Head of Regional Sales

As the Head of Regional Sales , you will build and lead a scalable sales organisation that grows the business beyond reliance on a small group of senior individuals. You will own regional revenue performance, sales discipline, pipeline quality, and team capability, while driving sustainable growth across multiple markets and strategic client segments.

What You’ll Do and How You’ll Succeed

Sales Leadership & Revenue Management

- Own the regional revenue and gross margin targets across new and expanded business opportunities. - Own the regional sales forecast and ensure forecast accuracy. - Establish and maintain pipeline discipline with a single, trusted view of opportunities. - Drive qualification processes to determine which opportunities to pursue and which to decline. - Govern pursuits and commercial deal structures within agreed margin thresholds.

Demand Generation & Market Expansion

- Build a scalable demand generation engine, including outbound sales initiatives and named target account programmes. - Define marketing support requirements to strengthen pipeline generation. - Expand the client base and reduce dependency on a small number of key accounts. - Grow market presence across Australia and Hong Kong through direct engagement and strategic partner channels. - Develop partner‑sourced pipeline opportunities through strategic alliances and vendor ecosystems.

Account Growth & Commercial Strategy

- Drive account expansion and revenue growth through value‑based selling. - Prioritise opportunities aligned with the organisation’s strategic offerings and margin objectives. - Lead commercial discussions, including pricing strategies, contract structures, milestones, and risk allocation. - Promote disciplined decision‑making, including declining low‑value or poor‑fit opportunities where appropriate.

Sales Operations & Team Development

- Establish and govern sales operating cadence, including pipeline reviews, forecast calls, and account planning sessions. - Build, structure, and develop the regional sales team. - Improve sales capability, productivity, and consistency across markets. - Contribute to the development of repeatable sales processes and best practices.

We’d Love to Hear From You If...

Experience

- You have 15+ years of experience in enterprise technology sales. - You have at least 5 years of experience leading sales teams across multiple markets. - You have experience selling consulting and technology services to large enterprise organisations. - You have experience managing complex services engagements with deal values ranging from several hundred thousand to low millions. - You have experience operating across ASEAN markets. - You have experience supporting Financial Services organisations, with Telecommunications or other large enterprise sectors considered advantageous. - You have experience building and scaling sales teams from a small base.

Technical Expertise

- You have strong understanding of enterprise technology services business models and commercial drivers. - You have expertise in pipeline management, sales forecasting, and pursuit governance. - You have experience structuring commercial agreements, including fixed‑price and time‑and‑materials engagements. - You have experience developing partner‑sourced opportunities through software vendor alliances. - You have knowledge of consulting, digital transformation, data and AI, technology services, and managed services offerings.

Ways of Working

- You build strong executive relationships and operate as a trusted advisor. - You communicate, negotiate, and influence effectively with senior stakeholders. - You take a disciplined and structured approach to pipeline, forecasting, and sales governance. - You balance growth objectives with commercial discipline and profitability. - You develop high‑performing teams through coaching, mentoring, and capability building. - You are commercially driven, accountable, and focused on sustainable business outcomes.