Head of Sales & Marketing
Industry: ICT / Telecom / Cloud / Digital Infrastructure
Level: Senior
Location: Makati, Philippines
Work Setup: Onsite
Role Overview
We are seeking an experienced Head of Sales & Marketing to lead revenue growth, strategic account development, market expansion, and go-to-market execution across enterprise technology solutions.
The ideal candidate will bring extensive experience in B2B enterprise technology sales, with a strong track record across ICT, telecommunications, cloud, digital infrastructure, cybersecurity, and managed technology solutions. The role requires an executive-level sales leader capable of engaging C-level stakeholders, developing strategic partnerships, managing complex solution sales, and converting large enterprise opportunities into sustainable revenue.
Key Responsibilities
- Develop and execute the company's enterprise sales and marketing strategy aligned with revenue and business-growth objectives.
- Build and execute Go-To-Market (GTM) strategies for cloud, infrastructure, cybersecurity, SaaS, and other digital technology solutions.
- Identify, develop, and close high-value opportunities across large enterprise and strategic accounts.
- Establish and maintain strong relationships with C-level executives, business leaders, IT decision-makers, and procurement stakeholders.
- Lead complex consultative and solution-based sales cycles, from opportunity identification through negotiation, proposal, and contract closure.
- Develop strategic partnerships with technology providers, telecommunications companies, systems integrators, and enterprise customers.
- Manage and expand key accounts through cross-selling, upselling, renewals, and new-business acquisition.
- Analyze market trends, customer requirements, competitive activity, and emerging technology opportunities to identify new revenue streams.
- Lead sales negotiations and commercial discussions for high-value enterprise contracts.
- Work closely with technical, presales, delivery, and marketing teams to develop compelling customer solutions and proposals.
- Develop sales pipelines, forecasts, account plans, and revenue strategies.
- Drive customer retention and expansion while continuously improving account profitability.
- Represent the organization in senior-level customer meetings, industry engagements, and strategic business discussions.
- Mentor and develop sales professionals and establish a high-performance enterprise sales culture.
Core Solution Areas
The role should have strong commercial exposure to areas such as:
- Enterprise Cloud Solutions
- IaaS, BaaS and DaaS/DraaS
- SaaS and Digital Solutions
- Data Center Services
- Telecommunications and Connectivity
- Cybersecurity Solutions
- Data Management and Consulting
- Managed IT / Infrastructure Services
- Digital Transformation Solutions
- Enterprise Networking
Required Qualifications
- Bachelor's degree in Business, Information Technology, Computer Applications, Engineering, or a related discipline.
- MBA or equivalent management education is highly desirable.
- 15+ years of experience in B2B enterprise technology sales, business development, account management, or sales leadership.
- Demonstrated experience selling complex technology solutions to large enterprises.
- Strong understanding of the Philippine ICT, telecommunications, cloud, and enterprise technology market.
- Proven ability to develop relationships with C-level and senior enterprise stakeholders.
- Strong commercial, negotiation, presentation, and consultative-selling skills.
- Experience managing strategic/key accounts and large sales opportunities.
- Demonstrated ability to build partnerships and develop new markets.
- Strong analytical, problem-solving, and strategic-planning capabilities.
Preferred Competencies
- Enterprise Client Acquisition
- Strategic Account Management
- B2B Solution Sales
- C-Level Engagement
- Go-To-Market Strategy
- Sales & Marketing Leadership
- Market Analysis
- Strategic Partnerships
- Negotiation
- Pipeline & Revenue Management
- AI Automation / Digital Transformation
- Presentation & Executive Communication
Success Measures / KPIs
- Annual revenue and gross-margin achievement
- New enterprise customer acquisition
- Strategic-account growth and retention
- Sales pipeline value and conversion rate
- GTM execution and market penetration
- Average deal size and sales-cycle performance
- Cross-sell and upsell revenue
- Strategic partnership development
- Customer renewal and expansion
- Sales-team productivity and target achievement
Ideal Candidate Profile
The ideal candidate is a strategic enterprise technology sales leader who combines hands-on selling ability with executive-level business leadership. The candidate should be comfortable managing large strategic accounts, developing new business, creating GTM strategies, negotiating complex contracts, and translating emerging technologies into commercially viable enterprise solutions.
A strong track record in the Philippine enterprise market, including telecom, cloud, infrastructure, cybersecurity, and digital solutions, would be particularly valuable.
Relevant Experience Demonstrated in the Resume
The candidate's background includes leadership of sales and marketing for a data center and enterprise cloud provider, with responsibility for cloud services and enterprise IT solutions including IaaS, BaaS and DraaS.
