AVP Enterprise Account Management

RSM STONE FOREST ACCOUNTSERVE PTE. LTD.; Singapore; On-site; SGD 180,000 - 340,000; Full time

Job summary

RSM STONE FOREST ACCOUNTSERVE PTE. LTD. is looking for a senior Sales Leader to guide a high-performance Key Account team in enterprise ICT markets across Singapore. You will shape GTM strategy, drive multi-product adoption, and engage C-level executives to build long-term partnerships.

The role requires deep experience in enterprise ICT, strong governance of sales performance, and collaboration with cross-functional teams to deliver growth and customer value.

Qualifications

• Minimum 12-15 years of experience in Enterprise ICT, Telecommunications, Digital Services.
• Proven track record in leading enterprise sales and GTM initiatives.
• Experience engaging with C-suite executives and key accounts.

Responsibilities

• Lead, mentor, and develop a high-performance Key Account sales team to exceed growth and profitability goals.
• Establish KPI frameworks, sales methodologies, and governance for performance management.
• Foster accountability, collaboration, agility, and customer-centricity across teams.
• Develop and execute enterprise GTM strategy for priority verticals and sectors.
• Drive revenue growth in ICT portfolios including managed services, cybersecurity, cloud, and IoT.
• Engage with C-level executives, lead account planning, and conduct executive reviews.
• Partner with Marketing, Product, Pre-Sales, Engineering, Operations, and Finance on campaigns and pricing.

Skills

Sales leadership

Account management

GTM strategy

C-level engagement

Cross-functional leadership

Job description

Job Brief

Responsibilities:

1. 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. 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. 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. 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. 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. 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. 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,