Job Description

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 Revenueso Our client cultivates strategic partnerships with major global and regional ISVs such as Microsoft, AWS, INFOR and otherso Leverages partner ecosystems to drive joint go-to-market strategies for acquiring new clients and expanding existing accountso Aims to enhance our client's partnership status and strengthen relationships with key partners in the regiono Identifies and onboard new partners to unlock additional revenue streams and growth opportunities

2. New Business Acquisition & Deal Closure:

o Create actionable plans in generating new pipeline with enterprise clients in Malaysia and ASEAN across priority sectors.o Lead the full sales lifecycle: identification, qualification, solutioning, proposal development, negotiation, and closure.o Target multi-year, multi-tower digital engineering and cloud / data transformation deals.o Position our client' capabilities effectively across Digital Product Engineering, Cloud Migration, Data/AI, Modernization, and CX.

3. Account Growth & Relationship Management:

o Take ownership of 3-5 high-value anchor accounts, developing deep CXO and SVP-level relationships.o Drive account mining, cross-sell, and up-sell across our client' service lines.o Build multi-stakeholder account plans with clear revenue, margin, and growth objectives.o Collaborate with Cloud, Data/AI, Product Engineering, CX, and Industry Practices to define compelling value propositions.

4. Market Strategy & P&L Ownership:

o Own revenue and margin goals for Malaysia, ensuring profitability and sustainable growth.o Develop and execute the Malaysia Go-To-Market (GTM) strategy, including sector focus, channel partnerships, and market mapping.o Provide leadership insights to global management on market trends, competition, pricing, and regulatory changes.

5. Team Leadership:

o 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.o Serves as a role model and assist the team in leveraging personal networks to win new business.o Step in to guide the team in managing complex sales and resolving customer issues.o Maintain a disciplined and consistent sales ritual cycle focused on planning, reviewing, and coaching, which will be a key expectation for this role.o Ensure a smooth transition from sales to delivery, monitoring client satisfaction and account health.o Foster a culture of accountability and collaboration.

6. Branding & Ecosystem Development:

o Represent our client at industry events, conferences, CXO forums, and partner-led Revenues (AWS, Azure, GCP, Snowflake, Salesforce).o Strengthen our client' visibility within Malaysia's digital transformation and GLC networks.

7. Required Qualifications & Skillso Experience:

o 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: o High-energy hunter with strong prospecting and pitch capabilities. o Ability to operate independently in a mid-scale, fast-growth environment. o Strong financial acumen (e.g., pricing, margins, multi-year contract structuring). o Ability to build CXO-level relationships quickly and credibly. o Excellent communication, negotiation, and storytelling skills. o Strong collaboration skills with delivery and solution teams across geographies.

8. Preferred Qualifications (Differentiators)o Exposure to ASEAN regional selling experience (Singapore, Indonesia, Thailand).o Understanding of digital product lifecycle and cloud-native architectures.o Existing relationships with cloud/data partners (AWS, Azure, GCP, Snowflake).

9. Key Performance Indicators (KPIs)/Success Metricso Annual revenue bookings & Year-over-Year (YoY) pipeline growth.o Number of new logos added.o Margin improvement in Malaysia business.o Growth of anchor accounts (30-50% YoY).o Deal velocity, win-ratio, and conversion of qualified opportunities.o Customer NPS and account stickiness.o Partnerships activated (AWS, GCP, Azure, etc.).