Director, Enterprise Sales

We are seeking an accomplished Director, Enterprise Sales to lead the expansion and growth of our Enterprise business across you assigned region. This is a hybrid leadership position that combines strategic account management with team leadership—you'll maintain a personal book of high-value business while building and coaching a world-class sales organization.

You'll be responsible for developing market strategy, driving sustainable revenue growth, and establishing our company as a trusted enterprise solutions provider in the Malaysian market.

KEY RESPONSIBILITIES

Market Development & Strategic Planning

• Lead market entry planning and develop comprehensive go-to-market strategies aligned with Malaysian market dynamics and competitive landscape
• Create territory plans, target account lists, and market-specific business plans with measurable milestones
• Identify and prioritize target accounts and market segments; establish strategic partnerships and channel relationships
• Build brand awareness and establish strong company positioning within Malaysia and the region
• Develop scalable, repeatable sales processes tailored to market and organizational requirements
• Monitor competitive activity and conduct quarterly win/loss analysis; adjust strategies accordingly

Revenue Performance & Sales Execution

• Own regional Enterprise revenue objectives, growth targets, and forecasts
• Establish rigorous pipeline discipline
• Drive new logo acquisition and expansion opportunities within existing enterprise customers
• Balance team revenue performance with personal strategic account management
• Track key performance indicators: pipeline coverage, conversion rates, deal size, new logo acquisition, and sales cycle velocity
• Conduct weekly pipeline reviews, monthly forecasts, and quarterly business reviews with leadership

Sales Team Leadership

• Build, recruit, and mentor a high-performing team of enterprise sales professionals
• Establish team culture, clear expectations, goals, and performance metrics
• Lead hiring, onboarding, and training on products, processes, and market-specific knowledge
• Provide regular coaching, constructive feedback, and performance management
• Identify skill gaps and coordinate professional development; create individual development plans
• Implement consistent account planning and sales methodology across the team
• Develop emerging sales leaders within your organization

Enterprise Account Management

• Manage strategic enterprise accounts as the primary executive point of contact
• Generate new enterprise opportunities; identify, qualify, and develop compelling value propositions and ROI analyses
• Lead complex enterprise sales cycles (6-18 months) involving multiple C-suite stakeholders
• Negotiate and close complex deals exceeding USD 1 million; drive upsell and cross-sell expansion
• Execute account strategy and manage implementation oversight; conduct strategic account reviews and manage renewals
• Build and maintain strong executive relationships with CIOs, CTOs, and business leaders

Executive Relationships & Market Presence

• Build trusted relationships with C-level executives and key decision-makers
• Represent the company as a thought leader at industry conferences, events, and networking forums
• Serve as bridge between customer needs and internal product and delivery capabilities
• Provide market intelligence and customer feedback to senior leadership
• Collaborate with marketing, product, and delivery teams on account strategies and market requirements

REQUIRED QUALIFICATIONS

• Enterprise Sales Experience (10+ years)
• Proven track record of consistently achieving and exceeding annual sales quotas
• Extensive experience selling enterprise software, SaaS, cloud solutions, or digital transformation services to Fortune 2000 organizations
• Demonstrated success closing complex deals exceeding USD 1 million
• Proven ability to generate qualified pipeline and acquire new logos in competitive markets
• Experience managing complex, multi-stakeholder enterprise sales cycles (6-18 months)
• Established ability to sell to and build relationships with C-level executives
• Demonstrated success in market entry or new territory development

Team Leadership Experience

• Proven experience building and scaling enterprise sales teams in high-growth markets
• End-to-end people leadership capability (hiring, onboarding, coaching, performance management, development)
• Experience leading sellers through complex enterprise sales motions

Core Competencies

• Strong consultative selling methodology and enterprise sales expertise
• Excellent communication, negotiation, and executive presentation skills
• Ability to build and maintain long-term executive relationships
• Strong forecasting, account planning, and sales discipline
• High emotional intelligence with demonstrated coaching capability
• Problem-solving and issue resolution skills
• Comfort working in ambiguous, fast-paced environments
• Proficiency with Salesforce CRM
• Deep understanding of enterprise sales processes, value-based selling, and ROI development
• Cross-cultural awareness and comfort in international business environments

DESIRED QUALIFICATIONS

• Previous success expanding sales into new verticals, industries, or geographic markets
• Experience building scalable, repeatable sales organizations and processes
• Experience selling Network Observability, APM/DEM, Infrastructure Monitoring, Cloud Networking, AIOps, or Enterprise Networking solutions
• Experience with key vertical sectors: Hospitality/Resorts, Higher Education, Data Centers, AI Infrastructure, MSPs, or Smart Infrastructure
• Track record in ASEAN market development
• Bachelor's Degree in Information Technology, Business, or related field

WORK CONDITIONS

• Hybrid work arrangement
• Extended hours may be required to support customer engagement and regional operations
• Regional travel required: minimum 50% to support customer meetings, team leadership, industry events, and business development activities
• Must be available for travel across Malaysia and ASEAN region