Vice President, Sales Southeast Asia

Overview About the Role & Team As the most senior sales leadership role in SEA, you will report to the SVP Sales APAC, and be part of the APAC Commercial Leadership team. You are accountable for the Sales performance for SEA, setting the SEA go-to-market strategy, and building and leading a high-performing, digitally fluent Sales organization —through a team of Account Managers and Specialists — that meets and exceeds its booking and revenue objectives. This role requires an executive who combines rigorous, methodology-driven enterprise Sales leadership (including disciplined deal qualification using MEDDICC) with fluency in AI-enabled selling — using data, automation, and generative AI tools such as Salesforce.com and Gong to sharpen pipeline quality, forecasting accuracy, and personalized client engagement at scale across the SEA market. Success in this role also requires deep fluency in SEA enterprise buying behavior — consensus-based decision processes, long-term relationships and trust-building, and the importance of Economic Buyer and Champion mapping within often-complex organizational structures. You will be expected to actively shape how the organization adopts AI and digital tools responsibly, while never losing sight of the trusted-advisor relationships that remain central to complex, high-value B2B sales. What You’ll Do SEA Sub-theater Bookings and Target Achievement • Achieve SEA bookings plan month-by-month, quarter-by-quarter through launch, sell-in and renewal of IDC services to existing and new clients. • Provide weekly, monthly and yearly detailed forecasts and budgets to the APAC Sales Lead and other members of the IDC management team as required. • Establish a robust sales pipeline that will enable sales targets of existing and newaccounts to be met each month. • Establish account plans that ensures a high call rate of client contact that results in a strong pipeline • Monitor and manage the sales pipeline of the team to ensure the pipeline in SFDC is updated regularly. Sales Process Implementation & Management • Establish guidelines and measurement to ensure adherence to existing IDC sales process and stages, while reviewing the said process for improvements and enhancements where feasible • Conduct ongoing sales internal consulting, business analysis, and projects in all commercial functions. • Develop sales territory strategies, policies, and standards within the overall IDC context. • Ensure that SEA Sales is continuously updated on new services launched and educated on these programs/ services. Actively monitor the launch of these programs in the market through the sales team. • Lead collaboration efforts with other theater and sub-theater teams within the IDC organization • Review SEA sales policies and practices for effectiveness: pricing, segmentation, structure, profitability, and growth People Management • Coach and mentor of new sales staff and on-going development of existing sales staff to ensure they exceed their objectives • Recruit, develop and maintain a motivated sales team of competent managers and staff • Evaluate sales staff performance of direct reports, and manage the allocation of appropriate resources and commitment of staff to the achievement of global, theater, and sub-theater objectives and targets • Provide a motivated & inspired leadership environment in order to drive top line growth. • Review & revise fundamental policy around recruitment, training, compensation, structure, incentives, and rewards. • Implement a performance management process, and manage staff turnover • Determine organization structure, roles and responsibility, and performance targets for the function. • Develop a culture of quality, service excellence, flexibility, and cost consciousness. • Develop team spirit and multitasking capabilities within the team. • Plan, organize, and direct an efficient and effective function. • Develop IKOs/KPIs with team members and monitor individual performance. • Identify training needs and opportunities to develop a highly skilled functional department • Develop a positive “can do” attitude, eager to take on ever-increasing challenges for the business. • Manage employee satisfaction with influence evidenced throughout the organization • Manage unplanned staff turnover, employee development, succession planning, and employee accountability and performance. Client Engagement • Support and engage the SEA Sales team by meeting and understanding their client / prospect portfolio. • Network throughout client companies, often within divisions that are not IDC product users or users with scope for growth, developing current relationships to yield access to future business opportunities. • Research and attendance at major industry events is necessary. • Negotiate with global and major regional accounts. • Maintain a consistent brand image in the country and regional market • Take ownership of customer relations, represent the voice of the customer, and interact with other functional leaders to ensure a favorable customer experience. APAC Sales Leadership Representation • As member of the APAC Sales Leadership Team (SLT), bring sales perspective to APAC Theater and Sub-Theater strategy and decision making. • As member of the SLT, assist in setting policy, processes, and strategic direction. • Develop near-term and medium-term IDC Sales plans on a 1-3-5 year timescale for the country. • Involvement in the creation of products and services for the company in cooperation with the Product teams and other IDC functions • Active collaboration and participation in initiatives and commercial opportunities with other business units within IDC’s network in Asia Pacific or globally. What You Bring • University bachelor's degree in business discipline or relevant education; MBA or equivalent advanced qualification preferred at this level • Good knowledge of ICT and technology intelligence industry trends • Strong knowledge of the SEA ICT market • Background in IT&T solutions, enterprise software, professional services, or management/marketing consulting; or a technology intelligence firms • Working familiarity with AI/generative AI concepts and modern sales/RevOps technology (CRM, sales intelligence, conversation intelligence, marketing automation) sufficient to lead informed adoption decisions Relevant Experience • Minimum 15+ years' quota-carrying experience in enterprise sales, including 5-10+ years in senior sales leadership, with proven success running a SEA/ANZ or multi-country sales organization and P&L • Track record of success in a Sales Leadership role, not just individual contributors • Strong preference for relevant SEA/ANZ-based or Asia/Pacific industry-based experience • Deep, hands-on expertise in MEDDICC (or an equivalent enterprise qualification methodology such as MEDDPICC) and a demonstrated track record of instilling this discipline, change management, culture change initiatives across a sales organization • Extensive, expert-level use of Salesforce.com (CRM/pipeline management) and Gong (conversation intelligence and coaching) as core tools of the modern sales tech stack • Demonstrated experience leading an organization through technology or digital transformation, ideally involving AI or automation adoption Business & Leadership Competencies • Customer Orientation : focused on identifying and understanding each customer's needs • Business Acumen : understands business principles, finance and profitability fundamentals • Cross Border Thinking : holistic mindset, stays abreast of trends affecting competitiveness • Shaping Direction : develop and communicate strategies and goals that achieve competitive advantage • Constructive Challenge : contributes to an environment where ideas can be challenged for the better • Building and Leading Teams : attracts, develops and inspires team spirit and commitment • Building and Managing Partnerships : creates and sustains eff