Head of Global and Strategic Accounts - APAC

1 мес. назад

MalaysiaWorldwideHead

crmaccount managementsales forecasting

Leadership role managing a team of Global and Strategic Account Managers overseeing key enterprise clients in APAC region for commercial outcomes and strategic growth.

Обязанности

We are seeking a highly driven and commercially astute leader to manage a team of Global & Strategic Account Managers (GSAs). This role will oversee a portfolio of ’s largest and most strategic Fortune 500 clients across APAC. You will lead a team of four GSAs, ensuring strong commercial outcomes, strategic account growth, and exceptional customer experience.
The ideal candidate brings deep experience in eCommerce, logistics, SaaS account management, and enterprise-level stakeholder engagement, along with proven success in leading high-performing account teams.
This is a quota-carrying leadership role with annual team revenue targets and eligibility for performance-based incentives.
Leadership & Team Management
Lead, mentor, and develop a team of four Global Strategic Account Managers, ensuring consistent performance, capability growth, and target achievement.
Set clear goals, monitor progress, and provide regular feedback, coaching, and performance reviews.
Drive operational discipline across the team — forecasting accuracy, CRM hygiene, quarterly account plans, and pipeline management.
Foster a collaborative, high-ownership culture focused on accountability and results.
Hands-on Key customer Management
Be responsible and accountable for Top Segment by managing the customer, relationship, commercials directly
Lead personally and through delegation the strategic revies, account plans, commercials renewals and upsells of Anchantos top2% revenue
Manage this along with the top 80% of revenue from our top 20% customers
 
Strategic Account Growth (Top 5% Global & Strategic Accounts)
Oversee the commercial growth of a portfolio worth USD 10–15 million, managed collectively by your GSA team.
Guide GSAs in building Yearly & Quarterly Account Plans with defined revenue objectives, risk planning, and expansion strategies.
Support the team in renewal negotiations, upsell/cross-sell motions (products, modules, features, services) and enterprise-grade commercial proposals.
Ensure alignment of account strategies with the CRO, Country Head, and overall business priorities.
 
Executive Customer Engagement
Strengthen C-suite and Director-level relationships across strategic accounts in partnership with the GSAs.
Participate in and/or lead high-impact Quarterly Business Reviews (QBRs) with key clients.
Intervene in critical situations to ensure customer confidence, influence expansion opportunities, and maintain strong executive alignment.
Act as an escalation point for complex commercial or operational issues.
Operational Excellence & Delivery Oversight
Partner with Customer Support, Delivery, Product, and Operations teams to ensure seamless handovers, stable performance, and high customer satisfaction.
Monitor account health metrics across the team — adoption, usage trends, NPS, renewals, and churn risks — ensuring proactive mitigation plans.
Oversee revenue hygiene including invoicing, collection follow-ups, renewal timelines, and contract compliance.
Ensure escalations are resolved with urgency, clarity, and cross-functional alignment.

Требования

10–15 years of total experience in enterprise account management, customer success, or B2B SaaS commercial roles, preferably within eCommerce, logistics, supply chain, or related tech domains.
Minimum 3–5 years of experience managing an account management or customer success team.
Must have strong experience managing large enterprise accounts and global brands — including customers like L’Oréal — with proven success driving strategic growth and complex stakeholder engagement.
Proven success in handling large global accounts, influencing CxO stakeholders, and leading multi-million-dollar books of business.
Strong commercial acumen with experience in renewals, enterprise pricing, negotiations, and strategic planning.
Excellent leadership, communication, and stakeholder management abilities.
Based in Malaysia or Singapore, with willingness to travel for client engagements across APAC.