Country Sales Director - Indonesia

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Country Sales Director - Indonesia

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Deutsche Telekom

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. Focus industries include automotive, manufacturing, logistics, transportation, as well as healthcare and the public sector.

Role Overview The Country Sales Director – Indonesia is responsible for driving T‑Systems’ commercial growth, customer engagement, and local market development across Indonesia. The role combines business development, account leadership, renewals, customer success, delivery coordination, and office management responsibilities, serving as the senior commercial representative for T‑Systems in the country.

This position will focus on originating and expanding opportunities across

Healthcare, SAP and Smart Cities , working closely with Singapore‑based portfolio Sales Directors and Presales teams for Digital & AI, Cloud, Security, and Data Center solutions and services.

Reporting to the CEO of T‑Systems Asia and President Director of T‑Systems Indonesia, the Country Director will lead business development and account strategy in Indonesia, manage enterprise and public sector relationships, and represent T‑Systems to partners, government agencies, and industry bodies.

Key Responsibilities

Business Development: Identify and acquire new enterprise and public sector customers across priority sectors including Healthcare, SAP‑centric customers, Smart Cities, and industrial Smart Factory clients. Lead customer engagement from early qualification through to solution collaboration with portfolio teams.

Account Leadership, Renewals, and Customer Success: Serve as the senior relationship lead for strategic customers in Indonesia. Drive renewals, account growth, and customer satisfaction across all portfolio areas. Partner closely with delivery and operations teams to ensure successful implementation, delivery service quality, and long‑term customer success.

Country Leadership: Manage the Indonesia office, ensuring operational effectiveness, compliance with local regulations, and alignment with regional strategy and culture.

Opportunity Coordination: Collaborate with portfolio Sales Directors and Presales teams in Singapore to develop proposals, pricing, and delivery plans tailored to Indonesian customer needs. Ensure smooth handover and consistent communication between country and portfolio teams.

Partner and Ecosystem Development: Build and maintain strategic partnerships with SAP, hyperscalers, ISVs, local system integrators, and vendors. Engage with government agencies to support initiatives in Healthcare, SAP modernization, Smart Cities, and Smart Factories.

Market Development: Represent T‑Systems at key industry events and forums in Indonesia to strengthen brand presence. Monitor local market trends, regulations, and competitor activities to identify new business opportunities.

Governance and Reporting: Ensure pipeline accuracy, opportunity qualification, and forecasting discipline in alignment with regional MEDDIC‑based sales governance. Provide regular performance updates and account insights to regional leadership.

People and Culture: Foster collaboration, professionalism, and the high‑performance team culture within the Indonesia team that reflects T‑Systems’ Team Magenta values. Support local recruitment, onboarding, and employee engagement in partnership with regional HR.

Qualifications

Bachelor’s degree in Business, IT, or a related field (preferred). MBA a plus.

Minimum 10 years of enterprise sales or business development experience in IT services, systems integration, or cloud and infrastructure managed services in Indonesia.

Proven success in driving new logo acquisition, renewals, and account growth with enterprise and public sector customers.

Demonstrated experience leading customer success and coordinating delivery to ensure operational excellence and long‑term client outcomes.

Established relationships with senior decision‑makers across Healthcare, SAP‑driven industries, Smart City, and manufacturing sectors.

Strong understanding of IT services and solutions, including Digital & AI, Cloud, Security, and Data Center offerings, with the ability to orchestrate subject matter experts across portfolios.

Experience managing complex multi‑stakeholder deals from qualification through close.

Skilled communicator with strong executive presence, presentation, and negotiation capabilities.

Well versed or certified in modern enterprise sales methodologies, using Challenger for qualification and MEDDIC for sales execution.

Demonstrated leadership and operational management experience, including responsibility for a country office or business unit.

Fluency in Bahasa Indonesia and English required.

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