About the Client
Morgan McKinley is partnering with a global leader in IT services and consulting to seek for talents. This global IT organisation helps businesses modernize their operations through innovative technology solutions. It partners with clients across industries to drive digital transformation, offering services such as cloud migration, cybersecurity, data analytics, and enterprise applications. Known for managing complex IT ecosystems, it supports organizations in enhancing performance, improving customer experiences, and achieving sustainable growth.
Job Summary
Responsible for selling the full technology portfolio to customers across Malaysia and assigned geographic territories or industry segments. The role leads complex deal pursuits, focusing on new business acquisition, account growth, and securing new customers.
The ideal candidate will have a strong understanding of the company's products and services portfolio and the end-to-end deal pursuit process. This includes evaluating customer business cases, developing compelling sales propositions, and demonstrating the value of proposed solutions.
The role involves engaging with stakeholders at all levels and may lead large, cross-functional pursuit teams. The candidate will be responsible for managing complex, high-value opportunities that require consultative customer proposals and tailored strategies and solutions to address specific business needs.
Ideal Candidate Profile
- Experience working within a System Integrator (SI), Managed Services, Outsourcing, IT Services, or Consulting environment.
- Proven experience selling technology services and solutions, rather than products alone.
- Strong understanding of Managed Services, IT Outsourcing, System Integration, Multi-year service contracts, Contracting and commercial management, Solution positioning and value-based selling
- Experience remaining engaged after deal closure and working closely with delivery teams to ensure contractual commitments are met.
- Proven ability to identify opportunities to expand and scale customer accounts over time.
- Strong experience managing large, complex, consultative sales pursuits involving multiple stakeholders and cross-functional teams.
Key Responsibilities
- Assemble the required resources, skills, and expertise to develop proposals and successfully pursue and win large local and international deals.
- Coordinate all deal team activities and ensure effective collaboration across sales, technical, commercial, and delivery functions.
- Support opportunity qualification and risk assessment.
- Validate and endorse the technical solution for each deal, working closely with delivery teams to ensure the proposed solution can be effectively implemented and supported.
- Develop and manage deal timelines, ensuring the pursuit team meets key milestones and deadlines.
- Lead the pursuit team in developing and substantiating a compelling value proposition aligned with the customer's business needs.
- Analyse critical business drivers, customer requirements, and risks to develop an effective sales strategy.
- Lead negotiations for large and complex local and international deals.
- Proactively manage resource requirements throughout the deal pursuit lifecycle.
- Support the transition of deal leadership to the assigned account or delivery management team, ensuring a seamless transfer of assets, personnel, technology, and processes.
Education & Experience
- Typically 10–15+ years of experience in a complex IT services business environment.
- Experience with Big Data, AI, and Analytics is an added advantage.
- Bachelor's degree or equivalent qualification; an advanced degree or MBA is preferred.
- Broad knowledge of corporate policies, products, markets, and business processes, with a strong understanding of business management principles and practices.
- Demonstrated mastery of current technical, functional, or business knowledge relevant to the IT services industry.
- Strong managerial, planning, and deal leadership skills.
- Proven track record of successfully managing at least 3–5 large Managed Services, Applications, Security, or Analytics deals.
Deal Size Expectations
We are looking for candidates with a proven track record of selling:
- Multi-million USD deals
- Multi-year contracts
- Complex, services-led engagements
- Typical deal values of USD 2M+
Knowledge & Skills
- Comprehensive knowledge of the IT services industry across multiple technology and business domains.
- Ability to engage with clients in developing high-level IT strategies and technology roadmaps.
- Strong commercial acumen and the ability to engage in discussions around value exchange, pricing innovation, and differentiated value propositions, particularly where the company is not the lowest-cost provider.
- Extensive experience developing and maintaining strong networks across industry partners and customers.
- Strong stakeholder management and relationship-building skills, including the ability to engage with senior and executive-level stakeholders.
- Excellent communication, negotiation, presentation, and consultative selling skills.
- Fluent in written and spoken Bahasa Malaysia and English.
- Mandarin proficiency is an advantage.
If you are keen on this exciting opportunity, kindly Apply Now.
By sending us your personal data and curriculum vitae (CV), you are deemed to consent to Morgan Mckinley Pte Ltd and its affiliates to collect, use and disclose your personal data for the purposes set out in the Privacy Policy available at https://www.morganmckinley.com/sg/privacy-policy. You acknowledge that you have read, understood, and agree with the Privacy Policy.
Morgan McKinley Pte Ltd
EA Name: Neethu Jose
EA Licence No.: 11C5502
EA: Registration Number: R1110012
