multi‑year engagement strategies, and executive‑level business reviews.

Drive high‑impact engagements that influence digital strategy and long‑term transformation roadmaps.

5. Cross‑Functional Alignment

Partner with Marketing, Product, Pre‑Sales, Engineering, Operations, and Finance to build compelling GTM campaigns, solution bundles, and commercial models.

Ensure deal governance, pricing strategy, and proposal development align with customer needs and profitability goals.

Collaborate with Product and Engineering teams to refine competitive value propositions.

6. Technology & Partner Ecosystem Leadership

Leverage the broader ICT ecosystem, including hyper scalers, cybersecurity vendors, network OEMs, IoT partners, and emerging technology providers.

Build and activate joint GTM plans with technology partners to accelerate solution adoption and increase co‑sell opportunities.

Utilize partner programs, incentives, and co‑marketing to drive pipeline growth.

7. Customer Retention & Account Development

Implement strong retention frameworks to defend market share and protect recurring revenue streams.

Ensure renewal discipline and proactive account health management.

Drive multi‑product penetration, contract expansion, and long‑term account development strategies.

Leadership Competency

Strategic Leadership: Ability to translate business objectives into executable sales and growth strategies.

Commercial Leadership: Strong capability to identify, develop, and scale new business opportunities across enterprise and wholesale channels.

Market Leadership: Deep understanding of industry trends, competitive dynamics, digital transformation, and emerging technologies influencing enterprise and wholesale telecommunications markets.

Executive Influence: Strong ability to engage, influence, and build trusted relationships with C‑suite executives, government stakeholders, and industry leaders.

Change Leadership: Ability to lead organizational transformation, navigate ambiguity, and drive adoption of new business models and technologies.

Partnership Leadership: Experience developing strategic alliances, co‑selling motions, and ecosystem partnerships that accelerate business growth.

Network & Industry Ecosystem

• Established network within Singapore and regional enterprise, telecommunications, and technology sectors.
• Strong relationships with enterprise customers, government agencies, system integrators, hyper scalers, cybersecurity providers, cloud partners, and technology ecosystem players.
• Well‑connected within the wholesale telecommunications community, including carriers, network operators, data centre providers, infrastructure partners, and international connectivity providers.
• Active participation in industry associations, technology forums, and executive‑level networking platforms.
• Proven ability to leverage industry relationships to generate new business opportunities, strategic partnerships, and market expansion initiatives.

Skills & Experience

Minimum 12-15 years of experience in Enterprise ICT, Telecommunications, Digital Services, or Technology Sales, with at least 5 years in a sales leadership role managing high‑performing teams.

Proven experience in both enterprise and wholesale telecommunications markets, including carrier, service provider, infrastructure, data centre, subsea cable, and wholesale connectivity partnerships.

Strong track record in driving revenue growth across connectivity, cloud, cybersecurity, managed services, IoT, and emerging technology portfolios.

Demonstrated experience building and executing sector‑focused go‑to‑market strategies across public and private sector customers.

Experience leading large, complex, multi‑stakeholder sales pursuits and strategic transformation engagements.

Strong commercial acumen with expertise in contract negotiations, pricing strategies, business case development, and profitability management.