This is a position at Qode's Client.
Job Title:
Regional Sales Leader - Malaysia, Indonesia and ThailandLocation:
SelangorReporting to: Global Chief Customer OfficerBusiness Unit: Digital Engineering, Cloud, Data & AI, CX, and Managed Services______Role OverviewThis is a high-impact leadership role with full P&L accountability for Malaysia, driving significant business impact. You will spearhead new business acquisition, expand strategic accounts, and elevate our client market presence across key sectors including BFSI, Telecom, High-Tech, Manufacturing, Retail, and GLCs in Malaysia and ASEAN.
Ideal candidate is a pro-active hunter with a proven track record of IT services sales, complimented by exceptional relationship-building abilities and strategic insight. You will collaborate closely with global delivery teams, solution architects, partner alliances, and practice units specializing in Cloud, Data & AI, and Digital Engineering to deliver innovative solutions and sustainable growth.______________Key Responsibilities1. Partner Ecosystem Led Revenues
- Our client cultivates strategic partnerships with major global and regional ISVs such as Microsoft, AWS, INFOR and others
- Leverages partner ecosystems to drive joint go-to-market strategies for acquiring new clients and expanding existing accounts
- Aims to enhance our client's partnership status and strengthen relationships with key partners in the region
- Identifies and onboard new partners to unlock additional revenue streams and growth opportunities
- New Business Acquisition & Deal Closure:
- Create actionable plans in generating new pipeline with enterprise clients in Malaysia and ASEAN across priority sectors
- Lead the full sales lifecycle: identification, qualification, solutioning, proposal development, negotiation, and closure
- Target multi-year, multi-tower digital engineering and cloud / data transformation deals
- Position our client capabilities effectively across Digital Product Engineering, Cloud Migration, Data/AI, Modernization, and CX
- Account Growth & Relationship Management:
- Take ownership of 3-5 high-value anchor accounts, developing deep CXO and SVP-level relationships
- Drive account mining, cross-sell, and up-sell across our client service lines
- Build multi-stakeholder account plans with clear revenue, margin, and growth objectives
- Collaborate with Cloud, Data/AI, Product Engineering, CX, and Industry Practices to define compelling value propositions
- Market Strategy & P&L Ownership:
- Own revenue and margin goals for Malaysia, ensuring profitability and sustainable growth
- Develop and execute the Malaysia Go-To-Market (GTM) strategy, including sector focus, channel partnerships, and market mapping
- Provide leadership insights to global management on market trends, competition, pricing, and regulatory changes
- Team Leadership:
- Being a regional Sales Leadership role, the role holder will be responsible for leading, directing, and coaching a team of experienced Country / Solution Sales Specialists
- Serves as a role model and assist the team in leveraging personal networks to win new business
- Step in to guide the team in managing complex sales and resolving customer issues
- Maintain a disciplined and consistent sales ritual cycle focused on planning, reviewing, and coaching, which will be a key expectation for this role
- Ensure a smooth transition from sales to delivery, monitoring client satisfaction and account health
- Foster a culture of accountability and collaboration
- Branding & Ecosystem Development:
- Represent our client at industry events, conferences, CXO forums, and partner-led Revenues (AWS, Azure, GCP, Snowflake, Salesforce)
- Strengthen our client visibility within Malaysia's digital transformation and GLC networks
- Required Qualifications & Skills
- Experience:
- 15-20+ years of progressive experience in IT services sales in Malaysia with a demonstrable track record of quota achievement
- Proven experience selling: Digital Engineering / Product Engineering; Cloud Transformation (AWS/Azure/GCP); Data Engineering / AI / Analytics; Application Modernization; CX & Omnichannel Platforms; Managed Services / Digital Operations; Strong networks and existing relationships within BFSI, Telecom, GLCs, High-Tech, and Manufacturing sectors
- Core Skills & Competencies:
- High-energy hunter with strong prospecting and pitch capabilities
- Ability to operate independently in a mid-scale, fast-growth environment
- Strong financial acumen (e.g., pricing, margins, multi-year contract structuring)
- Ability to build CXO-level relationships quickly and credibly
- Excellent communication, negotiation, and storytelling skills
- Strong collaboration skills with delivery and solution teams across geographies
- Preferred Qualifications (Differentiators)
- Exposure to ASEAN regional selling experience (Singapore, Indonesia, Thailand)
- Understanding of digital product lifecycle and cloud-native architectures
- Existing relationships with cloud/data partners (AWS, Azure, GCP, Snowflake)
- Key Performance Indicators (KPIs)/Success Metrics
- Annual revenue bookings & Year-over-Year (YoY) pipeline growth
- Number of new logos added
- Margin improvement in Malaysia business
- Growth of anchor accounts (30-50% YoY)
- Deal velocity, win-ratio, and conversion of qualified opportunities
- Customer NPS and account stickiness
- Partnerships activated (AWS, GCP, Azure, etc.)
