Job Description

We are seeking a high-performing Team Lead Enterprise Sales to drive growth across our Utilities and Oil & Gas portfolio in Malaysia. This is a senior commercial leadership role responsible for shaping strategy, accelerating pipeline growth and leading a team of three experienced sales professionals to deliver sustained, profitable revenue growth.

You will play a pivotal role in expanding our footprint within major enterprise accounts, developing executive-level relationships and leading complex, multi-year solution sales in a competitive environment.

This role requires a strong blend of strategic thinking, hands-on deal leadership and people development capability - someone who can both set direction and actively help win key deals.

About the Role

You will be responsible for leading aggressive, value-based market penetration across strategic enterprise accounts, with a strong focus on Utilities and Oil & Gas in Malaysia.

Key responsibilities include:

• Lead, coach and develop a high-performing team of enterprise sales professionals to consistently exceed revenue and growth targets
• Drive complex, long-cycle enterprise sales from pipeline generation through to closure, including senior-level engagement
• Develop and execute a clear growth strategy for key industry accounts, leveraging Esri Malaysia’s strengths and market opportunities
• Build and maintain a disciplined, healthy sales pipeline with accurate forecasting and strong deal governance
• Lead value-based, consultative selling engagements focused on business outcomes, not just technology
• Establish and maintain senior-level relationships across client organisations and strategic partners
• Support account planning, pricing strategy, negotiation strategy, and deal structuring for key opportunities
• Ensure strong alignment across internal stakeholders, partners, and customers
• Drive adoption of sales methodologies and ensure consistent execution discipline across the team
• Translate campaigns and market initiatives into actionable execution plans for the team
• Inspire performance, accountability and collaboration across the sales organisation

About You

We are looking for a commercially driven, strategic sales leader who thrives in complex enterprise environments.

You bring:

• 10+ years of experience in enterprise software / IT solution sales
• Proven success in complex, multi-stakeholder, long-cycle solution selling
• At least 2 years of experience leading or managing a sales team in a target-driven environment
• Strong track record selling into large enterprise and/or regulated industries (Utilities, Oil & Gas, Electric or Water utility experience will be a clear advantage).
• Deep understanding of consultative and value-based selling methodologies
• Strong business acumen with the ability to understand client strategy and translate it into solutions
• Experience managing key partners and ecosystem relationships
• Strong negotiation, communication, and executive presence
• Fluent in English and Bahasa Malaysia (business level)
• Willingness to travel regularly (monthly)
• Bachelor’s degree in business, Sales, Marketing or related field

What we’re looking for in the right leader

• A “player-coach” mindset, you are equally comfortable helping to close deals and developing your team
• A disciplined executor who brings structure to pipeline, forecasting and deal management
• A strategic thinker who can also operate in the detail of deals and negotiations
• Collaborative leader, you build trust across internal teams and external stakeholders
• Growth-driven mindset with resilience in complex, competitive environments

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For further details or if you have any questions, please contact our Talent Acquisition team by mail at fjaffar@esrimalaysia.com.my (Fadhillah).