Role Overview

This role will be responsible for driving overall go-to-market strategy, booking and pipeline growth, client engagement and market expansion across Indonesia.

The ideal candidate combines strong enterprise sales leadership with deep experience managing solution specialists and presales teams, while building strategic relationships with clients, partners, and key stakeholders in the market.

Key Responsibilities

Business Leadership & Market Expansion

• Lead the overall Indonesia business strategy and execution to achieve booking and pipeline growth targets.
• Develop and execute the country GTM strategy aligned with regional and global objectives.
• Identify new market opportunities, strategic partnerships, and expansion initiatives.
• Build strong executive relationships with clients and ecosystem partners.
• Represent the company as the senior business leader in Indonesia.

Sales Leadership

• Own and drive overall sales performance and pipeline growth across enterprise and strategic accounts.
• Lead, coach, and scale high-performing sales teams.
• Establish clear sales KPIs, forecasting discipline, and operational rigor.
• Drive strategic account planning and large deal execution.
• Collaborate closely with regional leadership on business planning and revenue attainment.

Solution Specialists & Presales Leadership

• Lead solution specialists and presales teams to support complex client engagements.
• Ensure strong alignment between client business needs and solution positioning.
• Oversee solution demonstrations, technical workshops, RFP responses and proof-of-concept engagements.
• Drive solution selling excellence and value-based client conversations.
• Partner with product and engineering teams to relay market feedback and client requirements.

Clients & Partner Engagement

• Build trusted advisor relationships with C-level executives and decision makers.
• Develop and strengthen channel, alliance, and strategic partner ecosystems.
• Drive customer success, retention, and long-term account growth.
• Support executive-level negotiations and commercial discussions.

Operational & People Leadership

• Attract, build, develop and retain a high-performing local organization and strong leadership culture.
• Foster collaboration across sales, presales, marketing, client success and operations.
• Foster a high-performance, collaborative culture with clear KPIs, coaching and career progression.
• Ensure compliance with local business regulations and company governance standards.
• Manage budgeting, accurate forecasting, pipeline visibility, risk management and operational planning for the Indonesia business.

Requirements

Experience

• 15+ years of progressive experience in enterprise technology, digital transformation, SaaS, cloud, cybersecurity, or related industries. - Must
• Proven track record leading large enterprise sales and GTM functions in Indonesia.
• Demonstrated success owning full business P&L with responsibility for revenue growth, profitability, and operational performance.
• Strong experience managing solution consulting, solution specialists, or presales organizations.
• Demonstrated success in building and scaling high-performing commercial teams.
• Experience managing strategic enterprise or public sector accounts.

Skills & Competencies

• Strong business acumen and strategic thinking capability.
• Executive presence with strong stakeholder management skills.
• Deep understanding of enterprise solution selling methodologies.
• Excellent leadership, coaching, and people management capabilities.
• Strong negotiation and commercial management skills.
• Ability to operate effectively in a fast-paced, matrixed environment.

Preferred Qualifications

• Experience working in multinational technology companies.
• Strong network within Indonesia enterprise and government sectors.
• Familiarity with digital transformation, cloud, AI, or cybersecurity solutions.
• Bachelor’s degree in Business, Engineering, or related field; MBA preferred.

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