Role Overview

We are seeking a highly motivated Sales Manager to drive new business growth and expand strategic customer relationships within the Malaysian market. This role is responsible for originating, pursuing, and closing complex services-led opportunities while collaborating closely with clients, solution architects, delivery teams, and technology partners to deliver business outcomes.

The successful candidate will own the end-to-end sales lifecycle, from opportunity creation through contract closure and ongoing account growth.

Key Responsibilities

• Generate and close new business opportunities across DXC's services portfolio.

• Develop and execute territory and account growth strategies to achieve and exceed sales targets.

• Build trusted advisor relationships with executive stakeholders and key decision-makers.

• Identify customer business challenges and align DXC solutions to deliver measurable business outcomes.

• Lead complex, multi-year services engagements involving Managed Services, IT Outsourcing, System Integration, Cloud, Security, Data & AI, and Digital Transformation.

• Manage the complete sales cycle, including prospecting, qualification, solution development, commercial negotiations, contracting, and deal closure.

• Collaborate with solutioning, pricing, legal, and delivery teams to develop winning proposals.

• Maintain accurate pipeline forecasts, opportunity plans, and sales reporting.

• Work closely with delivery teams after contract signature to ensure commitments are met and identify opportunities for account expansion and long-term growth.

• Build and maintain a healthy sales pipeline to support future revenue growth.

Required Experience

• 15+ years of experience in enterprise sales, business development, account management, or client partnership roles within a System Integrator, Managed Services, IT Outsourcing, IT Services, or Consulting environment.

• Proven experience selling services-led solutions, not just products.

• Strong understanding of Managed Services, IT Outsourcing, System Integration, Multi-year service contracts, Commercial and contracting structures, Solution positioning, and value-based selling

• Demonstrated ability to sell and close complex, multi-million USD services engagements.

• Proven track record securing USD 2M+ deals, with preference for candidates who have closed USD 5M, USD 10M, and USD 20M+ opportunities.

• Experience managing strategic customer relationships beyond contract signature, including account growth and service expansion.

• Strong Malaysian market presence with existing enterprise customer relationships and a well-established local network.

• Recent and demonstrable sales success within the Malaysian market.

• Preferred experience includes selling to clients within Banking & Financial Services, Insurance, Manufacturing, Retail, Healthcare, Conglomerates/GLCs, Aerospace, and Aviation sectors. Industry expertise is valued; however, a proven track record of selling complex, services-led engagements within IT Services, Managed Services, Outsourcing, Consulting, or System Integration environments is the primary consideration.

Ideal Candidate Profile

• Hunter mindset with a passion for creating and winning new business opportunities.

• Consultative sales approach with the ability to uncover customer pain points and build compelling business cases.

• Demonstrates personal ownership of sales success and measurable individual contributions.

• Comfortable operating in complex enterprise environments with multiple stakeholders.

• Strong commercial and contractual acumen.

• Ability to combine hardware, software, and services into broader transformation engagements.

• Builds long-term customer relationships and consistently expands account value.

• Adaptable, resilient, and effective in navigating changing market conditions.

• Hands-on contributor who remains actively involved throughout the sales lifecycle.

Key Competencies

• Deep understanding of industry trends, client business challenges, competitive dynamics, and the evolving technology landscape.

• Strong knowledge of DXC's services and solutions, with the ability to align offerings to customer priorities and business outcomes.

• Demonstrated commercial acumen, developing winning sales strategies by balancing customer needs, competitive positioning, revenue opportunities, profitability, and risk.

• Builds trusted advisor relationships with executive stakeholders and inspires confidence across customers, partners, and internal teams.

• Proactively identifies opportunities, creates demand, and positions new services aligned to client business objectives and transformation priorities.

• Proven ability to lead complex pursuits exceeding USD 5M across commercial, operational, and technical dimensions.

• Strong communication and influencing skills with the ability to shape executive buying decisions.

• Demonstrated adaptability, resilience, and effectiveness in dynamic environments.

• Strong understanding of opportunity qualification, solution development, commercial governance, contracting, and approval processes.

• Growth mindset with a strong focus on revenue generation, pipeline development, and business growth.