Job Description

Our Client is an equal-opportunity employer committed to diversity, equity, and inclusion. All qualified candidates will receive fair and equal consideration for the role.ABOUT THE COMPANYOur Client is a global leader in e-commerce and logistics tech. They simplify warehouse and order management, enhancing efficiency and customer satisfaction. With their rapid growth and global reach, you\xe2\x80\x99ll find a dynamic environment where your contributions truly matter. Join them to innovate and lead in the fast-paced e-commerce and logistics sectors.SUMMARYAs the Head of Regional Strategic Accounts, based in Malaysia and reporting to the Chief Revenue Officer, you\xe2\x80\x99ll lead account management across regions, focusing on Strategic Accounts. Your primary objective is to drive revenue growth through deep, consultative relationships with key clients. You\xe2\x80\x99ll lead teams in Customer Success, Customer Operations, and Strategic Account Management, focusing on cross-selling, upselling, and long-term client partnerships. This quota-carrying role involves close collaboration with sales and executive teams to build and sustain profitable customer relationships.HIGHLIGHTSSkills: Account Management, Consultative Selling, Communication, Relationship Building, Sales Strategy DevelopmentCompetencies: Commercial Acumen, Leadership, Strategic Thinking, Customer Focus, Problem SolvingKnowledge: E-commerce Ecosystem, SaaS Applications, Southeast Asia Market Dynamics, Customer Success Practices, Sales Processes and PipelinesDELIVERABLESTopline Growth: Drive year-over-year growth in Regional Strategic Accounts through upsells, cross-sells, and new product expansions.Quota Achievement: Ensure the Strategic Account Manager team meets targets, focusing on value delivery for successful renewals.Account Planning: Develop and execute quarterly Account Plans, with monthly reports to top management and collaboration with Country Heads.Data Insights: Provide key performance metrics, revenue strategies, and expansion opportunities to the CRO.Market Intelligence: Share insights on customer needs, competition, and potential new services.RESPONSIBILITIESRegional Commercial LeadershipLead account management and Customer Success strategies across all regions.Develop and implement strategies for client retention, renewals, upselling, and cross-selling.Identify and seize opportunities to expand services and boost contract value.Ensure smooth onboarding and long-term client engagement.Provide data-driven insights and reports to the CRO on key metrics, revenue, client satisfaction, and business expansion.Relationship ManagementBuild and maintain strong relationships with CxO and Director-level clients, conducting Quarterly Business Reviews to understand their evolving needs.Set KPIs for account mapping, contact qualification, and defining buying roles.Drive account penetration through proactive outreach via calls, LinkedIn, emails, and networking.Thought LeadershipStay updated on industry trends and organizational changes.Share insights to strengthen client relationships and brand positioning.Team ManagementLead and mentor teams in Strategic Accounts, Customer Success, and Customer Operations.Oversee sales enablement, including proposition development, pitch delivery, and pipeline management, with direct involvement in key deals.Regularly assess and enhance client satisfaction, ensuring clear deliverables and adherence to SOPs.Recruit, train, and motivate the Strategic Accounts team, fostering a culture of excellence.REQUIREMENTSOpen to: Any nationality eligible to work in MalaysiaLanguage: EnglishExperience: At least 10 years in sales, preferably as an Account Director or Business Development Manager, with experience in SaaS products for e-commerce in Retail and Logistics.Education: Bachelor\xe2\x80\x99s degree in Business, Marketing, or a related field; MBA preferred.DETAILSReporting Line: Chief Revenue Officer, based in the Kuala Lumpur officeTeam Management: Oversee the Strategic Accounts Team, Customer Success, and Customer Operations teams, with direct reports.Compensation: Competitive package inclusive of base salary and sales commissionBenefits: Business allowances, private health package.Engagement Type: Full-Time, On-Site (traveling as required), Definite-Time ContractWorking Location: Near KLCC, Kuala LumpurWorking Time: Standard working hours, Monday to Friday

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