ICT Sales Lead

Role Overview

This role leads the end-to-end commercial execution and revenue growth for the full ICT portfolio within the Enterprise Business Unit. Day-to-day, the ICT Sales Lead drives a unified go-to-market strategy across Large Enterprise, SME, and Public Sector segments, owning the complete sales lifecycle from pipeline generation and deal shaping to contract closure and margin protection. The position is critical to the organisation because it transforms customer needs into integrated solutions—spanning connectivity, cloud, cybersecurity, managed services, IoT, and digital platforms—while ensuring pricing discipline, cross-functional orchestration, and consistent delivery of revenue and profitability targets.

Key Responsibilities

• Own the full P&L for ICT revenue, bookings, and margin across all enterprise segments; enforce forecast accuracy, pipeline coverage, and conversion efficiency to achieve predictable growth.
• Design and continuously refine a data-driven ICT go-to-market model, prioritising target markets and accounts based on business impact and analytics.
• Champion solution-led selling by shifting from product-centric to consultative approaches across connectivity, cloud, cybersecurity, IoT, and managed services; define bundling strategies and value propositions.
• Provide strategic leadership for ICT sales engagement with key enterprise customers, directing account planning, resource allocation, and executive-level deal shaping in collaboration with Account Management teams.
• Lead governance and execution of large, complex ICT deals—including public sector tenders—by owning bid/no-bid decisions, competitive positioning, commercial structuring, and contract negotiations.
• Drive vertical-specific growth strategies for sectors such as BFSI, Government, Healthcare, Manufacturing, and Transport, aligning ICT offerings with industry needs and emerging trends.
• Establish robust sales governance frameworks covering pipeline management, deal qualification, CRM adoption, and performance tracking to ensure transparency and accountability.
• Coordinate across product, technology, solution architecture, operations, and partner ecosystems to remove execution bottlenecks and deliver seamless end-to-end solutions.

Requirements & Qualifications

• Bachelor’s degree in Business Administration, Commerce, Economics, Engineering, ICT, Telecommunications, or a related field from a recognised institution.
• Master’s degree in Business Administration (MBA), Strategic Management, Finance, Technology Management, or a related discipline.
• Minimum of 12–15 years of progressive experience in enterprise/B2B ICT sales, telecommunications, cloud services, cybersecurity, or digital solutions, with at least 5–7 years in a senior leadership role managing large enterprise and channel sales teams.
• Proven track record of consistently delivering large-scale revenue growth, market share expansion, and margin targets within complex, highly competitive ICT markets.
• Demonstrated experience in solution and consultative selling across connectivity, cloud computing, cybersecurity, IoT, managed services, data centres, and digital platforms.
• Strong commercial acumen with hands-on experience in complex deal structuring, bid and tender management (including public sector), pricing strategy, contract negotiations, and full P&L accountability.
• Experience operating in highly matrixed organisations, collaborating cross-functionally with Technology, Product Development, Finance, Legal, Risk, Operations, and Regulatory teams.
• Demonstrated ability to engage and influence C-suite executives and board-level stakeholders.