Strategic Commercial Growth Lead (B2B Sales) - KV

Position: Strategic Commercial Growth Lead (B2B Sales) (Job ID: 20409) • Central • Basic + AWS + VB + Comms Job Description: Strategic Sales & Revenue Growth • Lead the commercial development of IX, IP Transit, roaming, NaaS and network-related service opportunities across assigned markets. • Identify, qualify and develop new customer opportunities with ISPs, network operators, cloud providers, CDNs, data centers and digital infrastructure players. • Manage the full sales cycle from market engagement, prospecting and qualification through proposal, negotiation, closing and service activation with the delivery teams. • Build and maintain a disciplined sales pipeline, with clear opportunity ownership, next actions, forecast accuracy and revenue accountability. • Grow existing accounts through strategic upselling, cross-selling and solution expansion aligned to customer network evolution and business priorities. • Monitor market trends, competitor activity and customer demand signals to identify new commercial angles and partnership opportunities. Customer Advisory & Relationship Leadership • Serve as a trusted commercial advisor to customers by understanding connectivity architecture, traffic growth, regional expansion plans and commercial constraints. • Translate customer requirements into compelling our propositions, coordinating technical input where deeper network expertise is required. • Develop senior-level relationships across customer business, network, procurement and technical teams to support long-term account growth. • Maintain regular customer engagement and ensure a high-quality customer experience from initial discussion through contract execution and service delivery. Commercial Orchestration & Internal Alignment • Act as the commercial point of coordination between customers and internal technical, network, product, operations, finance and legal stakeholders. • Drive opportunity momentum by aligning internal resources, clarifying customer requirements, tracking actions and removing execution blockers. • Support and assist the Head of APAC & ME Sales on pipeline reviews, data analysis, sales forecasts, business reports, strategic account planning and regional commercial initiatives. • Prepare executive-level customer meeting materials, market information, proposals and commercial updates for strategic discussions. 【Key Success Outcomes】 • Commercial Impact • Qualified pipeline growth • New logos and strategic account expansion • Improved forecast quality Operational Excellence • Smooth customer-to-delivery handover • Strong internal coordination • Consistent customer satisfaction Job Requirements: • At least 3-5 years of experience in B2B sales, selling or developing opportunities related to Internet Exchange, IP Transit, Subsea cables, data center interconnection, roaming, cloud connectivity, CDN, SaaS, NaaS or similar telecommunications related services. • Strong commercial acumen with the ability to manage opportunities independently while aligning with regional strategy and management direction. • Excellent communication, executive presentation, negotiation and relationship-building skills. • Strong stakeholder-management capability and discipline to progress opportunities through multiple stages. • Working understanding and knowledge of BGP, ASN, peering, IP Transit, IXPs, data center interconnection, Naas and regional connectivity ecosystems. • Comfortable engaging customers at both strategic and operational levels. • Advanced proficiency in Google Sheets and Google Slides or other equivalent productivity and presentation tools, with the ability to analyze and visualize data, prepare business reports, develop sales forecasts, and deliver professional executive-level presentations. • Advanced skills in data analytics, business intelligence, and AI tools (e.g. ChatGPT and Gemini, etc.), to support sales planning, customer analysis, market research, and business development initiatives. • Willing to travel across regional markets when required. 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