ABOUT T-SYSTEMS
With around 28,000 employees worldwide and annual revenues of EUR 4.0 billion (2021), T-Systems Asia is one of the leading providers of digital services. The Deutsche Telekom subsidiary is headquartered in Germany and has a presence in Europe as well as in selected core markets and strategic production locations.
T-Systems Asia offers integrated end-to-end IT solutions, driving the digital transformation of companies in all industries and the public sector. Focus industries include automotive, manufacturing, logistics and transportation, as well as healthcare and the public sector.
ROLE OVERVIEW
The Country Sales Director Indonesia is accountable for driving T-Systems commercial growth, customer engagement, and market execution across Indonesia. The role serves as the primary commercial lead for the country, with responsibility for pipeline development, deal execution, customer relationships, and revenue outcomes across enterprise and public sector customers.
Indonesia operates as a separate country P&L. The Country Sales Director holds default commercial ownership for Indonesia opportunities, while supporting approved split ownership models with Industry Principals and Portfolio Areas in scenarios such as SAP-led, industry-led, or portfolio-led pursuits, in line with the regional Territory Sales Plan.
The role focuses on Healthcare, SAP-centric customers, and industrial manufacturing and automotive clients. Smart Cities are explicitly excluded from scope.
In addition to commercial responsibilities, the role acts as the senior local management representative for the Indonesia office, ensuring alignment with regional policies and providing local oversight. This is a secondary responsibility and does not constitute a standalone country general management role.
Reporting to the CEO of T-Systems Asia and President Director of T-Systems Indonesia, the Country Sales Director represents T-Systems in Indonesia with customers, partners, government stakeholders, and industry bodies.
KEY RESPONSIBILITIES
- Country Commercial Ownership: Own commercial performance for Indonesia, including pipeline health, forecasting accuracy, and revenue delivery. Act as the primary commercial owner for enterprise and public sector opportunities in the country.
- Business Development and New Logo Acquisition: Identify, qualify, and pursue new logo opportunities across Healthcare, SAP-driven enterprises, and industrial manufacturing and automotive sectors. Lead customer engagement from early qualification through closure, unless an Industry Principal or Portfolio Area is designated as primary owner under the Territory Sales Plan.
- Split Ownership and Deal Leadership: Operate within approved split ownership models for Indonesia. Where Industry Principals or Portfolio Areas are designated as primary deal owners, support execution through local customer access, executive engagement, and country coordination while maintaining country-level accountability.
- Account Leadership and Renewals: Serve as the senior relationship owner for Indonesia accounts. Drive renewals, expansions, and long-term account growth across all Portfolio Areas, regardless of primary deal ownership.
- Sales Orchestration with Industry Principals and Portfolio Areas: Coordinate deal strategy, customer engagement, and local execution with Industry Principals and Portfolio Areas across Cloud & Security, Data Center, and Digital & AI solutions. Ensure clarity of ownership, disciplined handoffs, and aligned execution.
- Customer Success and Delivery Alignment: Partner with delivery and operations teams to ensure effective transition from sales to delivery, strong service quality, and long-term customer outcomes. Remain commercially engaged post-signature.
- Partner and Ecosystem Engagement: Build and maintain strategic relationships with SAP, hyperscalers, ISVs, and local system integrators. Support co-sell motions and joint pursuits aligned to Indonesia priorities.
- Government and Market Engagement: Engage with relevant government agencies and regulators to support Healthcare modernization, SAP programs, and industrial digital transformation initiatives.
- Sales Governance and Reporting: Ensure MEDDIC-based qualification, pipeline discipline, and accurate forecasting. Provide regular updates on performance, risks, and strategic accounts to regional leadership.
- Local Office Oversight: Act as the senior local management contact for the Indonesia office. Provide light-touch oversight on compliance, coordination with regional functions, and adherence to T-Systems policies. This responsibility does not include managing a dedicated Indonesia sales team.
QUALIFICATIONS
- Bachelor's degree in Business, IT, or a related field. MBA preferred.
- 10 years or more of enterprise sales or business development experience in IT services, systems integration, or managed services in Indonesia.
- Proven success operating in country-led and split ownership sales models, including collaboration with Industry Principals and Portfolio Areas.
- Strong experience selling SAP-centric, Cloud & Security, Data Center, and Digital & AI solutions.
- Demonstrated ability to manage complex, multi-stakeholder enterprise and public sector deals.
- Established executive relationships within Healthcare, SAP-driven enterprises, and industrial manufacturing sectors in Indonesia.
- Strong commercial judgment, executive presence, and negotiation capability.
- Well versed in enterprise sales methodologies, with MEDDIC used for execution rigor.
- Experience working with regional sales, presales, and delivery teams.
- Fluency in Bahasa Indonesia and English required.
