Job Description
The role holder is responsible for aggressively driving new business acquisition and building a strong, self-generated sales pipeline across Indonesia. This is a highly hunter-focused role, requiring a proactive, front-footed approach to market engagement, demand creation, and opportunity conversion.
The individual will adopt a consultative selling approach, engaging senior stakeholders to understand business challenges, shape transformation agendas, and position HCL as a strategic partner. Strong stakeholder management, CXO connect, and the ability to influence complex decision-making processes are critical to success.
Key Responsibilities
1. Hunting & Pipeline Creation (Primary Focus) • Build and own a large, high-quality pipeline through proactive hunting, cold outreach, networking, and industry engagement • Identify, create, and drive net-new opportunities across all industries in Indonesia (not limited to specific verticals) • Develop early-stage opportunities by engaging clients before formal demand is defined (pre-RFP stage) • Continuously expand account footprint and open new logos through structured prospecting
2. Consultative Selling Approach • Engage customers in business-led conversations, focusing on outcomes rather than products/services • Diagnose customer challenges and co-create solutions aligned to their transformation agenda • Position HCL's capabilities across Digital, Cloud, Cybersecurity, Data/AI, and Enterprise platforms as strategic enablers • Drive value-based selling, linking solutions directly to business impact and ROI
3. Stakeholder Management & CXO Engagement • Build and manage strong relationships with CXOs and senior decision-makers • Navigate and influence complex stakeholder environments across business, IT, procurement, and leadership layers • Establish position as a trusted advisor, driving long-term strategic conversations • Align internal and external stakeholders to accelerate deal progression and closure
4. Sales Execution & Conversion • Own complete sales lifecycle: lead generation → qualification → solutioning → proposal → negotiation → closure • Drive pipeline velocity and conversion, ensuring consistent movement of opportunities • Meet and exceed pipeline targets, bookings, and revenue goals • Lead strategic pursuits including large and complex deals
5. Market Coverage & Expansion • Drive business across diversified industries in Malaysia, including but not limited to Oil & Gas, Energy, GLCs, Telco, and emerging sectors • Leverage deep understanding of local market dynamics, competition, and buying behavior • Continuously identify new market segments and whitespace opportunities
6. Collaboration & Deal Shaping • Work closely with internal teams (solutioning, delivery, partners) to shape competitive and differentiated proposals • Identify and resolve deal risks, dependencies, and roadblocks proactively • Leverage ecosystem partnerships to enhance solution value and win probability
7. Commercial Ownership & Governance • Drive commercial structuring, pricing strategies, and deal negotiations • Maintain strong discipline in pipeline reporting, forecasting, and account planning • Build and track account-level sales execution plans
Essential Requirements • Bachelor's or master's degree in business, Engineering, or Computer Science • 8-10 years of experience, with minimum 5+ years in Indonesia market • Proven track record as a hunter with strong pipeline creation and new logo acquisition • Strong experience in consultative / solution selling within IT services or enterprise technology • Demonstrated ability to independently build pipeline and drive deals from inception to closure • Experience working across multiple industries in Malaysia (diversified sector exposure preferred) • Strong CXO engagement, stakeholder management, and influencing skills • Expertise in selling solutions across Digital, Data/AI, Cloud, Cybersecurity, SAP/Enterprise platforms • Strong commercial acumen and experience in complex deal structuring • Excellent communication, presentation, and executive presence
