Sales Head_Software/Cloud/Cybersecurity Sales

The Sales Head will serve as the Lead revenue officer for the company's IT solutions and services within Indonesia. This executive role demands a strong leader capable of defining and executing a local market sales strategy, leading a high-performing sales team, managing strategic client relationships, and achieving aggressive P&L and revenue quotas. This person is the local face of the company's commercial efforts.

Key Responsibilities

1. Sales Strategy and P&L Ownership

• Strategic Planning: Develop and execute the comprehensive 3-year country sales plan and annual go-to-market (GTM) strategy, ensuring alignment with global product offerings and local market needs.
• Quota Achievement: Own and surpass quarterly and annual sales revenue targets (quota) for the entire country/territory.
• Forecasting & Pipeline: Drive rigorous pipeline management, providing accurate, data-driven sales forecasts, and maintain hygiene in the CRM system (e.g., Salesforce).
• Commercial Modelling: Input on local pricing, contract structures, and licensing models to ensure commercial competitiveness and profitability.

2. Team Leadership & Development

• Recruitment & Mentorship: Recruit, train, coach, and motivate a best-in-class in-country sales organization, including Account Executives, Sales Managers, and Sales Development Reps (SDRs).
• Performance Culture: Establish and foster a performance-driven culture built on accountability, professional development, and collaborative teamwork.
• Sales Enablement: Define and deploy training programs (in collaboration with Sales Enablement) to ensure the team is expert in product knowledge, competitive differentiation, and effective sales methodologies.

3. Sales Execution & Key Account Management

• Strategic Engagement: Act as the executive sponsor and primary point of contact for the country's largest and most strategic enterprise accounts.
• Complex Deals: Lead and support the team on highly complex, multi-year, or multi-million-dollar deals, leveraging strong negotiation and closing skills.
• Full Sales Cycle: Ensure disciplined execution across the entire sales lifecycle, from qualification and discovery through proposal generation and contract closure.

4. Channel and Partner Ecosystem Development

• Partner Strategy: Define the strategy for channel development, including the recruitment, management, and certification of local resellers, system integrators (SIs), and technology alliance partners.
• Indirect Revenue: Drive a significant portion of the country's revenue through the indirect channel, ensuring partner loyalty and performance by joint business planning and enablement.

5. Cross-Functional Collaboration & Local Advocacy

• Local Coordination: Serve as the local nexus, coordinating activities between Sales, Marketing, Customer Success, Legal, and Finance to ensure a seamless customer experience and compliant operation.
• Voice of Market: Champion the voice of the local customer and market requirements back to the Global Product and Engineering teams to influence product roadmaps and localization efforts.

Required Qualifications & Experience

• Education: Bachelor’s degree in business, Marketing, Engineering, or a related field. An MBA or equivalent advanced business degree is highly preferred.
• Experience: Minimum 10+ years of progressive experience in IT/Technology sales (Software, SaaS, Cloud, or Solutions), with at least 5+ years in a sales leadership position managing an in-country team and holding a direct quota.
• Market Mastery: Deep, verifiable understanding of the local business landscape, major industry verticals, and established B2B buying cycles in Indonesia.
• Track Record: Proven history of consistently achieving or exceeding multi-million-dollar sales quotas and successfully leading high-growth sales teams in a competitive environment.
• Language: Native or near-native fluency in Local language and professional working proficiency in English (verbal and written).
• Locals only or who has work permit (PR) will be qualified to this role.