Enterprise Management AVP

AccountStaff; Singapore; On-site; SGD 180,000 - 280,000; Full time

Job summary

AccountStaff is seeking an accomplished Senior Sales Leader in Singapore to head a high‑performing Key Account team and accelerate revenue growth across enterprise ICT portfolios. You will set KPI frameworks, govern performance, and foster a customer‑centric culture while engaging with C‑suite stakeholders across priority sectors.

You will craft sector‑specific value propositions, lead cross‑functional collaboration, and drive go‑to‑market motions with partners to deepen wallet share and

Qualifications

• Senior sales leadership experience in enterprise ICT/telecoms
• Proven track record in selling to enterprise and wholesale channels
• Strong capability to translate business objectives into executable growth strategies

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 a culture of accountability, collaboration, agility, and customer‑centricity.
• Develop and execute enterprise GTM strategy across priority sectors (FSI, Healthcare, Education, Utilities, etc.).
• Build sector‑specific value propositions leveraging ICT, digital transformation, and emerging technologies.
• Identify growth opportunities; drive portfolio expansion and multi‑product penetration.

Skills

Sales leadership

Enterprise ICT sales

Telecoms sales

Strategic GTM

Contract negotiation

Pricing strategy

Stakeholder management

Job description

• Lead, mentor, and develop a high‑performance Key Account sales team to exceed

Responsibilities

Job Brief:

• 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.
• 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.
• 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.
• 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.
• 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.
• Technology & Partner Ecosystem Leadership
• Leverage the broader ICT ecosystem, including hyperscalers, 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.
• 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, hyperscalers, 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.