The role holder is responsible for aggressively driving new business acquisition and building a strong, self-generated sales pipeline across Malaysia. 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 Malaysia (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
- 10–15 years of experience, with minimum 5+ years in Malaysia 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
