Senior Enterprise Account Executive, Security

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 Senior Enterprise Account Executive, Security is responsible for driving new business growth across T-Systems Asia's cybersecurity portfolio, covering Threat Detection and Response, Cloud and Network Security, and Managed Security Services. The role focuses on managing the full sales cycle - from identifying and qualifying to developing, closing, and expanding net new opportunities with enterprise and public sector customers across Southeast Asia.

Reporting directly to the Office of the CEO as part of the Commercial Team, the Sales Director will lead complex pursuits end to end – focusing on customer engagement, deal strategy, pipeline building, commercial structuring, and closure. The ideal candidate combines strong enterprise solution-selling experience with deep knowledge of cybersecurity frameworks, managed security operations, and risk mitigation strategies.

KEY RESPONSIBILITIES

• Full Sales Cycle Ownership: Identify, qualify, develop, and close cybersecurity opportunities across enterprise and public sector segments in Southeast Asia. Build and maintain a healthy sales pipeline to ensure sustained business growth and predictable revenue delivery.
• Strategic Sales Execution: Lead all stages of the sales process including account targeting, opportunity development, proposal creation, pricing, negotiation, and contract closure. Maintain forecast accuracy and pipeline hygiene aligned with T-Systems Asia's governance standards.
• Solution Leadership: Act as a subject matter expert on T-Systems Asia's cybersecurity portfolio, including Threat Detection and Response, Managed Security Services (SOC, SIEM/SOAR), Cloud and Network Security, and Zero Trust architectures. Collaborate with Presales and Solution Architects to design secure, scalable, and compliant solutions aligned to client needs.
• Value-Based Selling: Translate cybersecurity capabilities into measurable business value and risk reduction. Position T-Systems Asia's security services as critical enablers of digital trust, regulatory compliance, and operational resilience. Apply MEDDIC for disciplined execution and deal governance.
• Executive Engagement: Build and maintain relationships with senior stakeholders including CIOs, CISOs, CTOs, and Procurement Heads. Serve as a trusted advisor on cybersecurity strategy, threat landscapes, and governance best practices.
• Partner Collaboration: Strengthen joint go-to-market engagements with leading security technology vendors such as Palo Alto Networks, Fortinet, Microsoft, AWS, Cisco, and IBM. Leverage strategic alliances to enhance solution differentiation and co-sell execution.
• Industry Engagement: Drive business development across Healthcare, Smart Cities, Smart Factory, and Hybrid Sovereign Cloud and Data Center environments where cybersecurity is mission-critical. Represent T-Systems Asia at industry forums and security conferences to promote thought leadership and trust in T-Systems Asia's capabilities.
• Market Intelligence: Stay current on emerging cybersecurity threats, compliance mandates, and competitive offerings. Provide insights to the portfolio and delivery teams to ensure continuous innovation and customer relevance.
• Sales Governance: Ensure CRM accuracy, opportunity tracking, and pipeline management aligned to regional MEDDIC-based governance frameworks.

QUALIFICATIONS

• Bachelor's degree in Information Technology, Cybersecurity, Engineering, or Business (preferred). MBA a plus.
• 10- 15 years of enterprise IT or cybersecurity sales experience in Southeast Asia, ideally within managed security services, IT services, or telecom environments.
• Proven track record in successfully selling end-to-end Security Services and Solutions, including Managed Security, Threat Detection, and Cloud Security offerings.
• Demonstrated success in managing the full sales cycle, from opportunity identification and qualification through to contract closure, with consistent pipeline generation and deal conversion.
• Strong understanding of cybersecurity domains such as SOC, SIEM/SOAR, Cloud and Network Security, Zero Trust, Threat Intelligence, and securing IT/OT environments.
• Familiarity with compliance and governance frameworks such as ISO 27001, NIST, GDPR, and HIPAA.
• Experience working with or selling solutions from major security vendors (e.g., Palo Alto, Fortinet, Checkpoint, etc.).
• Skilled communicator with strong executive presence, commercial acumen, and negotiation capability.
• Well versed or certified in modern enterprise sales methodologies - using MEDDIC for execution rigor.
• Professional cybersecurity or cloud certifications (e.g., CISSP, CISM, Microsoft Security, AWS Security Specialty).
• Sales or Presales team management experience is a plus.
• Highly driven, target-oriented, and collaborative, with a proven ability to influence across technical and business teams.